The Best Way to Start Selling to Large Companies

When pursuing big companies, most sellers want to make sure decision makers know all about the full range of products, services, or solutions that they provide. Proudly, they brag:

• "We offer a full breadth of services."
• "We provide our customers with one-stop shopping."
• "We can handle all your _____ needs."

These killer phrases are detrimental to their sales objective, and they create massive roadblocks for them. But they don't want to believe me.

Marketing has convinced them that these words are exactly what customers want to hear. They believe prospects will be impressed with their vast capabilities, which they believe differentiate them from everyone else in the market.

And, truth be told, those sellers are scared. By sharing every detail of their offering, they hope something—one thing—will interest the decision maker and that a purchase decision will be imminent.

Unfortunately, it doesn't work that way.