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THREAD: How to sell $50K+ deals as a small business.
THREAD: How to sell $50K+ deals as a small business.
Without the backing of a big brand, selling high ticket deals can seem impossible.
Truth is, its not.
But the tactics are different - there is more to overcome.
Let's dive in...
Truth is, its not.
But the tactics are different - there is more to overcome.
Let's dive in...
Take the position of the buyer.
Misallocating $50K+ is a serious error & could result in demotion or termination.
Choosing the wrong vendor impacts families & careers.
Therefore, big buying decisions are made with EMOTION.
Misallocating $50K+ is a serious error & could result in demotion or termination.
Choosing the wrong vendor impacts families & careers.
Therefore, big buying decisions are made with EMOTION.
Driven by self preservation, buyers create this narrative:
Deals with large companies are less risky.
Why?
Perceived safety & legitimacy in size.
The real reason:
Superiors are more likely to "understand" decisioning if the product doesn't work out.
Deals with large companies are less risky.
Why?
Perceived safety & legitimacy in size.
The real reason:
Superiors are more likely to "understand" decisioning if the product doesn't work out.
With emotions & false logic in the way a strategic roadmap is required.
Introducing...
The 4-Step SMB Sales Strategy
1. Business Knowledge
2. Domain Expertise
3. Acknowledge & Reassure
4. Look Legit
Introducing...
The 4-Step SMB Sales Strategy
1. Business Knowledge
2. Domain Expertise
3. Acknowledge & Reassure
4. Look Legit
Business Knowledge:
Speak to prospects as a business owner - not a sales pro.
Weave in customer stories that:
Include reputable brands & demonstrate profound knowledge of financial & operational impacts.
Goal: establish industry intelligence.
Speak to prospects as a business owner - not a sales pro.
Weave in customer stories that:
Include reputable brands & demonstrate profound knowledge of financial & operational impacts.
Goal: establish industry intelligence.
Domain Expertise:
Deliver unique & original opinions with confidence.
Discuss future implications of new regulation, technology, etc.
Provide 2-3 FREE ideas that improve their current situation.
Goal: give FREE consulting.
Deliver unique & original opinions with confidence.
Discuss future implications of new regulation, technology, etc.
Provide 2-3 FREE ideas that improve their current situation.
Goal: give FREE consulting.
Acknowledge & Reassure:
Illustrate clear understanding they feel risk associated with buying from you.
Dispel fears through personal guarantees, clear next steps, & post sale plans.
Goal: fears and objections have been address head on.
Illustrate clear understanding they feel risk associated with buying from you.
Dispel fears through personal guarantees, clear next steps, & post sale plans.
Goal: fears and objections have been address head on.
Look Legit:
Large transactions must be approved by multiple people.
Likely, many will get the pitch second hand.
Make it easy through solid collateral, web presence, & attention to detail.
Goal: prospect will be excited to present to peers.
Large transactions must be approved by multiple people.
Likely, many will get the pitch second hand.
Make it easy through solid collateral, web presence, & attention to detail.
Goal: prospect will be excited to present to peers.
The 4-Step SMB Sales Strategy turns apprehensive buyers into internal advocates.
Create a strong personal relationship centered around value & empathy.
Lastly, address disadvantages head on - it shows awareness & provides an opportunity to challenge.
Create a strong personal relationship centered around value & empathy.
Lastly, address disadvantages head on - it shows awareness & provides an opportunity to challenge.
Additionally, if you're struggling to get meetings - check out this thread.
https://twitter.com/barrettjoneill/status/1484201985024790531?s=20
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Follow me @barrettjoneill for content on business, growth, & SEO.
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