http://www.closingbigger.net Sales Training Podcast for the mobile sales professional. Sales, sales management and leadership and training podcast and blog by Shane Gibson and Trevor Greene authors of Closing Bigger the Field Guide to Closing Bigger Deals. Tips on closing, pitching and complex selling. Recorded in Canada available globally! Topics include: Complex Sales, Business Relationships, Key Account Management, Sales Management, and various motivational sales topics. Sales training and motivational speaking recorded in Canada, USA, South Africa and Kuwait. Thu, 07 Aug 2008 00:56:30 +0000 http://backend.userland.com/rss092 en Today's podcast is an interview with Craig Elias sales performance expert who has developed a great process for capitalizing on and finding "trigger events" that increases closinging ratios and  makes prospecting and developing new business more profitable. Download Craig Elias Trigger Event Selling Podcast http://www.closingbigger.net/2008/08/craig-elias-interview-trigger-event-selling-podcast/ Another great interview Stephen Jagger on using tools like Twitter and Grandcentral.  As sales people embracing new technologies can enhance our productivity and open up new markets for us.Download Twitter and Grandcentral http://www.closingbigger.net/2008/07/twitter-and-grandcentralcom-as-sales-tools-podcast/ Today's sales podcast is an interview with Stephen Jagger President of Reachd and Ubertor.  Today we address how technology like Twitter, Blogging, Video Blogging, and Podcasting can postively impact your career as a Real Estate sales professional. Here's today's Episode: Download Stephen Jagger Real Estate Sales Podcast http://www.closingbigger.net/2008/07/real-estate-sales-podcast-stephen-jagger/ The guys over at Reachd shot some video of Stephen Jagger and I during a panel discussion we participated in at the Vancouver Board of Trade called Big Impact for Your Small Business.  The video is pretty shaky (it was done on someone's hand held but the content was good). ... http://www.closingbigger.net/2008/07/vancouver-board-of-trade-video-clips/ Here we are.  The top of the mountain.  I have walked across red hot 1200 degree hot coals (with Fred), but that only lasts a few seconds.  This was a serious accomplishment for everyone involved, each entry required a new commitment to move forward.  I cannot remember the last time ... http://www.closingbigger.net/2008/07/blogathon-final-entry-48-the-peak/ I must say I started with Blogathon with the intention of eating lots of high energy foods, hydrating massively and stretching every 45 minutes or so to stay limber.  That lasted about 3 hours.  I have now shyed away from Flip Video cam as I definitely look like I stayed ... http://www.closingbigger.net/2008/07/red-bull-wearing-off/ A sales video podcast on the impact that we have on our corporate brand: Download Sales Impacts Brand This is blogathon entry number 46 for the MSMF Blogathon. Visit this page to learn how you can support this cause. http://www.closingbigger.net/2008/07/sales-video-podcast-blogathon-entry-46-brand/ The Situation New York Times business writer Joe Nocera was at the receiving end of a mind blowing customer experience—and wrote to tell about it. Four days before Christmas, he realized that a $500 PlayStation gift for his son had not arrived. He tracked the shipment from Amazon and learned that ... http://www.closingbigger.net/2008/07/guest-blogger-neil-godin-blogathon-entry-45/ Stephen Jagger's Realestate and Technology blog is always a new source of information on how technology is enabling sales people and entrepreneurs.  What I like about Steve's blog (besides the fact that he links to me from time to time) is that Steve walks his talk and gives real advice ... http://www.closingbigger.net/2008/07/favorite-business-blogs-part-2/ Nick Usborne and I worked together years ago. Nick is author of the book "Net Words" and is a leading freelance writer, web-marketer and consultant. His book Writing Rituals really helped me get over what if often referred to as writers block (decreased Guiness intake seems to have ... http://www.closingbigger.net/2008/07/favorite-business-blogs-part-1-nick-usborne/ Part 4 of a 4 part micro podcast series (2-3 minute podcasts) Based upon the book "Closing Bigger the Field Guide to Closing Bigger Deals." Download Page 78 - Closing Bigger This is blogathon entry number 42 for the MSMF Blogathon. Visit this page to learn how you can support this ... http://www.closingbigger.net/2008/07/micro-podcast-part-4/ Part 3 of a 4 part micro podcast series (2-3 minute podcasts) Based upon the book "Closing Bigger the Field Guide to Closing Bigger Deals." Download Page 29 - Closing Bigger This is blogathon entry number 41 for the MSMF Blogathon. Visit this page to learn how you can support this ... http://www.closingbigger.net/2008/07/micro-podcast-part-3/ Part 2 of a 4 part micro podcast series (2-3 minute podcasts) Based upon the book "Closing Bigger the Field Guide to Closing Bigger Deals." Download Page 24 - Closing Bigger This is blogathon entry number 40 for the MSMF Blogathon. Visit this page to learn how you can support this ... http://www.closingbigger.net/2008/07/micro-sales-podcast-part-2/ Part 1 of a 4 part micro podcast series (2-3 minute podcasts) Based upon the book "Closing Bigger the Field Guide to Closing Bigger Deals." Download Page 22 - Closing Bigger This is blogathon entry number 39 for the MSMF Blogathon. Visit this page to learn how you can support ... http://www.closingbigger.net/2008/07/micro-sales-podcast-1/ This is a video clip from one of our training programs that we are developing.  