Closing Bigger - Vancouver Sales Keynote
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Transcript of Closing Bigger - Vancouver Sales Keynote
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
Sponsored by
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© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
Closing
Creating an environment where an act of faith can
take place.
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
Closing Big Deals
• Bigger Risk• Bigger Investment• Affects More People• Requires:
– More Faith– More Trust– More Credibility
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
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
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
• The one thing you need to know about closing big deals…
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
• There’s more than one thing to know about closing big deals!
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
“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
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
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
Pressure Selling Feature / Benefit Selling
Order Taking Selling
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
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
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
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
Partnership Selling Consultative Selling
Needs Analysis Selling
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
Today
• Deal breakers• Systematically growing the
relationship• Being a (multiple) relationship
manager
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
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!
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
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
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
The 5 Relationship Development Stages
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
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
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
Where do you see the relationship?
Where does the other person see the relationship?
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
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
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
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
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
Its not only about frequency!
•It’s about adding real value and displaying uniqueness every contact we make with the client.
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
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
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
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!
© 2005 – 2014 – Shane Gibson - CLOSING BIGGER - @ShaneGibson
Key Information:
Notes: http://closingbigger.net/yvrsales
Shane Gibson [email protected]
Lynn [email protected] 604-417-6161