The main difference between small and large sales concerns the length of the cycle and the psychology of the interaction. Small, transactional sales can often be closed in a single meeting—the purchase decision is made on the spot, frequently under the influence of a pushy rep highlighting product features. Even if the relationship sours due to an aggressive style, the rep still gets the order and may never deal with that client again.
By contrast, enterprise deals have much longer cycles and require multiple meetings—often over months or even years. Decisions are made by a group, and much of the discussion happens without the seller present. An aggressive, hard-pushing style that might work in small transactions is unacceptable here and can sink the deal, because clients won’t want ongoing contact with such a rep. In large sales, it’s more important to build long-term relationships and focus on the customer’s needs, enabling them to “sell” your solution internally rather than forcing an immediate close.