If the prospect won’t make a decision, you should
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About Tibor Shanto
- October 14, 2009
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Working Backwards From Your Goal to Get Ahead
When you ask sales professional what their numbers are, they usually tell you their goal, where they are vis-à-vis their goal, perhaps how many sales they have that month, how many accounts they currently have, but usually not much more. But sales professionals need to track much more if they want to consistently outperform.
- October 2, 2009
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The One Thing Sales People Can’t Stand
Sales people always ask me “what do I say when they say…” this, that or the other thing. I am not sure how it is with other professionals, but since I work with sales people most of the time, I can tell you that sales people hate – and are really frightened when the obvious choice is ‘nothing’; nothing to say, nothing to add, nothing that fits the situation.
- September 21, 2009
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Why Price Shouldn’t Be the Eternal Boogieman
Price, the eternal boogieman for sales people is and always will be an issue in sales. It is up to the sales professional to manage and deal with it, their ability to do that will not only determine their own personal success, but by extension that of their company. Let’s state up front that we
- August 5, 2009
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Do You Know How Much Time to Spend on Each Sales Activity?
Looking at it from the long term perspective, it is important to understand how much of ones time should be allocated to each task in the sales cycle. This measured not on a day by day basis, but say over the length of a typical sales cycle. As a rep you should have a sense as to what percentage of your time you should spend with each activity,
- July 31, 2009
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Why the Answer You’ll Get Should Determine the Question You Ask
In sales it seems everyone has bought in to the value of and the need to use questions in moving a sale forward. But questions like most things come in many shapes and sizes, and their success depends on more that just being asked. A question asked during a prospecting call may yield different results
The Sales Trait That Cannot Be Practiced
Sales is a very personal game, there is a lot of emotion involved, both good and bad, a lot of ups and downs; at times it is like the old Wide World of Sports intro, remember, “the thrill of victory, the agony of defeat”, it’s all there in a sale. Which is why it is
A Simple Sales Tool to Help the Sale Forward
One of the simplest tools sales professionals can use is the meeting agenda. Not only does it help focus your thoughts on key objectives, both the client’s and yours, but it can also you uncover potential obstacles or challenges before they could prove to be troublesome.
Used properly and consistently, they can reduce the length of meetings, especially where there are a number of participants from the buying organization, and uncover and confirm the decision hierarchy in the group.
Why You Should Hire a Sales Rep and Not a Product Guy
As life begins to come back to sales organizations, and they start contemplating hiring new reps, I am often asked “should I hire someone who can sell but lacks industry experience; or should I search for someone who has been around the industry and has good product knowledge?”
I advise them to hire a rep that can sell, and teach them the specifics of the industry. Here is why.
- July 24, 2009
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How to Get The Most Out of an Executive Referral
While some reps do call executives, one frustration they have is that they are often referred down stream to someone a few pegs down on the totem pole. This is a very real picture, the question of course is what are you going to do when it happens to you.
Tibor Shanto explains how to leverage a referral for maximum impact.
