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Shane Gibson Keynote Speaker | Social Selling | Sales Trainer | Social Media Strategy

Posts Categorized / Sales Management Blog

  • Jan 27 / 2006
  • Comments Off on Do You Get It? Closing Bigger Sales Blog Entry
Sales Management Blog

Do You Get It? Closing Bigger Sales Blog Entry

Sometimes the deal is already dead before we even realize it. At times it’s a function of price, technological fit, deployment time, track record etc. These are all measurable, quantifiable reasons for losing a big deal. Too often though when the deal has died it has nothing to do with a specific quantifiable issue.

I often work with clients, coaching and mentoring them through a large deal. At the end of the sales cycle; and I mean the “bitter end.” I sometimes get the question “What happened?”

“My price was right, we’re superior to the other guys in deployment and technology…why did he stop returning my calls? Why did they go with someone else?”

In several cases recently the answer to “why?” was the would be big deal closer didn’t get it. They got the features, advantages and benefits of their solution. They even identified client needs, pains and specific outcomes desired. What they didn’t get…which was the deal killer…was the person and what approach, type of communication, and behavior was appropriate with the prospect or prospects.

It boils down to “Emotional Intelligence” and presence. Sometimes it’s the little things and sometimes it’s one big mistake. It can be an off color joke, aggressive hand shaking that physically shocks the prospect, excessively loud talking, or crossing boundaries (often not even knowing they were there).

People can get the buying language and think they’re “in”. Their prospect Robert is positive, his head is nodding, he’s asking questions about payment terms. Then the sales person moves into his personal space, puts their hand on his shoulder and calls the prospect Bob. Sounds minor I know, but Bob may feel that the sales person is getting too personal and assuming that the relationship is somewhere it isn’t, he may even feel that he is being closed. Bob then pulls back physically, brings up some great objections to slow the sales person down and then taps on his watch… “Send me a revised quote”, he says…and that was the last of Bob.

Deals crumble when we’re unaware of personality styles, values, and cultural nuances. Be just as detailed with the relationship as you are with the mechanics and details of the deal. The relationship is the deal.

Shane Gibson is President of Knowledge Brokers International Systems Ltd. and author of Closing Bigger the Field Guide to Closing Bigger Deals and High Impact Mentorship – The Transformational Mentor’s Field Guide. e-mail shane@kbitraining.com or call 604-331-4471

  • Nov 22 / 2005
  • Comments Off on Vision – Mission & Battle Procedure – Sales Management Blog Entry
Sales Management Blog, Trevor Greene, Trevor Greene Vancouver

Vision – Mission & Battle Procedure – Sales Management Blog Entry

I’m doing a seminar tomorrow for a group of accountants and
partners on Vision and how it enhances the importance of team.  Yes accountants,
they don’t just crunch numbers.

In our business Trevor Greene and I use what he calls
“battle procedure” for planning and goal setting.  The core success factor in
effective battle procedure planning is a goal or vision that is sharpened to a
fine point.

Just before the launch of our book we determined what the
vision for Closing Bigger was in 18 months from now.  Once that vision was
crystallized we began to plan backwards toward today.

For us crystallized means a goal that is S.M.A.R.T.  Most
people reading this will know what that is but as a point of reference SMART
goals are as follows:

  • Specific
  • Measurable
  • Attainable
  • Realistic
  • Timely

This SMART Vision enabled us to track back to 12 months, 6
months, 3 months and eventually tomorrow, creating a sense of urgency and
importance.  By setting the SMART Vision and working back to the key benchmarks
we added urgency, and meaning to everyday on the way including today.

Too often people set “nice” easily achievable goals for
this month that are loosely connected to where they want to go in 18 months or
10 years from now.  Then they wonder why they aren’t inspired to do it.

Do it with the whole team, be accountable to each other,
and do it in the “battle procedure format.”  It will help you keep a sense of
urgency and it will help you know when you have to charge the hill.

Shane Gibson



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