The complex sale is just full of traps and what's a trap a trap is something that is almost impossible to avoid

Let's what's a trap?

Let's, like in dieting.

Isn't anything sweet?

Most people like it, and it tastes so good.

And one's not bad but 10 is bad and all of a sudden two you

start doing two a day two cookies, that's a dietary trap, where it's really easy to get into.

Oh, come on, you only live ones, have a cookie.

And in truth, one cookie's not bad one cookie every day

bad habit two cookies every day you get a little weight issue. My point here is that business to business

sales is just full of traps, the commodity trap and one trap we're going to

be talking about today I really didn't think about

but I've seen it my whole career myself the people I worked with falling into it it's nearly impossible to avoid it's the big deal

trap I'm sure you've heard of it I'm sure if you sat through a QBR at least one person's in the trap and they don't even know it.

And here's how it works.

Hey, we're doing an enterprise wide selection of a product in your category. Would you like to participate?

Now what could be wrong with that? Brian, what are you talking about? You're way too negative.

Well, remember, we only get paid on what we close. And this sounds like a lot of business, right? Well, eventually. This has two traps in it. One is the big

deal trap where near impossible to avoid and then it goes and sucks up all your time and they end up doing either nothing or

doing a tiny deal and we're going to get into why and how you should handle this and if you're in office hours or in the course I did a whole episode on this when to go for the, when to go for the gold,

when to go for a small deal, and how to identify the big deal

trap?

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