Tag Archives: Sales eXchange

0

Tibor Shanto’s Post : You Do It Now – They Can Talk Later – Sales eXchange 201

By Tibor Shanto – tibor.shanto@sellbetter.ca Last Wednesday May 15th, I had the opportunity to be on the Charles Adler show.  We look at the potential fallacies in long term predictions, this on the heels of a piece I did for the Globe and Mail Report on Small Business, regarding the need for execution in sales, not long term predications, and the fact that in BC, the elections did produce a majority government, but not by the party everyone was “predicting” … Continue reading →

0

Tibor Shanto’s Post: Why Are You In Sales? – Sales eXchange 200

By Tibor Shanto – tibor.shanto@sellbetter.ca At the end of this post I will ask you a specific question that I would love you to answer, and I thank you here in advance. Two things happened this past week or 10 days that led to this week’s Sales eXchange  being a bit different than the usual, and isn’t that what we always strive to be in sales.  First is the fact that this is the 200th Sales eXchange post, and while I … Continue reading →

0

Tibor Shanto’s Post: What’s A Better Seller? – Sales eXchange 199

By Tibor Shanto – tibor.shanto@sellbetter.ca Last Wednesday I had the pleasure of discussing sales and selling with Charles Adler, Canada’s Boss of Talk.  Charles had read my piece in the Globe and Mail on the difference between a blue-collar approach to selling and the white-collar approach.  We explored other aspects of sales and successful people, take a listen, and let me know or Charles (@charlesadler), know what you think. What’s in Your Pipeline? Tibor Shanto You can read original article … Continue reading →

0

Tibor Shanto’s Post: Time To Grow Up – Sales eXchange 198

By Tibor Shanto – tibor.shanto@sellbetter.ca When my kids were young and they would wish for something not real, or as a way to avoid a task, like “I wish I didn’t have to clean my room”, “I wish I could grow up to be a princess”, their grandmother always responded by saying “If wishes were horses then beggars would ride”.  It’s interesting how that expression has great significance and application to many sales people and sales advisors, all now grown-ups. … Continue reading →

0

Tibor Shanto’s Post: ” Price – A Hard Habit To Kick – Sales eXchange 171 “

A couple of weeks ago I lost an opportunity I feel I should have won, and as you have read here in the past, you need to invest the time to understand why deals turn out the way they do. To do that I asked a couple of people I know, also involved in sales training to sit down to conduct the review, in essence to play the role of the manager, and keep me honest.  The goal is to … Continue reading →

0

Tibor Shanto’s Post: ” That’s Not A Next Steps – Sales eXchange 166 “

Sales and selling is made up of a lot of elements, of moving parts and actions, we can discuss and debate which is more important, when is it better to focus on one or the other, but I hope we can agree that time, intent and persuasion play a major role throughout.  By persuasion I am not looking exclusively at the seller persuading the buyer of his product, but in the sense of advising, assuaging, as well as people within … Continue reading →

0

Tibor Shanto’s Post: ” Deadlines – Your Sales Trump – Sales eXchange 165 “

In previous posts I shared how time and your treatment of it have a direct impact on your selling results and success.  How allocating time is a much more productive than efforts invested in trying to manage it; shifting time to help you and your buyer do more with a finite and non-renewable resource. Since time is constant, and always a key part of the success equation, there are other ways for sellers to leverage time for success. One is … Continue reading →

0

Tibor Shanto’s Post: ” Prospectors’ Guide To Objection Handling – Part IV – “No Time” – Sales eXchange 164 “

One of the easiest ways to dismiss Interruptions and to get the most out of Conditioned Responses, is by telling the caller that you are busy. Prospect: I’m really busy, can you call me back? [...] You can read original article Here! Copyright and Property of this Article by TIBOR SHANTO, best blogs