Tag Archives: Sales Technique

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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 →

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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 →

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Tibor Shanto’s Post: New Year’s Evolution

By Tibor Shanto – tibor.shanto@sellbetter.ca Last week I posted about the how trends don’t use calendars and the flaw in trying to tie trends and the start of a new year; people on the other hand are different and do make effective use of calendars and planning to make improvements or changes in the way they do things.  This includes sales people and the way they sell, and I would encourage people to set more time based objectives, and develop … Continue reading →

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Tibor Shanto’s Post: “I Didn’t See It Coming”

Ya right! Cause you never had an unexpected call from a client in dire need of your help.  So first is it really dire? Most of the time not, and if not don’t waste your time, allocate to another part of your day or delegate it.  If it is, deal with, but not at the expense of something else as important.  Take a look: What’s in Your Pipeline? Tibor Shanto You can read original article Here! Copyright and Property of … Continue reading →

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Tibor Shanto’s Post: ” De-Socializing, Relationships & Stretching Sales Time “

As the debate about whether “Relationship Selling” is dead or not rages on, there are some things you can do as a seller to protect and stretch your selling time and results now, regardless of which way the coin lands. We are a social creature, just witness the growth in social media and its impact on selling.  Relationships are laced with social rituals, customs, and expectations.  Some expectations and social norms, asking someone how they are when you first get … Continue reading →

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Tibor Shanto’s Post: ” Houston, We Have The Solution! ”

On Thursday October 18, The Proactive Prospecting Workshop is coming to Houston, specifically to Four Points by Sheraton Houston Southwest, at 2828 Southwest Freeway, Houston. If you are in B2B sales, and need to engage with more new prospects, mark this date on your calendar, then sign up for this full day interactive prospecting program. Whether you are with a small company or large,  veteran or just launching your career, this workshop will give you the fundamentals needed to connect … Continue reading →

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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

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Tibor Shanto’s Post: ” Prospectors’ Guide To Objection Handling – Part I – Sales eXchange 163 “

Last month I posted a piece call “The Reality Of Prospecting Rejection“, in it I argued that rather than trying to avoid rejections, sales organizations and sales people need to adopt and adhere to a specific prospecting process, and leverage it for consistent results.  The goal is to adopt a method for dealing with rejection, rather than trying to avoid them.  With a proper method, executed consistently, you will be in a position to address and manage objections, and convert … Continue reading →