Closing Bigger - the Field Guide to Closing Bigger Deals

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 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. Some of his present entrepreneurial projects include an eco-tourism venture and a community volunteer consulting company.

Greene is an officer in the Seaforth Highlanders, a Vancouver-based primary reserve infantry unit, where his main duties are domestic emergency and disaster response, and community and civilian agency liaison. At time of writing he was also preparing for a six-month army deployment to Afghanistan in 2006 as part of Operation Archer.

Greene lives on a boat docked at Fisherman's Wharf on Vancouver's Granville Island.