Closing Bigger: The Field Guide to Closing Bigger Business Deals

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Knowledge Brokers International, 2005 - Selling
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Contents

Acknowledgements
6
Foreword
7
Preface
8
Introduction
10
The Three Levels of Sales
12
Eight Big Deal Breakers
16
Starting with the wrong person
18
Talking your way out of a deal
22
The Analytical
59
The Controller
60
The Promoter
61
Your inner circle
64
Jim Janz on mentoring
65
Michael BarkerFyfe on Foreign Exchange
69
The instant success trap
75
And the close
78

Breaking commitments
23
Dont always sell the way the RFP is written
24
The Closing Process from the First Contact The five stages of relationship development
25
The Little Deal
29
The Allimportant Followup and Followthrough
31
The frequency toolkit
32
Nick Usborne on email
34
Needs Analysis Selling
40
Team Selling
47
Big deal closers are big communicators
57
The Supporter
58
Interviews with the Million Dollar Closers
80
Lisa Howell Royal Philips Electronics Medical System
82
Dak Molnar Colliers International Caterpillar
87
Willi Schmidt Finning Canada Caterpillar Equipment
92
Carey Healey Infosat Communications Satellite
96
Appendix
99
The big deal closer selfassessment
100
Author bios
106
Other Closing Bigger resources
108
Copyright

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