As appearing in Vancouver Board of Trade Sounding Board November-December 2005 Vol 46 # 6
Shane Gibson on the art of sales
by Julia M. Smith
Shane Gibson, president of Knowledge Brokers International Systems Ltd. (North America), says he did not chose his line of work — instead, it chose him.
"I started off speaking to groups of students on environmental issues. I found that I loved speaking to groups of people and seeing them switch on and get passionate about an issue or their own personal vision," says Gibson, also author of Closing Bigger.
Gibson wears many hats: He is an internationally recognized speaker, trainer and entrepreneur. He is a sales performance specialist who takes a look at businesses and identifies key shifts it can make to increase its revenues.
When it comes to selling, Gibson says the brand of selling is about relationship development and is credibility-driven.
"Progressive organizations are moving their sales people from the status of product peddler and order taker to becoming ‘trusted advisors’ and ‘partners’," he adds. " When the economy slows or competition increases, those who have invested more heavily in solidifying client relationships and adding value will be the ones to prosper."
On November 22, Gibson will speak on "Executive Presentation Skills" and on December 6, on "Growing and building high-performance sales staff."
For more information on these and other events, visit The Board's Events Calendar.
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