Mastering The Art of Connecting - a Sales Game Changer

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Slides from Shane Gibson's Meetup presentation at the Vancouver Sales Performance Meetup.

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Mastering The Art of Connecting - a Sales Game Changer

  1. 1. Online Professional Sales Certificate Program Registration begins on Nov. 21, 2012 Successful Selling Strategies - Jan. 14, 2013 Persuasion, Communication & Relationship Building - Feb. 12, 2013 Motivation, Closing & Keeping Clients - Mar. 11, 2013 Sales & Planning Toolkit - Apr. 8, 2013 @ShaneGibson
  2. 2. Mastering The Art of Connecting - a Sales Game Changer With Shane Gibson Sponsored by The Langara College Professional Sales Certificate Program @ShaneGibson
  3. 3. Mastering the Art of Connecting1. 10 online tips2. 10 offline tips3. From suspect, to connection to relationship @ShaneGibson
  4. 4. Connecting Online1. Get good at listening 6. Introduce people2. Customize when 7. Make a deposit connecting 8. Tweet/Post and in-3. Become an expert person meeting curator 9. It takes more than4. Be curious thank-you5. Think “Engagement 10. Use the internet to Pages” get off the internet @ShaneGibson
  5. 5. Connecting in Person1. Be open 1. Arrive early2. Rapport is 80% non- 2. The Cauvier Rule verbal 3. Research who is3. Prioritize in real-time attending online4. Use CCIC 4. Be a host5. Know the card rule 5. Be a servant @ShaneGibson
  6. 6. + Time Genuine Frequency Assistance (TLC) Length ( Entertainment)= Relationship= Commitment from Both Parties @ShaneGibson
  7. 7. From suspect, to connection to relationship• Categorize and segment immediately• Set a recurring appointment• Use multiple media• Change your tune• Never give up @ShaneGibson
  8. 8. Resources:• Register: http://langara.bc.ca/continuing-studies/• Shane’s Podcast: http://closingbigger.net• Socialized! Agency: http://socialized.me @ShaneGibson

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