The fundamentals of cracking a big-ticket sales deal.

1. SALES PROCESS FOR BIG-
TICKET DEALS

3. WHAT DOES IT TAKE TO MAKE YOUR NUMBER ?
Activity isn’t
enough to
make your
number.
Large
number of
clients are
not enough
to make your
number.
To make your
number, you
need effective
activities that
produce real
outcomes.

4. PARETO’S PRINCIPLE
20% of your clients will give
80% of the
numbers.

5. Needs
time
Needs
patience
Needs
intensive
follow-
up.
Results
are not
instant.

6. WHY SHOULD YOU DO IT ?
What is the average size of
the deals in your funnel?
What do you have to change
to increase the average size
of the deals in your sales
funnel?
What do you have to change
to get the really big deal
dream clients into the top of
your sales funnel?

7. What does it take to
get the Really Big Deal
through your Pipeline
?

8. WHAT DOES IT TAKE ?
Most of your deals will fit through your funnel without any trouble at all. The small deals can zip
right through without touching either side of the funnel—these deals don’t even begin to push
the boundaries of your capacity as a salesperson.
But really big deals are too big to fit through your funnel. In order
to get these deals through the funnel, you have to stretch. You
have to increase your capacity as a salesperson; this means
improving your skills.

9. RELATIONSHIP MANAGEMENT
Pay in Advance For the
Right to Compete
Pay in Advance for the
Right to be Trusted
Pay in Advance for the
Right to Cooperate and
Collaborate

10. HOW DO YOU GET IT -- 1?
It is more difficult to obtain the really big opportunities by an
order of magnitude over smaller deals. You have to increase your
ability to OPEN RELATIONSHIPS, knowing that your big deal
dream client already belongs to your competitor.
Because your big deal dream client has deep relationships in
place, you have to work longer, harder, and more consistently to
NURTURE the relationships that you need to gain an
opportunity.
You have to be better than your competitors, and far better than
is necessary on smaller opportunities, at OBTAINING
COMMITMENTS. You have be able to obtain the commitments
that allow you to develop your opportunity, working to discover
the dissatisfaction that gives your dream client the motivation to
change and the rationale for doing so.

11. HOW DO YOU GET IT -- 2 ?
There is no single authority on most really big deals. These are complex sales with
complex needs and politically complicated buying committees. You have to build the
consensus of these buying committees, including all of the decision-influencers and
stakeholders. And you have to deal with political realities that don’t accompany
smaller deals.
Presenting your solution isn’t enough to win the really big deal. Instead,
you have to be able to incorporate the visions of all of the buying
committee members and their constituencies with your solution, creating a
proposal that they can support, recommend, and later defend.
Then there is the negotiation. Unlike smaller deals, big deals almost
always have more complex negotiations. You have to manage risk
managers, procurement managers, and legal departments, all of who
red line your agreement and change the terms and conditions of
your big deal.