Slides from Shane Gibson's Meetup presentation at the Vancouver Sales Performance Meetup.

1. Online Professional Sales
Certificate Program
Registration begins on Nov. 21, 2012
Successful Selling Strategies - Jan. 14, 2013
Persuasion, Communication & Relationship Building - Feb. 12, 2013
Motivation, Closing & Keeping Clients - Mar. 11, 2013
Sales & Planning Toolkit - Apr. 8, 2013
@ShaneGibson

2. Mastering The Art of Connecting
- a Sales Game Changer
With Shane Gibson
Sponsored by The Langara College
Professional Sales Certificate Program
@ShaneGibson

3. Mastering the Art of Connecting
1. 10 online tips
2. 10 offline tips
3. From suspect, to connection
to relationship
@ShaneGibson

4. Connecting Online
1. Get good at listening 6. Introduce people
2. Customize when 7. Make a deposit
connecting 8. Tweet/Post and in-
3. Become an expert person meeting
curator 9. It takes more than
4. Be curious thank-you
5. Think “Engagement 10. Use the internet to
Pages” get off the internet
@ShaneGibson

5. Connecting in Person
1. Be open 1. Arrive early
2. Rapport is 80% non- 2. The Cauvier Rule
verbal 3. Research who is
3. Prioritize in real-time attending online
4. Use CCIC 4. Be a host
5. Know the card rule 5. Be a servant
@ShaneGibson

6. +
Time Genuine
Frequency Assistance (TLC)
Length ( Entertainment)
= Relationship
= Commitment from Both Parties
@ShaneGibson

7. From suspect, to connection to
relationship
• Categorize and segment immediately
• Set a recurring appointment
• Use multiple media
• Change your tune
• Never give up
@ShaneGibson

8. Resources:
• Register:
http://langara.bc.ca/continuing-studies/
• Shane’s Podcast: http://closingbigger.net
• Socialized! Agency: http://socialized.me
@ShaneGibson