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If you’re a sales or procurement professional looking to close larger deals, this one is for you.

I have (first unknowingly) developed a strategy that helped me work on the largest projects in a Fortune 25 company.

I want to break it down for you.

Situation

When we think about 9 figure deals, we cringe.

It’s a normal reaction, 99% of people feel it.

Uncertainty, fear, pressure, you name it.

But here’s the catch:

When these deals come around, no one knows what to do.

Normal responsibilities are thrown overboard because the project is so unfathomably large.

That’s where the first pillar of my framework comes in:

1. Initiative

Although you might not have a clue on how to do this, offer to have a look at the project.

Your boss (and your coworkers) will thank you.

And, you also softly and temporarily assigned that project to yourself.

There’s still an out for you, but…

Congratulations, it’s very unlikely that it will be taken from you.

2. Boldness

Number one required for you to be scared and do it anyway.

Number two requires for you to detach from the number.

Now that the project was assigned to you (by yourself), you need to own it.

Like 100% of it.

No excuses, no nothing.

Take the project and tell everyones else what to do (not like that, but always have a proposal).

No one know what to do with this project, not even your boss.

You’re the expert now, show it and make smart suggestions.

I can’t emphasize this enough:

Everybody is scared of larger projects, it is now your task to bring this to the finish line, which brings us to…

3. Trust

You are leading the project & and you started working on it.

Now you need to deliver an outstanding result.

And I’m not talking about the biggest discounts or highest margins.

Ironically, these matter less the bigger the deal.

Prestige plays a big role.

Politics do to.

And the stakes are insanely high.

Focus on delivering a comprehensive, easily understandable solution, that provides stability to you & your business partner.

Makes everyone look good - Prestige

And no one look bad - Politics

So that their fear of closing this deal goes away.

Side effect of trust: Next time a 9-figure deal comes around you won’t have to do 1. and 2. anymore.

You’re now the big deal person!

Action steps

1. Next time a big project needs assignment, offer to help; show initiative.

2. Then take the lead of the project, own it boldly.

3. Make everyone look good & close the deal - create trust.

Why does this work?

Big projects scare people, but they offer incredible exposure (your CEO will watch you).

But managing them is less about the numbers and more about psychology and people.

Master initiative, boldness & trust and become known as the big deal negotiator amongst your colleagues!

Happy negotiating,

Gereon

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