Think big and you'll get big
Like everything else in this course, there is no magic trick. You don't have to be a huge company to land larger and more profitable deals. It's a matter of proper sales pipeline management, focus and the right mindset.

1. Envision yourself closing bigger deals. A big part of sales success is self-belief. Before you can attain it, you must see it happening in your own mind. If you imagine closing bigger deals you'll soon believe that you can, and you'll also see new ways to turn your vision into reality.
2. Learn about how bigger companies purchase. Every type of client is different and it's tough to know how each one works. I used to frequently invite key employees from large companies to lunch and chat about the way they do business. It turned out to be very useful to learn who in their company made key decisions and who was just a gatekeeper.
3. Focus on bigger companies with bigger budgets. The bigger the customer the more people they have knocking on their door and the less time they want to spend talking to you. This can be a bit daunting, but if you want to land the bigger deals, you better find ways to get their attention.
4. Present logical add-ons and bundle multiple products and services into a deal. Upselling allows you to increase the size of your sale and serve your customers better."Would you like fries with that?" is a simple question that increased annual revenue of a McDonald's franchise owner by more than $200,000 back in 1970s, and has made the company hundreds of millions in profits since.

   What's your $200,000-question?