closing bigger - vancouver sales keynote

© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson

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Closing

Creating an environment where an act of faith can

take place.


Closing Big Deals

• Bigger Risk• Bigger Investment• Affects More People• Requires:

– More Faith– More Trust– More Credibility


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


• The one thing you need to know about closing big deals…


• There’s more than one thing to know about closing big deals!


“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 SellingConsultative Selling

Needs Analysis Selling

Pressure SellingFeature / Benefit Selling

Order Taking Selling

Multiple Contact SellingAfter Sales Servicing SellingRelationship Building Selling

Customer &

Solution

Focused

Product &

Specific Service

Focused

Relationship

Marketing

Focused

Customer &

Solution

Focused

Product &

Specific Service

Focused

Relationship

Marketing

Focused


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


Pressure Selling Feature / Benefit Selling



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

Multiple Contact Selling After Sales Service Selling

Relationship Building Selling


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


Partnership Selling Consultative Selling



Today

• Deal breakers• Systematically growing the

relationship• Being a (multiple) relationship

manager


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!


1. Attraction

Stage

2.Exploration

Stage

3.Development

Stage

3.Development

Stage

4.Commitment

Stage

4.Commitment

Stage

5.Unity 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



1. Attraction

Stage

2.Exploration

Stage

3.Development

Stage

3.Development

Stage

4.Commitment

Stage

4.Commitment

Stage

PotentialSupplier

Short TermSupplier

DevelopingSupplier

Trusted LongTerm Supplier

Trusted Advisor & Partner

Watching Testing Bonding Trusting Entrusting

5.Unity Stage

5.Unity Stage


1. Attraction

Stage

2.Exploration

Stage

3.Development

Stage

3.Development

Stage

4.Commitment

Stage

4.Commitment

Stage

5.Unity Stage

5.Unity Stage


Where do you see the relationship?

Where does the other person see the relationship?


The SellerThe

Seller

The key players

1. Navigator

1. Navigator

6. Contributor

6. Contributor

5. Opposer

5. Opposer

4. Protector

4. Protector

3. User

3. User

2. Ruler

2. Ruler

The Power Player Network


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


Its not only about frequency!

•It’s about adding real value and displaying uniqueness every contact we make with the client.


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


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!


Key Information:

Notes: http://closingbigger.net/yvrsales

Shane Gibson [email protected]

Lynn [email protected] 604-417-6161

closing bigger - vancouver sales keynote

Business

shane gibson

unity stage

attraction stage

exploration stage

customer focused person

sales service

sales people

multiple relationship