Many of us don’t consider the up-sale potential we have customers and try to offload our whole warehouse on them in one fell swoop.  Sales is really an endurance game, where your consistency and quality of service win in the end.  Sometimes a customer isn’t ready to buy your biggest ticket widget so find a smaller way to get your foot in the door.  Maybe their current vendor is great at some things but fails at others, find that and you’re on your way in.  Now you can’t stop there.  Once you have gotten an opportunity, even a small one, then you MUST kick your level of  service into high gear.  Remember you are building a bridge whose foundation must be sound before any real traffic can pass.  Make sure your customer never has to wait for return phone calls or emails.  When clients find you indispensable and easy to work with, odds are you’ll get a shot at the title.  It doesn’t take a whole lot of time to just be consistent with your customers and build trust.  Do this with a few clients you have your eye on in the long term and while you’re selling your quota you’ll start a backlog of arising opportunities.  Sometimes the small things have to come before the big ones.  If you earn a reputation of handling the small things well, the big tickets will sell themselves.