Resources
- Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.
- Tibor’s Website – https://www.tiborshanto.com
- http://www.proactiveprospecting.club/
- Use discount code “CAL” to get a 50% discount
3 Value Bombs
- Objective-Based Selling is superior to Solution Selling and it can help you tap into 100% of your market as opposed to focusing on just the 10% where the timing is right for them to make a decision.
- Rather than just being “timers”, learn to speak at least 3 different languages: active, passive and status quo, and you won’t have to worry about the timing being perfect.
- Learn to ask the right questions, at the right time. Ask a question that will uncover what is likely currently on the mind of the prospect. Ask a question that will help expand the conversation into a business conversation. Ask a question that uncovers the variance between where they are and where they want to be.
Sponsors
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SALES STRUCTURE PARTNERSHIP: Accelerate your growth with a customized partnership! This partnership includes onsite coaching and role playing for skill reinforcement, 1:1 work with Jeremy Miner on your specific product or vertical scripting (aligned to the new model of selling) and coaching support and alignment for your sales managers and/or sales coaches.
Show Notes
**Click the timestamp to jump directly to that point in the episode.
Today’s Audio MASTERCLASS: Objective Based Selling – with Tibor Shanto
3:22 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on social selling and influence. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?
- Accidental sales professional at first.
- Avoided the sales label at first, but eventually came to his senses and realized everything revolves around sales.
5:30 Many salespeople say that value is in the eyes of the beholder, do you agree with that?
- Value is a very important thing. It is part of every sales conversation.
- If you ask 5 sales people what their definition of value is you will get 7 different answers.
7:44 You co-authored a book on trigger events, can you expand on that a bit on what that means (trigger events)?
- Certain events trigger certain behaviors.
- Salespeople need to research in their industry and see if there are regularly occurring events that they can prepare for.
11:08 You talk a lot about Objective-Based Selling. What do you mean by Objective-Based Selling?
- 10% of the market know they have problems – ready to make a decision.
- 20% are passively looking for a solution – no sense of urgency.
- 70% are status quo – happy the way they are (or so they think).
- No correlation with satisfaction and loyalty.
- To be a top sales person you have to be able to sell to the status quo.
- 75% of customers who switch, were satisfied before they switched.
- ______, if we were sitting here 18 months from now and you were telling me that your team had hit a grand slam, what would that look like?
- The biggest mistake salespeople make is to talk during the middle of that flow (meaning the customer responding to that question).
- ______, I get where you are going. I understand your visions. Please help me understand why you aren’t there right now?
- And the answer to this question is what you sell to.
- Once they start telling you why they are not at their vision, you know what you can help them solve.
18:32 Can you expand on your view of what you call the timing element?
- The industry is trying to pick off the 10% every time it comes available. But the bottom line is even if you can time that perfectly, you are still not going to meet quota.
- How do you engage with the prospect regardless of wherever they are and then continue that evolution forward.
- Marketing: Awareness Stage, Consideration Stage, Decision Stage.
- Rather than just being “timers”, learn to speak at least 3 different languages: active, passive and status quo, and you won’t have to worry about the timing being perfect.
- Why would you focus on selling to just 10% of your target audience when you can sell to 100%.
20:12 So how can salespeople pull this together for effective prospecting?
- Unfortunately there is some work involved. Tibor has a tool on his website called the “360 Degree View of You.”
- Focus on asking specific business-based questions not product questions.
- Not just focused on objectives you are able to help your customer achieve, but the impact of those objectives on their business.
- Understand their objectives and how you can help them achieve those objectives.
- Tell stories about how you have helped other prospects just like them achieve their objectives.
23:14 What is one of the most important questions a salesperson can or should ask the prospect in the sales process?
- Ask a question that will uncover what is likely to be on the mind of the prospect.
- A question that will help expand the conversation into a business conversation.
- Ask a question that uncovers the variance between where they are and where they want to be.
- How much of your current revenue comes from existing customers versus brand new?
25:06 Now that you have identified the gap for them, what is a potential follow-up question?
- Once that variance gap is identified, the tendency for many sales people is to just in and try and sell to it. But it’s a waste of time.
- ______, that’s interesting. What do you attribute that to?
- Hear from them why the they think the situation is the way it is.
- I get it. So help me understand if you were able to ______ (fulfill what they are experiencing now in the gap – help them understand that they are actually in a gap) what would that mean to you?
- Ask a consequence question: what are you going to do if nothing changes, if they don’t do anything about it?
- Attach a monetary value to filling that gap.
28:28 What can salespeople do to help change their mindset to focus more on Objective-Based Selling as opposed to Solution Selling?
- Get in the habit of reviewing your deals whether they were won or lost or there was no decision.
- Get familiar with the mechanics of your sale.
- Stay obsessed with the fundamentals of determining why something did or did not work.
- Start thinking more like a buyer and less like a seller. Listen to what they mean, not just what they say.
- Learn to ask questions that help challenge the status quo.
31:01 I can’t thank you enough for joining us here today. Do you have any final advice for our listeners?
- Don’t jump off a cliff for a prospect or chase them into the middle of a highway, but if it is legal, ethical and morally centered, don’t be afraid to try new things and see what you can learn.
31:39 Where can our listeners learn more about you and your company so they can start learning these skills?
- Tibor’s Website – https://www.tiborshanto.com
- http://www.proactiveprospecting.club/
- Use discount code “CAL” to get a 50% discount
Killer Resources
- The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.
- Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.
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