It's only two minutes long but it does capture the importance of being a student of life. Download Learning Creates Youth and Energy This is blogathon entry number 39 for the MSMF Blogathon. Visit this page ... http://www.closingbigger.net/2008/07/video-blog-entry-loving-to-learn/ This is a full 30 minute keynote I did for the Certified Management Accountants of British Columbia at their Career Connections Event on November 1st 2007.  Introduced by Vinetta Peek of CMA BC Canada. The audio quality wasn't great but the content is good. Become a CMA in British Columbia Learn about ... http://www.closingbigger.net/2008/07/cma-bc-promotional-post-free-audio-seminar/ By Shane Gibson and Fiona Douglas-Crampton (this article originally appeared in the Vancouver Board of Trade Sounding Board). How can you make the most of your membership in a Board of Trade or community based operation? If you expand your social network and build bridges to other industries, opportunity is everywhere. One ... http://www.closingbigger.net/2008/07/what-is-my-return-on-investment-360-degrees-of-roi/ How to Gain market share in a tough economy Many years ago I was a top producing local radio advertising salesperson in the Twin Cities market of Halifax and Dartmouth, Nova Scotia, Canada. On the East Coast of Canada the harsh winters literally crippled automobile sales. In December, January and February it ... http://www.closingbigger.net/2008/07/selling-in-tough-economic-times-bill-gibson-guest-blogger/ Momentum is a form of movement that is created just like the ocean wave.  You cannot force momentum.  What you can do is become part of the flow of momentum and be caught by the wave and ride it to create the momentum that you desire in any aspect of ... http://www.closingbigger.net/2008/07/fred-shadian-guest-blog-entry-on-creating-momentum/ Ian Watt is a highly energetic real estate agent here in Vancouver.  I first met Ian through Stephen Jagger and his Vancouver Real Estate Technology Meetup.  Ian has done a great job in branding and differentiating himself using video blogging. (uses the same flip Video cam that I used to ... http://www.closingbigger.net/2008/07/sales-professional-spotlight-ian-watt/ Following is an excerpt from a larger article on Dr. Denis Cauvier.  I asked Denis to guest blog today and he sent me some great content on human resources and hiring sales people.  Following us an excerpt from his interview in Bratislava Leaders Magazine.  After Denis learned more about the ... http://www.closingbigger.net/2008/07/dr-denis-cauvier-speaker-author/ This blogathon entry has been sponsored by Fiona Douglas-Crampton (604-641-1207) with the Vancouver Board of Trade.  Before I get into Fiona's question I must personally first let my readers know that the Vancouver Board of Trade has been the single best investment I have made in my business in the ... http://www.closingbigger.net/2008/07/question-from-fiona-douglas-crampton-vancouver-board-of-trade/ This podcast entry has been sponsored (donation MSMF charity) by Kristine Heckman of lifemark.ca (Ontario). This podcast is on how to run effective sales meetings. Download Running Effective Sales Meetings This is blogathon entry number 30 for the MSMF Blogathon. Visit this page to learn how you can support this cause. http://www.closingbigger.net/2008/07/sales-podcast-running-effective-sales-meetings/ Sponsored Entry - Voyageur Oil and Gas Corporation - Darren Stevenson CEO Question: Dear Shane “stop presenting, stop selling, be prepared to leave” do you agree or disagree with this statement? Answer: Dear Darren, Darren this is very connected with the previous question you asked.  It would be too much of a cliche ... http://www.closingbigger.net/2008/07/question-3-from-darren-stevenson-voyageur-oil-and-gas-corp/ Blog Entry Sponsored by Minto Roy (donation to MSMF foundation)  of Careers Today Canada .com. Dear Shane, What advice could you give to employers that are seeking to hire top sales performers in what is still an employees' job market (especially when we refer to top sales producers)? Dear Minto: There are several ... http://www.closingbigger.net/2008/07/question-from-minto-roy-of-careers-today-canada-radio/ Sponsored Entry - Voyageur Oil and Gas Corporation - Darren Stevenson CEO Question: Dear Shane "You get more from the questions you ask than the stories you tell" do you agree or disagree with this statement? Answer: Dear Darren, I absolutely agree with this statement.  My favorite stat that I like to share ... http://www.closingbigger.net/2008/07/question-2-from-darren-stevenson-voyageur-oil-and-gas-corp/ Sponsored Entry - Voyageur Oil and Gas Corporation - Darren Stevenson CEO Question: Dear Shane "Leadership is taken not given" do you agree or disagree with this statement. Answer: Dear Darren, Thank-you for your generous contribution to the MSMF and the Natalie E Pinch Memorial Library.  Your question is a great one.  Although ... http://www.closingbigger.net/2008/07/question-from-darren-stevenson-of-voyageur-oil-and-gas-corp/ This is part 3 of the 3 part guest podcast with Fred Shadian on Peak Performance.  This podcast discusses how to overcome failure through the power of focus and the discipline of life long learning.  Thanks Fred for your donation to the MSMF foundation. Download Fred Shadian Interview part 3 This is ... http://www.closingbigger.net/2008/07/peak-performance-podcast-part-3/ This is part 2 of the 3 part series on Peak Performance with Fred Shadian.  