Shane Gibson joins Will Barron on the Salesman Podcast to discuss what we need to do differently and the new skill-sets we need to develop if we’re to close huge, complex sales.
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Closing The Complex Sale
The show is kicked off with Shane explaining that it doesn’t require a completely different skill set to close a long term, complex sale but that it requires additional skills on top of what most sales professionals currently own.
“You’ve got to move to the next level, that’s where complex selling happens and that’s customer and solution focused selling” – Shane Gibson
Shane then shares his thoughts on conforming to the buying strategy of big corporates rather than trying to force them down a funnel you have created.
“You’ve got to disrupt and realign their way of thinking” – Shane Gibson
The show is wrapped up with the guys discussing the importance of being deeply involved with your industry and being able to speak on a business to business, executive to executive level to close a complex sale. These are the skill sets that aren’t taught in sales training and there needs to be more focus on them.
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Guest info:
Shane Gibson is an international speaker, sales trainer, and author on social media marketing, social selling and sales performance.
He has spoken to over 100,000 people on stages in North America, Southern Africa, India, Dubai, Malaysia and South America. Shane Gibson is #5 on the Forbes.com list of the Top 30 Social Sales People in the World.
Shane’s books include Sociable! How Social Media is Turning Sales and Marketing Upside Down. Closing Bigger the Field Guide to Closing Bigger Deals and Guerrilla Social Media Marketing, co-authored with Jay Conrad Levinson.
Show notes:
COURSE (langara.ca): Professional Sales Certificate
BOOK: Closing Bigger – the Field Guide to Closing Bigger Deals
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