Wednesday I posted the first in a series of 3 Things you Should Not Say on a Cold Call! looking at avoiding the phrase “Just need…”.  By the way, the word just should also be avoided when following through with a prospect, rather than saying “I am just following up”.  Be proactive and leave out the JUST, get to the point, the thing that will move the sale forward. . Today we look at avoiding either of the expressions “Wondering if” or “I was hoping that we could…” , or any variations of these expressions.  Often it comes across as frankly mealy-mouthed. So say that.  Tibor Shanto. MORE >>

By Tibor Shanto – tibor.shanto@sellbetter.ca. Sales people are constantly working at communicating value to their buyers, especially in the early stages of the cycle, lead gen to prospecting and engaging the buyer to where they could complete an effective Discovery process.   After sellers have done all the work involved in getting to the point where they can engage with a buyer, I am always surprised at how easily they are willing to undermine it, and risk their opportunity by saying something completely unnecessary, and serves only to sooth their nerves. Ah, look at that time is up!  MORE >>

'By Tibor Shanto – tibor.shanto@sellbetter.ca. Too many sales people spend way too much time and effort trying to be or look perfect.  Whether it is refining that radio voice for telephone selling, or the right look for the call, using the fashionable buzzwords, or a host of other things sellers do. An awful amount of energy and resources go into image and looking good, to the point where the polish detracts and distracts from the purpose at hand. In fact imperfections can often work in your favour by making us look and feel human rather than something artificial.  What’s in Your Pipeline? MORE >>

'By Tibor Shanto – tibor.shanto@sellbetter.ca. Monday I shared a clip from a discussion with Ago Cluytens , for one his Coaching Masters Series.  Today’s second clip looks at the need to be provocative in gaining traction with entrenched potential buyers. The challenge many of in sales face is the entrenched buyer who is reluctant to look at new or alternative means of achieving his/her goals.  This is usually due to the fact that they are entrenched in how they are doing things now, feels there are too many resources needed to make a change, and a host of other reasons.  Tibor Shanto. MORE >>

By Tibor Shanto – tibor.shanto@sellbetter.ca. few years ago I did a three day program in California, the first day one of the participants, a very likable fellow, kept repeating a common phrase used by sellers – “buyers are liars”.  I told him I did not agree and moved on.  The next day, same guy, had switched phrases slightly, and he was reminding me of another popular falsehood that “sellers are liars”; again I questioned the accuracy of the statement.  Buyers are people, and in general people are not liars (can’t speak for politicians), therefore buyers in general are not liars. MORE >>