This Week's Tip!What Happens When You Stop Looking for the "Big" Sale?There is nothing wrong in pursuing “big” sales opportunities as long as it is not at the expense of other opportunities. But, some salespeople develop tunnel vision. They are so focused on finding and developing the big deal that they lose sight of other opportunities before them—the smaller size (and often more plentiful) sales. They are of the mind set that if you take the time to develop a small or modest size opportunity, a big opportunity will be “getting away.” They fail to recognize that you can’t lose an opportunity—big, small, or otherwise—that you never had. They also fail to recognize that collectively, a few small or modest size opportunities not only equal or exceed a big opportunity in terms of order size and commission, but also expand your client base from which to obtain future business and referrals. And, they don’t pay heed to the fact that a modest size opportunity (or even a small size opportunity) can grow into a big deal if you take the time to thoroughly explore the situation. Consequently, they invest insufficient effort developing the small or modest size opportunities and close few of them. That strategy creates a situation where they now need the big deal to pull their numbers up. They feel pressure from a situation THEY created! If you’ve been operating with blinders—focusing too narrowly on the elusive “big” deal, take the blinders off and broaden your view. Focus your energy on identifying, qualifying, and developing opportunities, regardless of your preconceived idea about their potential. When you stop looking for the “big” sale, it will show up on its own—perhaps disguised as just another modest opportunity. Provided by Matt Neuberger of Neuberger and Company, Inc., a Sandler Sales Trainer. If you want the best sales training in the world, contact Matt Neuberger and tell him you read about him in the Remodelers Advantage PowerTip!
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