Big deals never happen by chance. If you desire to close high-value deals, you would need to do the work. If you are pursuing big deals in any of Nigeria’s biggest organizations, here are a few ideas that can help:
One, having a winning mentality: You need to know ahead that a thousand other people want what you want. They want the deal. The one who gets it is ultimately the person who’s willing to do more than others would. The hard work would be critical. The hunger and strong desire to win would be a differentiator. As they say, only the player who hustles the most gets the loose balls.
Two, experience over just a product: No one buys a million-dollar “commodity.” Once you start selling high-ticket items, just know that the experience you promise and deliver matters more than the utility value of your product. Said differently, for high-ticket sales, the product is not as important as the solution value and the experience delivered. A product does not become a solution until it delivers the promise to solve the problem. It is the salesman’s job to drive collaboration across multiple functions to deliver on the brand promise.
Three, strategic multi-party engagement: You can hardly ever close big deals engaging with a single stakeholder on the buying side. There are problem owners and other stakeholders, and engaging with a single person may stall your transaction.