I really love this question because it is for those high minded sales professionals who wish to distinguish themselves from their peers and shoot for the stars. (The $1,000,000 stars) I was recently an RFI response away from the threshold of such a deal but alas, it wasn't to be so I thought I would answer this Linkedin Q&A response instead. Enjoy and weigh in anytime.
What are vital skills needed to generate and close a technology sales deal worth a million?
Please provide the important skills to develop and deploy for reaching targets.
I would have to say that one of the primary skills required to generate and close a million dollar deal be Persistence.
Persistence to find the appropriate decision makers and influencers through the sea of... others.
Persistence to continue asking questions until you find the real critical issue hidden within... everything else.
Persistence to follow-up time and time again (in a polite and courteous manner) when it seems like your prospect... has gone away.
Persistence to advocate on behalf of your prospect when your boss (or sales manager) says your wasting your time with this deal that will never close.
Persistence to stay on top of your operations, engineering and/ or development team who may not understand the magnitude of the opportunity.
Persistence to go back to the table when the prospect says your number is way off and staying with your competitor (the incumbent) might not be a bad idea.
Persistence to ask more questions to get to the bottom of the real reason your being pressed for a better number.
Persistence to personally ask for the business and help the prospect move into implementation.
Persistence to have been looking for the next million dollar deal at the same time you began looking for this one.
1 comment:
Hey Ed,
This is something very useful....ur blogs are gr8 for starters as well as people who pursue cold-calling. They have a lot of things to learn from here. n this "persistence" factor is of great help!!!
Cheers,
Sheetal
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