4 Reasons You're Not Closing the Big Sale

When you look at the average invoice for your sales team, does it surprise you? Do you often find yourself preaching to your group about the importance of selling larger deals, and while everyone seems excited to go out and do it, they quickly revert to their old habits?

Some 80% of the problem with selling larger deals is something that has very little to do with technique. Many sales reps crave information on the technique of how to handle larger opportunities, but in reality this isn’t the root of the real issue.

Selling larger deals boils down to several key elements:

  1. Their own tolerance of money: If they have a low tolerance of money – for example, if they think $1,000 is a lot of money – they are going to struggle selling larger deals. As soon as they receive the first hint of pushback or a prospective client saying “that’s a lot,” they will subconsciously agree, and it becomes a downward spiral.
  2. Their comfort level in talking about money: Money is simply a piece of paper. Too often salespeople have a lot of head trash around talking about money in the budget part of the sales process, and fail to find out if they are wasting their time or not.
  3. Their own level of conviction: This may be a surprise, but more people actually fear success than failure. If a sales rep doesn’t truly believe they deserve to help clients on a larger level, it won’t happen. If they don’t have 100% conviction that what they do can change their lives, they will easily accept pushback.
  4. It’s “easier and faster”: Too many salespeople take the easy route and close the quicker, smaller-volume sale. They don’t have to work as hard and it helps them inch closer to their quota, rather than taking leaps forward.

The next time you talk with your team with a focus on selling larger deals, address the underlying reasons for failure listed above. By working through the head trash and having the discipline to do the uncomfortable work, the results will change. It is time to get comfortable with being uncomfortable. Are you and your team ready?

Aaron Prickel

Connect with Aaron Prickel

For 25 years, Lushin has guided business leaders toward intentional, predictable growth.

Subscribe to get our new blogs delivered right to your inbox