Everybody enjoying their sales experience?

What a year it's been. It just started and now here we are.

Well, I've got a great topic for you today. How do you close those bigger deals? The big deals that really make the difference.

And why are they so hard? They are not just a little bit harder.

It's not just the dollar amount either.

It might be whether you get a new product or, you know, an established brand with each person in the decision path of buying the product, not just picking the product, but buying the product. We deal with the

people who pick the product. Are you dealing with the people who buy the product internally?

Do you know them? Do they know you? Do you understand what they care about? Because their opinion

does matter. We think that if we get the person who's using it

excited enough, willing to do enough, that they'll buy it, and that can help. But it's rarely enough.

And what we're running into is what I call the three times a charm trick or trap, meaning that the first time,

the end of the quarter, you push through, it dies. Second time, you get the technical win. Maybe

they buy a little, most likely to buy nothing. The third time they buy something. Now the problem

with that strategy or that

trap is that it takes three times. And that's a lot of time, typically nine months, plus the

original months. It's about a year. So what we really want to do is become better at it.

And even if you believe sales is just a sequence of tactics,

you have to execute the tactics well.

And the way to do that is to practice.

Brevity pitch has just introduced brevity play. It is an evaluation copy of

brevity, which allows you to play. Practice on your phone. No username or password, no hassle.

And get ready. Get good at those sales conversations.

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