I started off selling small. $1,000 Yearly phone plans, $5,000 of social media marketing and $10,000 website with some SEO and SEM, etc. For many years for some reason I couldn’t close monster deals. It bugged me alot…

Many of the skills that helped make me successful in smaller sales were actually preventing my success with bigger sales.

I think as a young, inexperienced sales person it is always going to be tough. In small sales the buyer cares less about who you are because usually they can take up the product and not have to deal with the salesperson much post sale. In larger sales however there is more importance on the quality of the salesperson as the buyer will be not only buying a product or service from them but will also usually require a post-sale relationship.

The other thing of importance to recognise here is that big sales require a different selling techniques than that of small sales. Small sales you can often get away with typical sales 101 closing techniques, pressuring them emotionally to buy. The risk to the buyer is low is they don’t care and will move forward, even if they don’t like you that much but you were conveniently there at the right time. However, with big sales the risk to the buyer is high and they also may need to discuss the decision with others. So, pressure caused by sleazy sales techniques are offputting for the buyer with big sales. Buyers will purchase more rationally in this case as opposed to emotionally.

In a big sale most of the important discussions and deliberations occur when the seller isn’t present.