Friday, March 2, 2012

To Sell More Big Deals...Know exactly what you sell

Big deals are built by bundling products and services into a single high-value solution. To identify winning combinations, hone your expertise on all the products and services your company offers. Sell on your strengths. Understand your weaknesses and be prepared to answer related objections.

To close big deals requires more demonstrated knowledge about the solution you’re selling. Buyers who are willing to take a chance with a new vendor on a $1,500.00 brochure job won’t buy a complex print-on-demand online storefront from sales reps who can’t confidently and competently answer questions.

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