Archived Webinar with Tibor Shanto
"GAP Selling" Key Points to Be Covered: 1. Identifying and validating buyer’s objectives 2. Understanding why buyers really buy 3. Why Buyers buy and don’t buy from you and your company 4. Converting the above to Impact Questions for quality conversations 5. A structured follow-through approach to maximize impact and progress Participants will learn how to use the above to create alignment with the buyer, their objectives and buying process.
Presenter: Tibor Shanto from Renbor Sales Solutions
Aired on: October 29th, 2013
* To get the slides for Tibor’s webinar click here.
** For Tibor Shanto’s “Sales and Consequences” e-booklet click here.
More on Tibor Shanto’s webinar: “GAP Selling”
Almost every conversation about selling, starts or ends with the concept of value; at the same time there are as many different understandings and definitions of value as there are sellers and buyers. Without a clear and actionable definition of value, many conversations between buyers and sellers are less than effective, and do not help create a buy.
GAP Selling delivers a five plank platform for engaging with prospects and driving sales success.
The overarching goal of the process is to focus on the buyer’s objectives, and delivering specific means of helping them achieve those objectives.
- Identifying and validating buyer’s objectives
- Understanding why buyers really buy
- Why Buyers buy and don’t buy from you and your company
- Converting the above to Impact Questions for quality conversations
- A structured follow-through approach to maximize impact and progress Participants will learn how to use the above to create alignment with the buyer, their objectives and buying process.
Participants are introduced to the model and key steps they need to take to implement model, they will be able to go back to their organizations and evaluate they current model, and prepare to introduce elements they may be missing.
TAKEAWAY: Free copy of “Sales & Consequences” e-booklet
* Webinar will be followed by a Q&A segment.
More About Tibor Shanto
Tibor Shanto has been a sales leader for over 25 years, helping companies achieve and improve their revenue goals. Tibor has been called a brilliant sales tactician, helping sales teams and organizations to better execute their sales process.
As a principal with Renbor Sales Solutions, working 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 co-authored the award winning book on Trigger Events, and contributor to the Globe and Mail Report on Small Business, Huffington Post, Office Technology magazine, ChannelBuzz, Today’s Trucking www.ChamberOfCommerce.com, and others.