This podcast discusses how peak states of energy and well managed energy can influence our level of success in sales and in life. Download Fred Shadian Interview 2 This is blogathon entry number 24 for the MSMF ... http://www.closingbigger.net/2008/07/peak-performance-podcast-fred-shadian-part-2/ This Podcast and Blog Entry is sponsored (donation made to the MSMF) by Fred Shadian of Cyclone Fighting Arts.  Instead of submitting a question I asked Fred if I could interview him on peak performance and his new topic of breaking through performance plateaus. Download Fred Shadian Part 1 http://www.closingbigger.net/2008/07/peak-performance-podcast-fred-shadian-part-1/ The End of the Relationship We are often mentoring people because we have a road map or insight on how to get somewhere that they want to get to. It’s okay for someone to outgrow the mentor or even outgrow their goals before they get there. As a team we can ... http://www.closingbigger.net/2008/07/final-thoughts-on-mentorship-blogathon-entry-22/ This sales podcast is focused on how to prioritize an invest in our staff for maximum ROI as an organizational leader. Download Transfer of Leadership ROI This is blogathon entry number 21 for the MSMF Blogathon. Visit this page to learn how you can support this cause. http://www.closingbigger.net/2008/07/sales-podcast-transferring-leadership/ “When mission is clear abundance will appear” - Fred Shadian In helping people set effective goals we need to be to answer yes to the following questions: • Is the goal S.M.A.R.T? • Does the goal inspire them? • Have you connected or aligned it with their values? S.M.A.R.T Goals The S.M.A.R.T acronym for goal setting has ... http://www.closingbigger.net/2008/07/the-abc%e2%80%99s-of-goal-setting-for-mentors/ “35% of employees who do not receive regular mentoring look for another job within 12 months” - Emerging Workforce study by Spherion Too many organizations invest heavily in recruitment yet fail to retain star performers because they lack a thorough plan and process for starting their people right and continuing to develop ... http://www.closingbigger.net/2008/07/why-your-corporation-needs-a-mentorship-program/ Mentoring tomorrow’s leaders today is high value, high impact strategic investment in the longevity and success of our community and economy as a whole. In most western cultures we tend to think in quarterly terms or at best annually when it comes to business and leadership success. And when it ... http://www.closingbigger.net/2008/07/leaders-of-tomorrow-the-importance-of-mentorship-part-2/ “To the world you might be one person, but to one person you might be the world.” - unknown The Role of Mentorship provides an important role in the development of global socio-economic infrastructures. It provides critical capacity building support and opportunity for entrepreneurs, corporate executives and government officials and leaders in ... http://www.closingbigger.net/2008/07/mentoring-leaders-of-tomorrow-part1/ In our book Closing Bigger Trevor Greene and defined selling as "Creating an environment where an act of faith can take place." Faith is based upon trust and trust is based upon credibility with the client. Credibility is about being more than a sales rep, it's about being a ... http://www.closingbigger.net/2008/07/faith-based-selling-blogathon-entry-16/ When we're dealing with senior level decision makers we need to assess what their core driving motivators are and then customize our pitch to fit those drivers (if we have a true fit of course). No two people or organizations are alike but here's 7 common things that senior ... http://www.closingbigger.net/2008/07/7-important-things-when-selling-to-executives/ "When you know what you want, and want it bad enough, you will find a way to get it." - Jim Rohn: This quote albeit brief says a lot.  Fred Shadian a good friend and mentor of mine has told many many times that 90% of achieving a goal is knowing why we're ... http://www.closingbigger.net/2008/07/blogathon-post-14-sales-blog-entry/ Entrepreneurs often have visions much larger than their bank account balances.  One way to deal with this challenge is to align ourselves with joint venture partners that can increase our capactity without draining our cash flow.  Bill Gibson has sent me another sales tip for my 24 hour blogathon and ... http://www.closingbigger.net/2008/07/short-on-cash-think-partnership/ On Monday I will be on a panel for the Vancouver Board of Trade speaking on "Big Impact for Your Small Business."  It will be moderated by Paul Harris, Publisher of Business in Vancouver and Editorial Director for BC Operations, Glacier Media Group and my fellow panelists are Stephen Jagger ... http://www.closingbigger.net/2008/07/board-bootcamp-big-impact-for-your-small-business/ I took an assessment that is part of our Professional Sales Certificate program and isolated it as a free tool for sales people to personally assess their true listening skills.  Many people talk of terms like Needs Analysis, Probing Questions, Rapport Building etc but the reality is all of the ... http://www.closingbigger.net/2008/07/listening-in-sales-blog-entry-11/ As you may have already seen in other blog entries the MSMF is the charity that my part of the 24 hour Blogathon is focused on supporting.