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 :)

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. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
Closing
Creating an environment
where an act of faith can
take place.

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. © 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. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
• The one thing you need to know about
closing big deals…

6. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
• There’s more than one thing to know
about closing big deals!

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. © 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. © 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. © 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. © 2005 – 2014 – Shane Gibson - CLOSING BIGGER -
Today
• Deal breakers
• Systematically growing the
relationship
• Being a (multiple) relationship
manager

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. © 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. © 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. © 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. © 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. © 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. © 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. © 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. © 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. © 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