The Art of the Big Deal (Part 3 of 8)
To structure deals that multiply customer value in exchange for a commitment, you must estimate the value numerically…
The Art of the Big Deal (Part 2 of 8)
Enticing customers into signing large deals requires aligning the deal to their company objectives and multiplying their value…
The Art of the Big Deal (Part 1 of 8)
The art of closing large deals is elusive in sales. While top sellers are known for closing large,…
Welcome to 2020! Let’s Abandon 1990s Sales Tactics Part. 2
Tactic 2: The “presumed close” to incept buying desire into your customer’s brain. The presumed close is the…
Welcome to 2020! Let’s Abandon 1990s Sales Tactics Part. 1
Tactic 1: The “Limited Time Offer” to build urgency. This technique can also be referred to as the…