To Sell More Big Deals...Identify your customer’s big problems

Big deals come about because smart salespeople eliminate big problems related to:
-Inefficient processes
-Low productivity
-Excessive cost
-Missed opportunities for higher revenues or increased profit
When hunting for big deals, remember you’re always selling against the status quo. To structure a big deal, you need big problems, because clients will only make major changes when they can significantly improve their circumstances.