( Click here to make a pledge or learn more)  As of right now I have $1045.00 of pledges in from people here in ... http://www.closingbigger.net/2008/07/msmf-society-and-dr-chandra/ Sales Triggers: There are often other factors that help trigger the buying process. By spotting these factors in situations, you immediately become aware of a need, want, or desire. Within your industry, it is important to know what these factors or motivations are and how these factors could trigger specific buying ... http://www.closingbigger.net/2008/07/guest-blog-by-bill-gibson-south-africa/ BMW Global did a study several years ago to look at what the four major sales success qualities as determined by BMW Global are: • Motivation • Precision • Direction, and • Flexibility Motivation The successful salesperson who is motivated: • desires to be the best. • is competitive by nature. • has the edge through customer service. • turns ... http://www.closingbigger.net/2008/07/sales-blog-bmw-sales-success-qualities/ Raul submitted a great question and comment that I want to address: Is deviance from truly ethical behavior appropriate or inappropriate, in the end? I kind of feel it is somewhat inappropriate. This question was posed in context of my four part blog entry on ethics in selling.  Lets look at deviance ... http://www.closingbigger.net/2008/07/blogathon-entry-7-ethical-question/ Genuinely Ethical: The genuinely ethical person has a well-calibrated moral compass—a compass only points in the right direction. Genuinely ethical people not only see the right direction, they consistently choose to follow that direction. Their motivation is based not upon avoiding punishment or being “found out.” They realize that true stable ... http://www.closingbigger.net/2008/07/ethics-in-selling-part-4/ The Situationally Ethical Sales Person: Situational ethics relies on one principle—what best serves oneself at a given time or in a given circumstance. This person’s behavior rises and falls as they tend to justify the deviance from true ethical behavior based upon each circumstance. Comments from situationally ethical people may include: • ... http://www.closingbigger.net/2008/07/ethics-in-selling-part-3-sales-blog-entry/ There are various categories of Ethical Behavior: • Unethical – me motivated • Situationally Ethical – contextually motivated • Genuinely Ethical – greater good motivated Unethical Unethical people are solely motivated by what serves them. Depending on the degree of selfishness, level of crime, or moral rules they break, these people are often referred ... http://www.closingbigger.net/2008/07/ethics-in-selling-part-2-sales-blog-entry/ This is a four part series on ethics in selling, made up from various notes and thoughts that I am compiling into a training and development program: Intro to sales ethics: What are ethics? Ethical behavior can be described as conforming to accepted standards of social or professional actions. Therefore unethical behavior ... http://www.closingbigger.net/2008/07/ethics-in-selling-sales-blog-entry/ Wow, this has been a great endeavor so far.  I spammed my entire address book and all my Facebook friends along with people who don’t even know me.  Some very good friends and associates have stepped up to the plate and sponsored several of my blog entries that I will ... http://www.closingbigger.net/2008/07/blogathon-entry-2-what-were-blogging-for/ Well I ftp'ed our first video for the Blogathon tonight and it was all cued for 10 pm... I returned to discover that the connection (Thanks Shaw Internet) was reset?  This is a good lesson for anyone using technology in the sales process.  My video is now uploading and because ... http://www.closingbigger.net/2008/07/blogathon-2008-entry-1-murphys-law/ This past Monday at our Sales Performance Meetup (a free networking event for sales professionals in Vancouver) we had an awesome guest speaker Fred Shadian talk about breaking through our plateaus in business and in our personal life.  Fred has 3 black belts and has studied peak performance for two ... http://www.closingbigger.net/2008/07/sales-performance-meetup-summary/ I have joined the ranks of approximately a dozen Vancouver area bloggers (see below for a partial list) for a 24 hour Blogathon for Charity. Over 24 hours I will write 48 blog posts to help build a school in India that will provide hope, literacy, and options to a very ... http://www.closingbigger.net/2008/07/blogathon-2008-help-me-help-build-a-school-in-india/ I thought I'd share this quote with my readers.  I'm sure very soon I will be doing a podcast on this topic. Fred Shadian (Who will be speaking at our Sales Performance Meetup tonight) shared this with me yesterday. We were talking about heros, warriors and winners.  Fred Shared this with ... http://www.closingbigger.net/2008/07/in-a-rut-or-plateau-in-sales/ I am a bit obsessed with my podcasting, sales blogging, facebook, linkedin and optimizing my Professional Sales Academy site.  Some clients and associates ask me why I invest so much time on the web.  I'm a sales guy by trade, but over the past 36 months I have been able ... http://www.closingbigger.net/2008/07/why-do-i-blog-and-podcast/ Download Complex Sales Training Podcast Part 3 Today's sales podcast is Part 3 of 3 of the Complex Sales Training Podcast Series.  This series is based upon Knowledge Brokers International's Managing Complex Business Relationships Program(PDF Link).  A three day intensive complex sales and business relationship development training program and system for ... http://www.closingbigger.net/2008/07/complex-sales-training-podcast-part-3/ As Canadians line up outside of Rogers and Fido Cellular stores tonight in anticipation of the launch of the 3G iPhone from Apple I began to wonder..."What's the next thing with blogging and podcasting?"  (To be honest it's not really the next thing, it's already happening thanks to a couple ... http://www.closingbigger.net/2008/07/iphone-sales-podcast/ The Complex Sales Training Podcast series part 2 is focused on understanding the motivations and strategic situations and circumstances that affect how the Power Players or major stakeholders in your target companies make decisions (or won't make decisions). Download Complex Sales Training Podcast Part 2 Complex sales is about 90% preparation and ... http://www.closingbigger.net/2008/07/complex-sales-training-podcast-part-2/ Today's podcast is Part 1 of a 3 part podcast on Complex Sales and Managing Complex Business Relationships. Download Complex Sales Training Podcast Part 1 This complex sales podcast introduces you to the process by first defining what complex sales is and then moves into part 1.  In Part 1 of the Complex ... http://www.closingbigger.net/2008/07/complex-sales-training-podcast-part-1/ Jonathan Farrington of Top Sales Experts .com recently invited me to join his network of 50 top sales speakers and authors from around the world. The site is a comprehensive directory of leading motivational and sales speakers that include Dr Tony Alessandra, Jill Konrath author of Selling to ... http://www.closingbigger.net/2008/06/shane-gibson-featured-on-top-sales-experts-com/ F.E.A.R. as defined by many personal development gurus (the revered and even the self-proclaimed) is defined as False Evidence Appearing Real. To close big deals, and large clients, especially in turbulent or uncertain times is all about taking the F.E.A.R out of saying yes. Often the prospect has a dozen good ... http://www.closingbigger.net/2008/06/sales-blog-entry-the-number-one-sales-currency/ According to a North American study, here are some of the reasons given for not dealing with a salesperson: • Not following the company’s buying process (26%) • Not listening to customer’s needs (18%) • Not following up (17%) • Being pushy, aggressive or not respectful (12%) • Not explaining the solution objectively (10%) • Making ... http://www.closingbigger.net/2008/06/sales-blog-why-prospects-wont-do-business-with-a-sales-person/ Today's podcast is on rapport building in sales. The ability to develop instant rapport and credibility is often the foundation for a successful sale, even in long sales cycle and complex sales situations. You can download todays podcast here: http://www.salesvideopodcast.com/mp3audiopodcast/closingbiggerdotnet012008.mp3 Download Rapport in Selling Shane Gibson ... http://www.closingbigger.net/2008/05/sales-podcast-and-blog-rapport-building-in-sales/ I was invited to host a discussion on sales performance on GlobeandMail.com (Canada's leading National newspaper). Following is an excerpt of the program: How to boost your sales skills Globe and Mail Update May 23, 2008 at 1:19 PM EDT Success in business means being able to sell. You can have the best ... http://www.closingbigger.net/2008/05/shane-gibson-on-sales-performance-globe-and-mailcom/ Globeandmail.com's small business section recently noted that Downtown Partners a leading Canadian advertising agency closed their doors for good after losing their biggest client: The advertising agency that was once one of the hottest in the country is closing its doors on Feb. 15, a move largely linked to the loss ... http://www.closingbigger.net/2008/05/can-you-close-too-big-downtown-partners-closes-their-doors/ This post is password protected. To view it please enter your password below: Password: http://www.closingbigger.net/2008/05/high-roi-sales-and-service/ First off my blog and podcast site is usually relegated to positive stories of empowerment, connecting with clients and staff at a deep human level, and the importance of continually investing in our personal development. With that said, sometimes contrast is good. This is a story about how ... http://www.closingbigger.net/2008/04/waterboarding-your-sales-team/ Steve Woodruff of the Impactiviti Blog on Pharmaceutical sales, marketing, and management writes a great tongue-in-cheek blog entry on how not to write a proposal. This entry really echoes what we talked about in last week's podcast on "Selling Beyond the Bottom line". Customization and listening are key to ... http://www.closingbigger.net/2007/09/sales-podcast-and-blog-entry-sales-proposals-steve-woodruff/ This week's sales podcast is titled "Selling Beyond the Bottom Line" and is also the title of my upcoming seminar with the Vancouver Board of Trade on September 27th 2007. (This is a repost of a August 31 2007 podcast that had technical problems with the file, if you downloaded ... http://www.closingbigger.net/2007/09/sales-podcast-blog-entry-selling-beyond-the-bottom-line/ I speak for the Certified Management Accountants of Canada for three of their annual conferences across Canada this month. This topic is sales as an accountability tool. I have prepared a condensed sales podcast in the topic. Download Sales an Accountability Tool Click Here the Download the MP3 Now Subscribe in ... http://www.closingbigger.net/2007/04/sales-podcast-and-blog-entry-sales-as-an-accountability-tool/ I thought some of you may find this recent article written about my presentation skills program interesting: Being nervous not kiss of death MAKING A PRESENTATION: It's OK if you have a few butterflies Carla Wilson, CanWest News Service Published: Sunday, March 25, 2007 Don't worry if you're nervous making a presentation. A few butterflies ... http://www.closingbigger.net/2007/04/sales-blog-entry-shane-gibson-in-the-province-vancouver-bc/ For those of you in the Vancouver area I'm speaking at the Real Estate Technology Meetup. More information can be found here: http://realestateagent.meetup.com/109/calendar/5540794/ http://www.closingbigger.net/2007/03/sales-blog-and-podcast-entry-real-estate-sales-technology-meetup/ Today's podcast is about managing worry and fear. Too many of us are overwhelmed by our worry and immobilized by our fear in selling and in the rest of our life. Download Shane Gibson's Podcast Here Subscribe in iTunes to this Sales Podcast Download Standard Podcast Get focused, think bigger, and close bigger! Shane ... http://www.closingbigger.net/2007/03/closing-bigger-sales-podcast-entry-on-managing-worry-and-fear-by-shane-gibson/ Shane Gibson - IT Selling - Sales in Technology Tips IT selling tips, sales in technology, how to address all decision making styles by Shane Gibson. http://www.youtube.com/watch?v=hugwR4upRZE Shane Gibson is author of "Closing Bigger the Field Guide to Closing Bigger Deals" and President of Knowledge Brokers International (North America). Quick Links: Contact Shane: shane@kbitraining.com Sales Training ... http://www.closingbigger.net/2007/02/sales-podcast-and-blog-it-technology-sales-video/ 3 minute clip on the power of commitment in selling and business by Shane Gibson author of Closing Bigger the Field Guide to Closing Bigger Deals. http://www.youtube.com/watch?v=krTjWDy4Ltg Shane Gibson is author of "Closing Bigger the Field Guide to Closing Bigger Deals" and President of Knowledge Brokers International (North America). Quick Links: Contact Shane: ... http://www.closingbigger.net/2007/02/sales-podcast-and-blog-entry-video-on-the-power-of-commitment-in-selling/ "I've never heard someone listen their way out of a deal" -Zig Ziglar The above quote embodies the video in this sales blog entry.  Shane Gibson talks about the impact of effective listening during the sale. http://www.youtube.com/watch?v=qcMDIDZKr-w Shane Gibson is author of "Closing Bigger the Field Guide to Closing Bigger Deals" and President ... http://www.closingbigger.net/2007/02/sales-blog-and-podcast-entry-video-on-listening/ The Power of Frequency in Selling - Video This video was shot in 2007.  It's a clip of an anecdotal story that Shane Gibson tells about how frequent contact and creativity can help close the deal. http://www.youtube.com/watch?v=Ouq9QkZ0EiM Shane Gibson is author of "Closing Bigger the Field Guide to Closing Bigger Deals" and President ... http://www.closingbigger.net/2007/02/sales-blog-and-podcast-entry-frequency-in-selling-video/ Setting and Achieving Powerful Goals - Video of Shane Gibson. This video was shot in January 2007 at the Vancouver Board of Trade's Leaders of Tomorrow Conference.  This is a 3 minute clip. (actual key-note seminar was 30 minutes) http://www.youtube.com/watch?v=HE3M4pWoIls Shane Gibson is author of "Closing Bigger the Field Guide to Closing Bigger ... http://www.closingbigger.net/2007/02/sales-blog-and-podcast-entry-shane-gibson-goal-setting-video/ A 30 minute keynote seminar by Shane Gibson at Vancouver Board of Trade's Leaders of Tomorrow Conference in 2007. This file is iPod video ... ready just download it and add it to your itunes library for goal setting on the go. http://www.closingbigger.net/2007/02/sales-podcast-entry-video-on-setting-and-achieving-powerful-goals-full-30-minute-seminar/ Today's sales podcast was recorded in studio at Careers Today radio show on 1040 CFUN here in Vancouver. The Host Minto Roy interviewed me on the topic of sales performance systems, training, coaching, and of course closing bigger deals and landing larger clients. Download Standard Podcast You can dowload today's sales ... http://www.closingbigger.net/2006/12/sales-podcast-closing-bigger-sales-podcast-and-blog-radio-interview-episode-2-with-minto-roy-on-careers-today/ Today's sales podcast is on the ABC's of targeting and time and priority management. One of the biggest challenges we have as big deal closers when chasing opportunities and selling to big companies is that we can get distracted by the little things. In this sales podcast we ... http://www.closingbigger.net/2006/11/sales-podcast-entry-time-and-priority-managment-the-abcs-of-targeting/ I have put together a series of self assessments on coaching and leadership which are provided free (not-for-profit use and distribution only.) Here are the assessments: Five levels of leadership self assessment Coaching skills assessment Enabling versus equiping self assessment I would appreciate any feedback and comments on the usefulness of these tools ... http://www.closingbigger.net/2006/11/sales-blog-entry-on-free-leadership-self-assessments/ This week's sales podcast on sales presentation skills is focused on how to effectively avoid and recover from common bombs and mistakes in sales presentations. Selling in the boardroom is a skill that can greatly accelerate our ability to close big deals in our sales career. To Download ... http://www.closingbigger.net/2006/11/sales-podcast-sales-presentation-skills-part-3/ I am certified facilator of the assessment tools developed and produced by the Consulting Resource Group. At times I struggle a bit communicating how critical it is to understand our own unique sales and personality style when dealing with other people. Ken Keis president of CRG put it ... http://www.closingbigger.net/2006/10/sales-blog-and-podcast-entry-psi-personality-style-indicators/ This weeks sales podcast is part 2 of a 3 part series on presentation skills in the boardroom. This entry is focused on adressing the various buyer and learner styles we will encounter when doing sales presentations. You can download the file by clicking here or you can ... http://www.closingbigger.net/2006/10/sales-podcast-entry-presentation-skills-in-the-board-room-part-2/ This weeks