Many anglers out there believe there is a true art to selecting the right lure. Successfully landing a large deal in your sales career may need the same advantage. This week, Steve suggests you need to snatch a sprat to catch a mackerel.
Are You Thinking Beyond the Deal?
As your pipeline starts to lead to deals closing, it’s time to reframe your view. Remember, closing a deal is not the conclusion of the deal. The sprat, or the closed sale, is just the bait that can help you sell deeper into the organization.
A Sprat to Catch a Mackerel
So how does the sprat give way to the mackerel? It could be the catalyst in building deeper relationships within the company. A sprat can be disguised as a referral. Or it could be the sales opportunity that grows into a broader solution across the company.
Remember, closing a deal is not the conclusion of the sales cycle. If you catch the right sprat, it could be just the beginning of a sustainable and successful sales relationship!
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Targeted at sales leaders, Span the Chasm blogs wisdom from the trenches! Visit spanthechasm.com/blog to read about his insights into all things sales. Leaders are readers who drive sales success!
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