By Tibor Shanto With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?” First, wanting to … [Read more...] about Best Time To Prospect?
Why Don’t You Ask That Question?
By Tibor Shanto “What-ifs, Maybes And Might-have-beens” is no tag line for your pipeline, (probably why Gerald never looked at sales as a vocational … [Read more...] about Why Don’t You Ask That Question?
Don’t Sell Yourself Short
By Tibor Shanto I think it was in Skip Miller’s book that I read that a manager should know how his year will end by the Q1. Not taking … [Read more...] about Don’t Sell Yourself Short
Obquestions – Sellers’ Objections To Buyers
By Tibor Shanto Not all objections are fatal, most, based on how we interpret and handle them, can usually add to the conversation and ultimately to … [Read more...] about Obquestions – Sellers’ Objections To Buyers
To Err Is Human
By Tibor Shanto I have written in the past about how “perfection is overrated.” The quicker you realize that the more productive you’ll be. As with … [Read more...] about To Err Is Human
Proactive Prospecting Goodies
By Tibor Shanto Last September, I was invited by the Institute For Excellence In Sales in Washington DC, to present and discuss our approach to … [Read more...] about Proactive Prospecting Goodies
