Today we've got a great one. I'm going to be talking about big deals. Why? Because big deals are

critical if you're in business to business sales. Much like prices law applies to reps,

meaning that it's highly focused. Big deals, that's where you're going to get a lot of your commission. How are you going to get

to your number? And if you lose those big deals or somebody else wins them or they slip or stall or

shrink, not good. So how do you make sure these big deals stay on track? It come down to a handful of

moments. The commodity trap. Are you viewed the same as everybody else? A thing. How's it work? What's it

cost? We all fall into that trap. But we don't have to. We can get it focused

back on the problem that you solve. They're not buying a commodity. They're solving something.

They're getting something. They want something. Something is not working the way they like. Focus on that.

Price versus value. Everybody complains about price. If it's a penny, it's too high.

And what do we all do? I'll give you 10 points off. That doesn't really solve the problem.

They're not looking at the value. If they don't look at the value, they're not going to value you and what you're selling. So how do we get

used to handling these issues? How do we get the comfort, the authenticity to do it? We've got to practice. Because in sales, what we hear

most often is, I want to do it my way. It doesn't work your way. What that really is saying is

my instincts are different than yours. And of course they are. Doesn't mean one's right or one's wrong,

especially in sales where it's so subjective. What we need is a great process and authenticity.

We've got to have both. If we have one without the other, we feel good losing a deal, or we come across to awkward

and it fumbles anyway. You've got to get both. The only way to get both is practice. Go over to

brevitypitch.com. Check it out right now. Hey, they're also hiring. send your resume into careers at brevitypitch

dot com here we go hey herb thanks for joining us today's way getting started gives a little

background on yourself good Good morning, Brian.

Hey, thanks for having me. Yeah, Herb Klan. I live and work in Charlotte, North Carolina.

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