Vancouver Board of Trade Sounding Board March 2006  Vol 45 # 9
and BoardofTrade.com Copyright Vancouver Board of Trade
and Dr. Owen A. Anderson:

Boardstore.com book review

Dr. Owen A. Anderson

Closing Bigger — The Field Guide to Closing Bigger Deals — by Shane Gibson with Trevor Greene (Knowledge Brokers International: Vancouver, 2005)

No matter who you are, you can close — and close big. That’s the bottom line in Shane Gibson and Trevor Greene’s book Closing Bigger: The Field Guide to Closing Bigger Deals. And although written for a sales audience, there is advice in this book that is good for all of us, whether in sales or not.

The book’s ultimate focus is how to become more successful in marketing — an integral aspect of management — and includes advice on relationship-building, organizational strategies and giving your customers what they need.

While researching this book, Gibson and Greene spoke with many multi-million dollar deal closers and throughout the pages of Closing Bigger, they share these insider tips. One such tip is that higher frequency of contact results in closing bigger and more complex deals. To win business, you may need to make contact with a potential client as many as 25 times, each time adding value to their product or business. Think about the frequency of contact and use multiple mediums: mail, e-mail, phone calls, and especially personal visits.

Some other advice Gibson and Greene share in Closing Bigger is to find a mentor — one of the key steps to accelerating your sales growth. They also recommend using your whole sales team to your advantage. Be confident, they say; know how to have a buoyant conversation. Help your client win and you will win, too. Focus on your client and garner trust. Study excellence, and as Donald Trump puts it, "as long as you’re going to be thinking anyway, think big."

Buy Closing Bigger in the Board Store.

 

 

 

 

 

 

 

 

 

closing - bigger - deals - sales - book - review - selling - closing - big 
companies - clients - deals - trevor greene - shane gibson - vancouver - board of trade