Most salespeople would love to close larger deals, the truth is (especially if you are selling to a new client) that larger deals take a lot longer to close.

When clients are looking for companies to “deliver and support” their needs, they will take more time making sure the supplier has all the right ingredients such as capability, sustainability, cultural fit, financials, post-sales service and so on.

All of the above slows down and complicates the sales process! To mitigate this, try winning smaller deals into clients that have onward potential. That way they will get to know you and have the first-hand experience of your skills and expertise, then when the larger opportunities arise you will be better placed to win them!

You can also use this time to get to know your customer better, ensuring your solutions are tailored to address their wants and needs.

Good luck – build trust and value!

Look at these posts highlighting the importance of building trust with your clients and building valuable business relationships

David