5 Truths About Selling to Large Companies

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What You Need To Know About Selling to Large Companies

Pulling into the headquarters of a large corporation can be an anxiety-ridden event for the most seasoned sales professional. It can be an overwhelming experience when you know that there is a lot riding on the pitch. There is also the added pressure of knowing that you are not the only one pitching your ideas. Instead of letting your nerves get the best of you, there are a few things you should keep in mind when you are selling to large companies.

Selling to large companies is a completely different ball-game than what most sales professionals are used to, but the challenge is deeply rewarding for your company if you can close the deal. Selling to large companies means understanding the rules and pace that they operate in. More importantly, sales professionals must understand how to properly communicate with large companies and learn how to effectively negotiate without getting taken advantage of.

To close the big deal, remember these 5 truths about selling to large companies:

Related Reading : 4 Key Principles of Negotiation in Sales

Large Companies Move Slow

It’s a fact that large corporations have procedures, processes, meetings, and committees and they all have to sign off on the deal before anything can happen. Therefore, you shouldn’t expect the deal or depend on it until everything is finalized and you’ve signed the contract. The worst thing you can do here is to rush them because it shows that you need them, which gives them leverage.

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Large Companies Are Weary of Risk

The problem with companies is that they dislike risk at all. Employees at big companies don’t want to get fired, so no one is likely to stick their neck out for you. Decision-makers who smell risk are likely to cancel everything or ignore you until you get the hint. Present a tight proposal, but don’t show weakness.

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Large Companies Want Turnkey Solutions

CEOs of large companies don’t think like regular entrepreneurs. They don’t care about discounts and would rather see proven solutions. They’ll pay you top dollar just to avoid glitches and mistakes, so don’t cut corners or go the cheap route when building something. Make sure your resources make their life easier. Ensures a flawless execution and you’re likely to win the deal over the competition.

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Large Companies Need Approval From Key Decision-Makers

The goal here is to remember that you’re selling something to a person, not the company at large. They may have to talk to other decision-makers before giving you the contract, but to successfully sell to large companies, you have to focus on a few key individuals that have a great influence on the decision-makers.

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Large Companies Must Trust That You Can Handle the Challenge

Large companies must trust that your business can handle the task. Large companies will seldom work with contractors or businesses who don’t have the capacity to deliver what they need. In order to overcome this objection, show examples of large contracts that your company has handled or references from decision-makers at other large companies.

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Selling to large companies can be the big opportunity your business needs to grow. However, selling to large companies means developing a clear understanding of how they operate and paying close attention to their specific problems. You want to ensure large companies that your business can handle and fulfill their demands. Securing a large contract can be a huge turning point for your sales professionals and can motivate your entire team to take bigger risks.

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5 Steps To Run A Productive Sales Meeting

While the world of business is fast paced and frantic there are times when the entire staff comes together for the purposes of making succinct plans for the future. These conferences, or sales meetings, are important to the employees as well as the employer. It is during these meetings that goals are set and techniques are refined. If you are responsible for setting up sales meetings in your company, then there are several things that you need to remember at all times.

The following information is meant to serve as a guide to help you lead a more productive and professional sales meeting.

 

 

Agenda-ChecklistMake An Agenda

Perhaps the most important thing to remember is that you need to have a specific agenda for the materials that will be covered in your meeting. Having a plan is the first step in making your business meeting more productive. If you fail to have a proper agenda, it will become obvious to the other employees that you have not devoted adequate time to your craft. This is the breeding ground for sloppiness and for apathy. Make a plan and stick with it.

 

 

Get Everyone InvolvedPartnership-Text-Image

Every sales meeting needs to embody the salespeople. This means your meeting needs to hold information that can be beneficial to the people who are actually doing the selling. This is a great time to inject new people and new ideas into the conversation. Encourage your people to share and bounce ideas off of each other. This meeting is about making them more productive. Allow them to learn.

 

Related Article: How To Brainstorm With A Group

 

Collaboration

This meeting is not about hearing you lecture. The number one mistake in many sales meetings is the dominance of one person. It is important that this meeting is a time of collaboration. Make sure that you are not the only one speaking. This is not the time to monopolize the conversation. On the flip side, it is important that you do not allow another individual to dominate the conversation as well. In order to foster a good environment, it is important that everyone have a chance to share. It is equally important that everyone feel his or her opinions are being listened to.

 

Related Article: Stop Pitching and Start Solving Client Problems

 

measure-resultsMeasure Results

It is important that your meeting has measurable results. This does not mean you should take a poll of the people immediately following the meeting. What it does mean is that a sales meeting is meant to offer encouragement as well as fine details.Recognizing the individual performances during meetings promotes improvements throughout the sales force. A properly run sales meeting can energize your team and set your week on the right path. A poorly operated sales meeting could undermine your leadership.

Make A Comfortable Environment

Perhaps the most obvious aspect of a sales meeting is that it should be fun. This is not the time for carnival rides or balloon animals but it is a time to make your employees comfortable and loose. Allow for creativity in both the atmosphere and the tone of your meetings.

 

The Sales Coaching Institute offers effective instruction when you want to learn more about how to run a sales meeting efficiently. Get more great tips by visiting SalesCoach.us today.