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Winning the Big Deal with Little Decisions

Published on July 10, 2014

Jennifer Matt discusses how to approach winning a big print sale by asking your customers to make a series of little decisions. Big decisions send your sales process up the food chain, cause delays, and often result in pricing concessions. Taking the path of a lot of small decisions can get you to the same place with less resistance.

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By Chuck Werninger on Jul 11, 2014

Another great article, Jennifer, thank you!

I totally agree and will add another thought. Sometimes, when you go for the "big sale", you've invested a year in the process and are more likely to run into "professional buyers" or "procurement professionals" who have their own preferred vendors who can out-print or at least out-sell most of us local or regional printers. In other words, you're inviting the biggest competitors to bid against you and are even less likely to get the sale.

Also, since most printers are unable to produce all that work from day one, closing the "big sale" might be the worst thing to happen. Imagine closing the deal, buying a bunch of equipment and hiring a bunch of people...then getting fired after the first 90 days!

Baby steps are the key to success because the tortoise beats the hare every time they race. We all know the #1 reason businesses fail is because they lack the resources to survive their first year but few remember the #2 reason is growing too quickly. Growing your business 10% every year is far better than doubling it in any year.


By Jennifer Matt on Jul 11, 2014

Chuck - thank you.

My favorite business quote:

David Packard" “More organizations die of indigestion than starvation”

Sell with the big deal in mind but go after what's right in front of you, execute, continue to engage and get to know the customer better - embed yourself deeper into their organization.

There is no HUGE WIN celebration because you win the HUGE DEAL one little deal at a time.



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