© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
Sponsored by
Professional Sales Certificate Program
Canada’s only College/...
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
Closing
Creating an environment
where an act of faith can
take place.
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
Closing Big Deals
• Bigger Risk
• Bigger Investment
• Affects More People
...
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
Credibility
• Being seen as a peer and business person
not a transaction f...
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
• The one thing you need to know about
closing big deals…
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
• There’s more than one thing to know
about closing big deals!
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
“Usually” : Lower Level of Buyer Sophistication/ Smaller Orders / Less Com...
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
1. Product and Specific
Services Sales Focus
• Master Basic Selling
skills...
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
2. Relationship Marketing
Focused
• Master of basic selling
skills
• A net...
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
3. Customer & Solution
Focused
• A master of basic selling skills
• A prob...
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
Today
• Deal breakers
• Systematically growing the
relationship
• Being a ...
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
Large Deal Breakers
• No research or old research
• Starting with the wron...
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
1.
Attraction
Stage
2.
Exploration
Stage
3.
Development
Stage
4.
Commitmen...
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
The 5 Relationship
Development Stages
1.
Attraction
Stage
2.
Exploration
S...
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
1.
Attraction
Stage
2.
Exploration
Stage
3.
Development
Stage
4.
Commitmen...
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
The
Seller
The key players
1.
Navigator
6.
Contributor
5.
Opposer
4.
Prote...
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
Source: National Dry Good Association (USA)
Why Frequency Works
• 48% of a...
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
Its not only about frequency!
• It’s about adding real value and
displayin...
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
The Buying Cycle
Invisible Development
Period
Rejuvenation or Rest
Period
...
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
Summary on Big Deals
• If you can’t close the transaction, try at
least to...
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
Key Information:
Notes: http://closingbigger.net/yvrsales
Shane Gibson sha...
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Closing Bigger - Vancouver Sales Keynote

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Sponsored by the Langara College Professional Sales Certificate Program:

Closing bigger deals is a process not an event. The path to consistently close large accounts is about having a solid proven process to attract, develop and close large accounts - and then working that plan intensely. If you’re looking to attract larger clients, increase the average size of your deals or just shorten your sales cycle this event is for you.

Shane Gibson has put together a condensed keynote presentation based upon his Closing Bigger Sales Boot Camp.

In this session you will learn:

- “The 8 Deal Big Deal Killers” you must avoid
- How to navigate the “Power Player Network” that exists in every big deal
- How to systematically solidify long-term business relationships
- When to break the rules

Agenda:

6:00pm - 6:45pm Registration and Networking
6:45pm - 7:30pm Closing Bigger and Closing More Often
7:30pm - 8:30pm Networking & Sharing Best Practices
8:30pm onward - More networking :)

Published in: Business, Education
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Closing Bigger - Vancouver Sales Keynote

