Closing a Million Dollar Deal in Two Sales Calls

Closing a Million Dollar Deal in Two Sales Calls
by Patricia Gardner

Theworld is moving so fast that most people have to run to keep up. Speed is essential to life in the 21st century. But while youhave more than ever to keep up with, theres really only one speed thatmatters to employers: how quickly you can close the next deal.

In todays tight business climate, the pressure to closefast is even greater than it used to be. In this environment, there is no longertime to cultivate layers of middle management in hopes of someday reaching thereal decision-makers. It is important to start and finish at the topeverytime.

Thats every salespersons dream, isnt it? To close amillion-dollar deal on the second sales call and then move on to the next,saving time and increasing revenue all along the way. Cracking into Fortune 100accounts can be a reality with the help of a code-breaker, someone who isalready writing millions of dollars worth of business annually with one ofyour potential clients and can help you get in the door, too.

The concept is simpleyou get another sales rep into one ofyour established accounts and he does the same for you.Working together as ateam, you can build on the reputation and trust that has already been built withthe corporation. Here are five tips to get in the door at any major company.

First, do your homework.Research the companies you are interested in working with to determine whatproducts or services they are involved with and any news about the company. Findout how your offerings work with theirs and with their existing partners.Research the products on the Internet, read current articles and press releasesabout whats hot with the client, and find out where the key focus of thatcompany is. Contact someone at the company who is already managing theseaccounts, a code-breaker, and tell them what you can offer them in a compellingand memorable way. Remember, code-breakers are very busy, so make your pitchclear. For example, We have a wonderful product complement between us in thenutraceutical environment. Point out the relationship between the productsand how you might be able to help each other be more successful by teaming up.

The next step is to prove your value.In todays micro-second world, it is necessary to quantify your worth quickly.Code-breakers will want proof of your value before introducing you to their mostimportant clients. Be prepared to give two proof sources with metrics, to impressthis codebreaker with your talent and success. This can be about your products,your company or your services. Sell yourself to them so you can sell yourproducts to their associates.

Any good sales person knows you must knowthe product. For example, learn about the practicalapplications of your new ingredient, not just what you read in the companybrochure. Understand how current clients are using that ingredient, why theychose it and tricks theyve learned about it. Spend time with the techies andfind out the tricks and shortcuts that will help your clients save time andfrustration. This will help you demonstrate your knowledge and creativity to thecode-breaker. If you understand the possibilities of your product, youll beable to show the code-breaker how you are relevant to his company and theirassociates companies.

Build useful case studies. Customers will teach youeverything you need to know about how to sell your product to themall youhave to do is listen. Listen to what the code-breaker tells you about theirclients and associates needs. Then build case studies around your productand demonstrate how your product helped a specific company overcome a problemand how that would relate to the customer. Determine what the need was, how youmet it and what the outcome was. If you are brand new at the company, you mayhave to research this from other people at the company. Relate any proof ofsuccess you have to the customer using quantifiable data.

Finally, be able to discuss your product candidly. Be able to relate your product tothe code-breakers needs and be able to explain how the product can solvethose problems.Dont just tell them what the product does, tell them what itdoes for them and what it can do for their associates. To tell the code-breakerhow the product will work with theirs and benefit their associates, you mustknow your product. For example, I sell consulting services and you sellhardwarewhere one product is used so is the otherso we should gettogether. Ill get you into my accounts and you get me into yours.

Once youve piqued the code-breakers interest, arrange ameeting to talk specifically about how you will work together and make anagreement about goals, dates and strategies. In these busy times, it isimportant to set firm guidelines and dates and begin to work immediately.Withthese five steps, sales success is guaranteed. Use the knowledge you already have in sales a little smarterand make your own job a lot easier.

When you get into a CEOs office at a Fortune 100 company inrecord time, youll have more energy, time and money. Closing a million-dollar deal in two sales calls wont be hard with the help of a code-breaker. Code-breakers is not a sales technique; its a successstrategy.

Patricia Gardner has closed million-dollar sales deals in twosales calls, and has trained others to do it, in a career that spans 30 years.She is now president of Maximum Sales, an executive management and salestraining consulting firm, and is the author of TheMillion Dollar Sale, designed to help salesprofessionals unlock the five secrets of strategic sales. For more information, visit www.maximumsales.com.