Just saving own post from x.com
At some point, you realize: selling to large customers means avoiding anything that feels like selling.
No salesy actions, words, or behavior.
Instead:
— You talk less about your solution
— and more about the customer and their needs.
— You ask questions about them,
— not the other way around.
— You skip the details
— and focus on making cooperation smooth.
— You prioritize saving their time, not their money.
— You don’t bring up discounts,
— at least not first.
— You never let them sense that you need the deal desperately or afraid of losing it.
— You never pretend to know or do something you can’t,
— you say, “No worries, we’ll look into this and get back with the best solution possible.”
Humble confidence is calming.
That’s why they need you — to solve their problem or help them reach a goal with as little stress as possible.
I work with corporate business for years. Deal with CEOs, CMOs, board members, investors.
I also worked on their side, on a regional to global level and these rules works everywhere:
The higher the rank, the less fluff and formality.
The bigger the boss, the easier it is to close the deal.
Why?
If you’re talking to them, it means you have something valuable to offer.
You wouldn’t be on their schedule otherwise.