  1. 1. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - Sponsored by Professional Sales Certificate Program Canada’s only College/University managed and run Online Sales Certification Program.
  2. 2. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - Closing Creating an environment where an act of faith can take place.
  3. 3. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - Closing Big Deals • Bigger Risk • Bigger Investment • Affects More People • Requires: – More Faith – More Trust – More Credibility
  4. 4. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - Credibility • Being seen as a peer and business person not a transaction focused sales person. • Asking intelligent questions – Doing our research – Having a “natural” process for needs analysis • Being passionate and confident in: • Our self • Our company • Our industry • Our solution • Keep Commitments
  5. 5. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - • The one thing you need to know about closing big deals…
  6. 6. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - • There’s more than one thing to know about closing big deals!
  7. 7. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - “Usually” : Lower Level of Buyer Sophistication/ Smaller Orders / Less Complicated Transactions / Shorter Sales Process / Price Focused / Needs Little Ongoing Support “Usually”: Higher Level of Buyer Sophistication / Larger Orders / More Complicated Transactions / Longer Sales Process / Quality Focused / Needs More Ongoing Support Levels Of Selling Partnership Selling Consultative Selling Needs Analysis Selling Pressure Selling Feature / Benefit Selling Order Taking Selling Multiple Contact Selling After Sales Servicing Selling Relationship Building Selling Customer & Solution Focused Product & Specific Service Focused Relationship Marketing Focused Customer & Solution Focused Product & Specific Service Focused Relationship Marketing Focused
  8. 8. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - 1. Product and Specific Services Sales Focus • Master Basic Selling skills – Ability to read client – Ability to build rapport – Understand buying motives – Basic presentation skills – Objection handling – Closing – Add-on's and up-sells • Be a persuader • Be a communicator • Be a negotiator • Be a self-developer Pressure Selling Feature / Benefit Selling Order Taking Selling
  9. 9. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - 2. Relationship Marketing Focused • Master of basic selling skills • A networker • A centre of influence • An educator • A friend / councillor • A personal marketer • A customer service auditor • A great communicator • A conflict resolver • A planner / organizer • An influencer • A rapport builder Multiple Contact Selling After Sales Service Selling Relationship Building Selling
  10. 10. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - 3. Customer & Solution Focused • A master of basic selling skills • A problem solver • A project coordinator • A rapport builder • A competent negotiator • A master of follow-up and follow-through • A customer focused person • An information gatherer • A partner / team player • A trainer / consultant • A team leader • An effective analyst • A good decision maker • A skilled facilitator • A master presenter • A master of proposals • A credit manager • A listener • A networker Partnership Selling Consultative Selling Needs Analysis Selling
  11. 11. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - Today • Deal breakers • Systematically growing the relationship • Being a (multiple) relationship manager
  12. 12. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - Large Deal Breakers • No research or old research • Starting with the wrong person • Only having one person’s perspective • Talking our way out of the deal • Dead Air or letting them cool off • Breaking Commitments • Not respecting their timeline • Creating work for them or their team • Pushing your agenda • Selling yourself like the RFP is written!
  13. 13. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - 1. Attraction Stage 2. Exploration Stage 3. Development Stage 4. Commitment Stage 5. Unity Stage The 5 Relationship Development Stages Flirtation A Few Dates Steady Dates Engagement Marriage A Stranger An Acquaintance An Associate A Friend A Best Friend
  14. 14. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - The 5 Relationship Development Stages 1. Attraction Stage 2. Exploration Stage 3. Development Stage 4. Commitment Stage Potential Supplier Short Term Supplier Developing Supplier Trusted Long Term Supplier Trusted Advisor & Partner Watching Testing Bonding Trusting Entrusting 5. Unity Stage
  15. 15. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - 1. Attraction Stage 2. Exploration Stage 3. Development Stage 4. Commitment Stage 5. Unity Stage The 5 Relationship Development Stages Where do you see the relationship? Where does the other person see the relationship?
  16. 16. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - The Seller The key players 1. Navigator 6. Contributor 5. Opposer 4. Protector 3. User 2. Ruler The Power Player Network
  17. 17. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - Source: National Dry Good Association (USA) Why Frequency Works • 48% of all sales people make one call and after a solid “NO” from a potential client - they stop calling • 25% make two calls and stop • 15% make three calls and stop • 12% make three calls and continue. These people are responsible for 80% of all sales
  18. 18. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - Its not only about frequency! • It’s about adding real value and displaying uniqueness every contact we make with the client.
  19. 19. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - The Buying Cycle Invisible Development Period Rejuvenation or Rest Period Maximum Visible Development Point (The Buy) Initiation Point Initiation Point Visible Development Period Visible Decline Period
  20. 20. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - Summary on Big Deals • If you can’t close the transaction, try at least to get the customer to agree on another appointment • There are two “paths” one is about deal milestones and the other is about relationship milestones. • It’s about evolving from being pitch people to business people • Sell the whole network • Follow-up, follow-up, follow-up! No is temporary!
  21. 21. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER - Key Information: Notes: http://closingbigger.net/yvrsales Shane Gibson shane@ShaneGibson.com 604-351-2328 Lynn Kitchen lkitchen@langara.bc.ca 604-417-6161
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