Objection Handling Handbook: A Proactive Prospector's Guide To Overcoming Objections - Paperback

by Tibor Shanto (Author)

There is no way to avoid objections when telephone prospecting. The skill is in managing them when they come, and use them to create a sales conversation. The Objection Handling Handbook explores the most common objections we face when prospecting. The present specific steps to take away the objection, and move the conversation from an interruption to a productive sales call. You will learn to understand the dynamics involved in objections, and how to overcome the prospect's reluctance to take time out of their busy day, and engage with you, the sales person. In addition to managing the most common objections, you will also learn how to discourage specific objections by how you structure your talk track. Using techniques covered in the Handbook, you will convert more leads to opportunities and sell more as a result

Author Biography

Tibor Shanto has been a sales leader for over 25 years, helping companies achieve and improve their revenue goals. Initially as a sales rep, then progressing to leadership roles with companies including Globe and Mail, Dow Jones, Factiva and Reuters. Called a brilliant sales tactician, helping sales teams and organizations to better execute their sales process. As a principal with Renbor Sales Solutions, (www.sellbetter.ca) Tibor works with leading B2B sales organizations improving critical aspects of their sales cycle, including shorten sales cycles, increase close ratios, and create double digit growth through the execution of their strategy by using the right combination of strategic and tactical execution supported by metrics and our Follow-Through Action Plan. Tibor has works with leading companies, helping them achieve sustained behavioral change and success, leading them to say: "We look forward to an ongoing relationship with Tibor, who for my money is Canada's number one sales trainer." Tibor co-authored the award winning book on Shift!: Harness The Trigger Events That Turn Prospects Into Customers, (see below), and contributor to Office Technology magazine, The Huffington Post, Globe and Mail Report on Small Business, Today's Trucking, has appeared on Business News Network, CHCH-TV, and others. In 2013 Tibor's blog The Pipeline, (www.sellbetter.ca/blog) was awarded a gold medal as the Top Sales & Marketing Blog, in the Top Sales Awards. In 2014 he ranked 8th on the Top 30 Social Salespeople In The World - Forbes.com.