sales podcast is on presentation skills and their importance in the boardroom when pitching potential clients. This is part 1 of a 3 part podcast series on the topic. You can download todays sales podcast by clicking here. Download Executive Presentation Skills Part 1 Shane Gibson is the ... http://www.closingbigger.net/2006/09/closing-bigger-sales-podcast-entry-sales-podcast-part-1-on-executive-presentation-skills/ My mentor Fred Shadian sent this to me...I thought it was great... Imagine life being exactly the way you would like for it to be. Imagine working easily and naturally through the challenges that each day presents. Imagine creating real and lasting value as the result of your efforts. Imagine moving steadily ... http://www.closingbigger.net/2006/07/sales-blog-entry-from-my-mentor-fred-shadian-imagine-life-being/ The most effective element in advertising is frequency. If you reach 10 000 of the right people ten times, rather than 100 000 people once, your advertising dollars will be much more productive. To obtain more frequency, run several commercials on the same television program or the same radio time ... http://www.closingbigger.net/2006/05/sales-blog-entry-using-frequency-in-selling/ An excerpt from the Complete Sales Action System New salespeople need lots of one-to-one sales training and experienced people need to be "tuned up" from time to time. One of the best ways to accomplish the above is with Field Sales Training and Development Calls. Here are a few suggestions. Half to ... http://www.closingbigger.net/2006/05/field-sales-training-and-development-calls-sales-blog-and-podcast-entry/ In sales networking is the much coveted strategy to generate leads and help us close deals while reducing the amount of cold calling or hard selling we do. With that said, many people misunderstand what real networking is all about. Today's sales podcast is about the 12 Steps ... http://www.closingbigger.net/2006/04/sales-podcast-sales-blog-entry-the-12-steps-to-making-the-world-your-networking-function/ I read this article recently on evaluating sales training companies. It's pretty straight forward but the bottom line is too many organizations focus on "price" and "adult learning" versus results and track record. If I was to developing a sales training RFP to screen potential vendors I would ... http://www.closingbigger.net/2006/04/sales-blog-entry-evaluating-sales-training-companies-from-training-magazine/ [Download Part 5 of the March 28 Closing Bigger Sales Podcast MP3] Download Part 5 - Radio Interview http://www.closingbigger.net/2006/03/sales-podcast-sales-blog-entry-radio-interview-on-closing-bigger-with-shane-gibson-part-5/ [Download Part 4 of the March 28 Closing Bigger Sales Podcast MP3] Download Radio Show Part 4 http://www.closingbigger.net/2006/03/sales-podcast-sales-blog-entry-radio-interview-on-closing-bigger-with-shane-gibson-part-4/ [Download Part 3 of the March 28 Closing Bigger Sales Podcast MP3] Download Sales Podcast Interview Part 3 http://www.closingbigger.net/2006/03/sales-podcast-sales-blog-entry-radio-interview-on-closing-bigger-with-shane-gibson-part-3/ [Download Part 2 of the March 28 Closing Bigger Sales Podcast MP3] Download Radio Interview Part 2 - Shane Gibson http://www.closingbigger.net/2006/03/sales-podcast-sales-blog-entry-radio-interview-on-closing-bigger-with-shane-gibson-part-2/ This weeks Podcast has been broken down into five parts. You can either download them directly or subscribe by using one of the many sales podcast feed options on the right navigation bar. This interview was originally done in February 2006 on 650 CISL with Alanna Fero and ... http://www.closingbigger.net/2006/03/sales-podcast-sales-blog-entry-radio-interview-on-closing-bigger-with-shane-gibson-part-1/ Author of Closing Bigger the Field Guide to Closing Bigger Deals Shane Gibson is an internationally recognized speaker, trainer and entrepreneur who has addressed several thousand people over the past decade in Canada, the US, South Africa and South America. He combines a diverse background in sales force leadership, new entrepreneur ... http://www.closingbigger.net/2006/03/about-shane-gibson/ http://www.closingbigger.net/2006/03/sales-blog-entry-quote-of-the-day/ My flight is delayed this morning so while I was sitting here at the Vancouver International Airport I thought I would make a quick entry to keep you updated with what We’ve been up to. It has been a couple weeks since my last sales blog or sales podcast entry at ... http://www.closingbigger.net/2006/03/upcoming-sales-podcasts-%e2%80%93-from-shane-gibson-co-author-of-closing-bigger-the-field-guide-to-closing-bigger-deals/ From Shane Gibson co-author and friend of Trevor Greene Thank-you for all of your prayers and concern for Trevor at this time. I have passed on your well wishes to his family and those closest to him. At this time I will not be commenting on interviews in regards ... http://www.closingbigger.net/2006/03/special-blog-entry-a-message-to-the-media-and-concerned-canadians/ One of the challenges in selling, especially in closing big deals is avoiding the “dead-air trap.” Keeping the momentum rolling in the sales process and the relationship is absolutely critical. Today’s sales Podcast is focused on helping you to always be closing. That doesn’t mean you’re always closing the ... http://www.closingbigger.net/2006/02/sales-podcast-%e2%80%93-avoiding-one-of-the-top-big-deal-killers-the-%e2%80%9cdead-air-trap%e2%80%9d-%e2%80%93-sales-blog-entry/ Today’s sales Podcast is focused on prioritizing our efforts as leaders and mentors when we are developing our sales people to big deal closer status. Many of us spread ourselves too thin with too many people and often invest too much time in the weaker members of our sales ... http://www.closingbigger.net/2006/02/sales-podcast-%e2%80%93-mentoring-and-developing-high-performance-sales-people-%e2%80%93-sales-blog-entry/ In closing big deals a lot of us tend to be big thinkers, yet it is in the details that the deal is sometimes made or lost. As we chase the dream sometimes we forget to assemble a support team to help us get the deal done. One of these ... http://www.closingbigger.net/2006/02/sales-podcast-closing-bigger-sales-blog-entry-lawyers/ This weekend I did a seminar for the Vancouver Board of Trade’s Leadership Forum for their Leaders of Tomorrow program. LOT is a mentorship program designed to build capacity in new graduates from Post Secondary Institutions like Sauder Business School and BCIT. Also for those who wanted to ... http://www.closingbigger.net/2006/02/sales-podcast-summary-of-the-leaders-of-tomorrow-seminar/ [Download Today's Sales Podcast Here] Download Sales Styles and Mentoring Shifting your mentorship style as a sales manager will maximize your effectiveness in developing great salespeople and eventually big deal closers.  Each person has unique way of learning and getting motivated. As foundational step understanding the personality styles of the ... http://www.closingbigger.net/2006/02/sales-podcast-mentoring-and-sales-styles-blog-entry/ Today's sales podcast by Shane Gibson is focused on the importance of value added frequency in closing big or complex sales. You can download the file directly [Dowload MP3 File] or subscribe to the podcast by choosing one of the many options on right hand navigation bar of this ... http://www.closingbigger.net/2006/01/sales-podcast-closing-bigger-sales-blog-entry/ Today I was invited to do a tele-conference for a group of network marketing leaders in the Innerlight corporation. I was asked to share how the concepts in Closing Bigger applied to their industry. Following is a 9 minute MP3 recording of what I had to say... [Download] Download Network ... http://www.closingbigger.net/2006/01/sales-podcast-of-tele-conference/ 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 ... http://www.closingbigger.net/2006/01/do-you-get-it-closing-bigger-sales-blog-entry/ As one can imagine depending on the personality styles and values of the individuals involved the mentoring relationship can take many forms and follow many processes.  As long as the people within the relationship find it rewarding and effective we really can’t say that any one process or format is more effective but it ... http://www.closingbigger.net/2006/01/tips-on-building-strong-transformational-mentorship-relationships/   Models success Expands Vision Navigates   Truth seeker Optimizes Relationship Building   M Great mentors model success.  Authenticity and transparency are much sought after but rarely found characteristics in today’s society.  People listen to what we say as mentors but we have to be cognizant of the fact that we tell a story about what we truly value by ... http://www.closingbigger.net/2006/01/the-characteristics-of-an-effective-mentor/ “To the world you might be one person, but to one person you might be the world” -anonymous Now more than ever our society needs mentors. We have an aging population and fewer qualified people to fill much needed leadership positions in our community and corporations. Having a strong mentorship process ... http://www.closingbigger.net/2006/01/mentorship-%e2%80%93-sales-blog-entry/ Excerpt from "Closing Bigger the Field Guide to Closing Bigger Deals" If a small order comes through, determine who is ordering and who is connected to that person. You may find that you have already moved into the exploration stage with a big client. For example, I used to sell online ads. ... http://www.closingbigger.net/2005/12/how-to-recognize-a-small-deal-that-will-become-a-big-deal/ This Blog entry was done from the HarbourLynx Ferry... gotta love aircards! I got the call several months ago; an upset client. “Why didn’t you bid on the RFP?” “Sorry I don’t understand,” I responded. “An RFP this is the first I have heard about it?” “You were a ... http://www.closingbigger.net/2005/11/is-your-spam-filter-eating-your-deals-sales-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 ... http://www.closingbigger.net/2005/11/vision-mission-battle-procedure-sales-management-blog-entry/ - By Shane Gibson - shane@closingbigger.com Complex and long sales cycle selling is drastically different than regular sales processes. To succeed in the six and seven figure selling arena sales people must transform themselves into key account, relationship managers. What also must follow is not just an attitude but ... http://www.closingbigger.net/2005/11/mastering-complex-business-relationships-its-about-buy-in-not-making-a-sale-blog-entry/ I read an article by Harry Beckwith in one of his recent newsletters that I am subscribed to. Harry is the author of Selling the Invisible. I liked his approach (actually some of the best writing on sales I have seen in the past 5 years). One thing he ... http://www.closingbigger.net/2005/11/harry-is-right-sales-blog/ I have been maintaining a blog at salesacademy.ca for four years now. With the launch of my new book [ Closing Bigger the Field Guide to Closing Bigger Deals . written with my coauthor Trevor Greene] I wanted to amalgamate my blogs in one place. Over the next few weeks ... http://www.closingbigger.net/2005/11/shane-gibsons-sales-blogs-have-found-a-new-home/