Closing Bigger - the Field Guide to Closing Bigger Deals - Softcover

Shane Gibson; Trevor Greene

Softcover

ISBN 10: 0973817402 ISBN 13: 9780973817409

Publisher: Knowledge Brokers International, 2005

Synopsis

Closing big deals involves a process not an event. This process for many is elusive and seemingly as unattainable as the quest for the proverbial brass ring. The principles of closing big deals are not much different than any other sales process principles. The real difference is the level of discipline and insight that big deal closers bring into play in closing large complex transactions. This book is about improving the toolkit you need to close big deals, how to improve your prowess as a big deal maker and the process of closing on a big deal. We've even included over 25 pages of interviews with top million dollar deal closers from four industries. We've also included a 68 question questionnaire designed to help you identify your core strengths and talents as well as the areas you'll need to improve in order to become a million dollar deal closer.

About this title

About the Author:

ABOUT THE AUTHORS: Shane Gibson Shane Gibson is an internationally recognized speaker, trainer and entrepreneur who has addressed several thousand people over the past decade in Canada, the US and South Africa. He combines a diverse background in sales force leadership, new entrepreneur development and extensive sales and leadership coaching. Shane is a contributing author to Knowledge Brokers International (KBI) Ltd.'s The Complete Sales Action System and a master trainer in the Managing Complex Business Relationships System. Shane is executive vice president of KBI and heads the firm's North American operations. He has been published in numerous publications on the topics of Leadership, Marketing, Sales, Strategic Communications and Assessing Business Opportunities. He has also addressed the topic of Entrepreneurial Leadership in magazine, radio and television interviews, including Financial Post and Profit Magazine. He continues to advise a select group of business executives, sales professionals and entrepreneurs on personal sales performance and business. He is also in the trenches himself every day, selling and marketing KBI's solutions. Internationally, KBI has implemented large-scale sales performance programs with SAB Miller, SIEMENS Industry and Transport Division, ACER Computers, BMW, Vodacom, and dozens of major financial services companies on three continents. Shane's North American clients include: the Vancouver Board of Trade; Sauder School of Business; The University of British Columbia; Pacific International Securities; The University of Victoria; Fitness World; InfoSat Communications; ALS Environmental; The BC Automotive Retailers Association; YWCA; Dye & Durham; The Brick; Cendant Rent A Car (AVIS Rent A Car and Budget Rent-a-Car); Budget Rent-a-Car of Canada; The Financial Advisors Network; The Pacific National Exhibition; Travel Insurance Coordinators & Trent Health; TOS Insurance/Hub International. Trevor Greene Trevor Greene is a dynamic, innovative and well-traveled individual with over 15 years of experience in writing and reporting. He is a speaker of three languages, a published author, an entrepreneur, a trained and experienced liaison officer, and has eight years of highly regarded service in the Canadian Armed Forces. Greene is a graduate of the University of King's College in Halifax with a Bachelor of Journalism (Honours). After graduation he spent seven years in Japan, working as a business journalist with the Tokyo bureau of Bloomberg News and Japan's largest newspaper, the Yomiuri Shimbun. He went on to write a book about Japan's homeless and then worked as a research editor with the securities branch of a UK investment bank. Greene returned to Canada in 1995 to join the Royal Canadian Navy, going on to cross the Pacific Ocean to Australia in the Navy's sail training tall ship HMCS Oriole. After settling in Vancouver and transferring to the army reserves, Greene joined the Vancouver bureau of Bloomberg News as a general assignment reporter on business and finance in Canada and Asia. He also began researching and writing about the so-called poorest postal code in Canada; Vancouver's Downtown Eastside. He wrote his first nonfiction book in Canada, Bad Date: The Lost Girls of Vancouver's Low Track, about the women who have gone missing from the Downtown Eastside over the past 15 years. Bad Date was published in November 2001. Trevor is an army Veteran who had an award winning documentary made about his life called "Peace Warrior."

Review:

Shane Gibson, ably aided by Trevor Greene, has made a rare contribution to the body of sales wisdom: a book that leads you on a cellular level through the process of surmounting lofty financial peaks, yet a book that reads as gently as a stroll in the park. If you are willing to work hard enough to be your own miracle, 'Closing Bigger Closing More Often' will illuminate the path for you. Jay Conrad Levinson The Father of Guerrilla Marketing Author of the Guerrilla Marketing series of books Over 14 million sold; now in 41 languages --Jay Conrad Levinson

There has been much written about selling, negotiating and closing deals and I think I ve read them all. Closing Bigger gives you the process that can take you from small-time to the big league. If you are seriously committed to closing big deals, then this book is a MUST READ! Dr. Denis L. Cauvier Best Selling Author The ABC s of Making Money --Dr. Denis L. Cauvier

In my early years of selling I could definitely have used this book. I have always argued that selling is not an art but a science. There is no doubt in my mind that anyone utilizing the systems explained in this book on the science of closing sales will earn substantially higher income much more quickly than without the book. It is said that nothing happens until someone sells something to somebody. Shane tells you how to close those sales. This book cuts away all the myths and gets right down to the basics. In a very easy and understandable format, he tells you how to be successful in closing sales. It is a step by step system that will work. Peter H Thomas Founder Century 21 Real Estate Canada Chairman of the Board of Advisors Young Entrepreneurs Organization Director of the Worlds Presidents Organization --Peter H. Thomas

About this edition

• Publisher: Knowledge Brokers International
• Publication date: 2005
• ISBN 10: 0973817402
• ISBN 13: 9780973817409
• Binding: Paperback
• Edition number: 1
• Number of pages: 112
• Editor: Greg Colombo
• Illustrator: Craig J Young & Shane Gibson