Winning the Prospecting Game with Tibor Shanto

Time is the currency we trade, when we are prospecting, are we considering our prospects time? 

Do we have strategic, pointed questions that will leave a lasting impression on them or are we winging it and sounding like everyone else?

Are we able to have business conversations that drive desired outcomes or are we hanging tightly to our product?

Tune in to my conversation with Tibor Shanto where we discus prospecting best practices, how not all buyers are in in buy mode, shocking!

Understand how to align with your prospects by helping them achieve an outcome when the problem you are sharing is not ringing true for them.

1:18 Introducing Tibor

3:45 Reach out to us

4:04 Why Choosing to not prospect means you’re choosing to go out of business

5:58 Your Business and it’s Cycles: Understanding the Rhythm

6:58 Information Overload

9:08 Beware assuming “buying mode” in Communications 

9:56 Sales and Marketing: the connection

10:54 Customer Experience

13:10 The Pulse of the Market

13:52 Importance of Case Studies & “Making It Easy” for one another

18:00 The things you thought about when you were stuck on the Don Valley Parkway

19:42 The Internet

20:42 Having a good discovery (Tibor has a question guide on his website)

22:00 Nirvana

25:19 Painting the right picture

31:59 Turning a loss around

34:34 The importance of time

35:59 The 7 Powers of Questions

40:55 Ten Day MBA

42:34 Confidence

47:34 Partnership & Vendors: Interrupting Professionally

51:68 LinkedIn & Finding Clients

LinkedIn: Tibor Shanto

Website: tiborshanto.com

If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog

To learn more about Karen connect with her on LinkedIn  https://www.linkedin.com/in/karen-kelly-sales-trainer-/

If you have any suggestions for guests or topics on the K2 Sales podcast please contact [email protected]

Listen or Watch
https://pod.link/1549646427

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The K2 Sales Academy