doubling   38

7 Closing Strategies to Double Your Average Sale Size
August 11 | Entrepreneur Magazine | Marc Wayshak - GUEST WRITER
Your success depends on closing bigger, better deals. Put your time and energy into prospects with the power to make large investments and introduce you to others who can do the same.

1. Get over your fear.
Many salespeople are simply too scared to sell to huge companies...... large companies face the same problems as your small customers do, just on a bigger scale. This means they need a bigger version of your solution -- and they have the budget to match. Get over your fear.

2. Stand apart from the crowd.
High-level prospects hear from an average of 10 salespeople every day. If you do what everyone else is doing, you’ll never get through to them or earn their trust. To double your average sales size, you must be intentional about standing apart from the crowd in your industry. While others pitch, you should ask questions. While others are enthusiastic, you should be low-key and genuine. While your competitors focus on their products, you should focus on your prospect’s deepest frustrations and show how you can solve them.

3. Stop selling to low-level prospects.
Selling low-level prospects harms your close rate and decreasing your average sale size. Low-level prospects simply don’t have the power or budget to tell you “yes." They’re not the decision-makers. If you want to increase the size of your sales, stop selling to prospects who lack the budget to invest in your solution.

4. Sell to decision-makers.
It’s a best practice to head straight to the top of the food chain and sell to directors, vice presidents, and C-level executives. They have the power and budget to say “yes” to your offer. If someone refers you back down the chain, you’re still landing an introduction to the right person -- by his or her boss, no less.

5. Stop cold-calling.
Cold calls are miserable. Try implementing a sales-prospecting campaign. Plan your calls, letters and emails as follow-ups to a valuable letter or package you send via FedEx. This could be a special report, unique sample or company analysis. These intentional, repeated touches over a series of months will set you up as a familiar name by the time you actually get your prospect on the phone. When a huge sale is on the line, you can afford to invest time and money to catch a single prospect’s attention.

6. Know the decision-making process.
If you’ve closed only small deals at small companies in the past, you might be accustomed to working with just one or two decision-makers at a time. In large corporations, the decision-making process can be much more complicated. One of the biggest mistakes salespeople make is failing to understand the decision-making process. Get a grasp of this early on, and you can stay in front of the right people, build value for them and close your sales at higher prices.

7. Leverage sales for introductions.
When you close one large sale at a big organization, don’t stop there. Ask new customers for introductions to others in their company or network who could benefit from your offering. You have nothing to lose by asking for introductions, but failure to do so will cost you massive opportunity and revenue.
Gulliver_strategies  sales  fear  large_companies  differentiation  sales_cycle  buyer_choice_rejection  cold_calling  referrals  prospects  JCK  executive_management  campaigns  Aimia  LBMA  strategic_thinking  close_rate  questions  thinking_big  enterprise_clients  C-suite  low-key  authenticity  doubling  the_right_people 
august 2017 by jerryking
To keep up with demand, Nintendo is doubling production of the Switch
Nintendo is selling way more Switch consoles than it anticipated, and as a result the company is now looking to “at least double” the production of the hybrid console for the next year. We don’t have sales figures yet, but Nintendo has already announced that the Switch was its biggest-ever launch in North America. To that...

Read More

The post To keep up with demand, Nintendo is doubling production of the Switch appeared first on VR-Zone.
To  keep  up  with  demand  Nintendo  is  doubling  production  of  the  Switch 
march 2017 by vrzone
Welcome, Robot Overlords. Please Don't Fire Us? | Mother Jones
the simple exponential curve of Moore's Law suggests it's going to take us until 2025 to build a computer with the processing power of the human brain. And it's going to happen the same way: For the first 70 years, it will seem as if nothing is happening, even though we're doubling our progress every 18 months. Then, in the final 15 years, seemingly out of nowhere, we'll finish the job.
AI  computers  doubling  Moore's  Law 
june 2013 by ernie.bornheimer
Doubling down on motor drivers - Hack a Day
Doubling down on motor drivers, August 30, 2012 at 05:01PM, from Hack a Day http://hackaday.com
ifttt  googlereader  Hack  a  Day  Doubling  down  on  motor  drivers  August  30  2012  at  05:01PM 
september 2012 by designmakecreate
Alice Margetts is fundraising for Cancer Research UK
JustGiving - the easiest way to fundraise and donate to charity online
Arggghhh....am  now  a  nervous  wreck  thinking  about  the  Race  For  Life  on  Sunday.  If  you  pity  me  please  combine  that  with  few  quid  :)We  are  so  close  to  doubling  our  target....it  would  be  an  amazin 
april 2012 by beckymcmichael

related tags

$15  000  02:05pm  05:01pm  20  2011  2012  2017  2018  3  30  4  70  72  :)we  @twitter  a  abandon  about  add  adding  addition  ai  aimia  alfredhitchcock  algebraic  amazin  amazon  amp  amzn  an  and  are  arggghhh....am  array  art  astroboy  at  august  authenticity  authenticity_class  backgammon  badlandsunlimited  baking  be  big  bitcoin  bonds  buyer_choice_rejection  c-suite  campaigns  cartoons  character  characters  chess  chessboard  cinema  close  close_rate  clowning  cold_calling  combine  compounding  computer  computers  consumption  contrastive  cookies  copy  correlation  crypto  cryptography  curve  day  delicious  delusions  demand  desdoblament  dice  differentiation  displacement  donnaharaway  double  down  down:  drivers  dye  ecc  elastic  elliptic  emacs  energy  enremmeta  enterprise_clients  estimation  eugene  every  executive_management  explained  family  fear  feeback  few  finance  flickeringsignifier  flowers  for  forbes  forecast  frequency  game  games  garnier  generation  genova  genre  gifts  googlereader  green  growth  gulliver_strategies  hack  hallucinations  harper  harpers  history  holiday  ie  if  ifttt  image  informatics  information  instructional  interest  interface  investment  ir  iraqwar  is  iwb  jck  jean-pierre  kapuestra  katherinehayles  keep  ks1  kupuestra  lacan  large_companies  law  lbma  lee  lens  leonard  lexbrown  life  light  loop  lop  low-key  lpd  macspeechdictate  malet  manga  material  materials  math  mathematics  maths  me  metamaterial  money  moore's  motor  nanoparticle  nanotechnology  naokiurasawa  needsediting  nervous  network  networks  neurosci  newmedia  nintendo  november  now  number  o  of  on  original  osamutezuka  our  pattern  penny  people  performance  photoshop  photovoltaic  pity  pixel  please  pluto  pocket  politics  population  postmodern  predictions  presence  price  production  project  prospects  proxy  psychoanalysis  psychodrama  pv  questionable  questions  quid  race  rate  rates  reasons  recipes  reduplication  referrals  reid  replacement  research  retina  retirement  return  reward  rice  rlr  robert  rule  rules  sales  sales_cycle  science  scifi  script  security  signal  signification  simulation  size  so  society  solar  stereo  stock  storage  story  strategic_thinking  strategy  studio.stuff  sunday.  switch  target....it  technology  temps  text  textiles  that-doubling-is-always-observed  that  the  the_right_people  theory  thinking  thinking_big  time  to  tom  transmission  trophy  troubleshooting  tutorials  unitedstates  unreality  up  upconversion  upconvert  user  vector  vga  vocal  will  with  won’t  word  would  wreck  writing  ww2  yarn  year-end  years  you 

Copy this bookmark:



description:


tags: