Developing Effective Prospecting Talk Tracks and Messaging to Reduce Rejection

In sales message matters. What you say and how you say is the thin line between initiating a conversation with a prospect or getting shut down, shut out, and rejected. This is why the number one question in almost every sales pro's mind is "what do I say that will get me through?"

Tibor Shanto answers this question and many more in Developing Effective Prospecting Talk Tracks and Messaging that Reduce Resistance and Rejection.  Through more than 25 videos and tutorials Tibor teaches you how to:

  • Define the value you deliver
  • Shape your sales message to match buying modes
  • Leverage the Buyer Matrix
  • Develop powerful prospecting messages
  • Flex your message to your audience
  • Initiate an effective telephone prospecting call
  • Leverage impact questions
  • Engage prospects with a verbal bridge
  • Ask for the appointment

If you're sick and tired of getting shut down on prospecting calls, this course is for you. With the right message you'll reduce rejection and achieve your desired outcome more often.

Picture of Tibor Shanto
FACILITATOR
About Tibor Shanto

Tibor Shanto is a Sales Performance Leader and Principal with Renbor Sales Solutions. He works with B2B sales organizations to build top sales performers through a focus on process, behavior change and execution. Tibor is the  co-author of the award-winning book, Shift! Harness The Trigger Events That Turn Prospects Into Customers and author of The Objection Handling Handbook

Course Curriculum Get Started

Section 1: Introduction and Overview

  • Topic 1About Tibor Shanto
  • Topic 2Course Overview
  • Topic 3Achieving Breakthroughs in Prospecting
  • Topic 4Getting the Appointment

Section 2: Defining Value

  • Topic 1Defining Value and Where Value is Derived
  • Topic 2Definition of Sales
  • Topic 3Defining What You Sell
  • Topic 4Defining the Value that You Deliver
  • Topic 5Be Sure the Buyer's Pain Isn't You

Section 3: Buying Motivations

  • Topic 1Targeting and Buying Modes
  • Topic 2Understanding Buyer Motivations and Why People Buy
  • Topic 3It's Not About What You're Selling, It's About What They're Buying

Section 4: The Buyer Matrix

  • Topic 1The Buyer Matrix Tool & 5 Reasons Why People Buy
  • Topic 2Leveraging Past Experience to Gain Insight Into Your Buyers' Objectives
  • Topic 3Propensity, Why, How

Section 5: Developing an Effective Sales Message

  • Topic 1The Elements of an Impactful Sales Message
  • Topic 2Flexing Your Message to the Audience
  • Topic 3Messaging and Delivery
  • Topic 4Authenticity Matters - Be Yourself

Section 6: Effective Communication on the Prospecting Call

  • Topic 1The Four Pillars of Effective Prospecting Communication
  • Topic 2Focus on Your Prospect Rather Than Your Product

Section 7: Initiating the Telephone Prospecting Call

  • Topic 1Prospecting is Disruptive Marketing
  • Topic 2Initiating the Prospecting Call
  • Topic 3On the Phone All You Have is Message and Inflection

Section 8: Engaging Your Prospect

  • Topic 1Leveraging Impact Questions
  • Topic 2Engaging Your Prospect With a Verbal Bridge
  • Topic 3The Power of Impact Questions

Section 9: The Ultimate Goal - Getting the Appointment

  • Topic 1Asking for the Appointment
  • Topic 2To Confirm or Not to Confirm
  • Topic 3Perseverance and Persuit

Section 10: Bonus Resources

  • Topic 1Tips for Prospecting Success
  • Topic 2Cold Calling Works - You Don't
  • Topic 3Tibor Shanto Unplugged

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