Proactive Prospecting

In today’s hyper competitive marketplace, sales professionals cannot afford to wait for prospects to call. Instead you must “go on the offensive” and take a proactive approach to finding new leads, better opportunities, and qualified prospects that are ready to buy.

Tibor Shanto's Proactive Prospecting enables sales professionals to generating more and better leads, overcome fear and call reluctance, capitalize on referrals, open more doors and secure more appointments with key decision-makers, and move past objections to gain that crucial first appointment.

Over the course of more than 45 high impact video modules and tutorials you’ll learn how to:

  • Integrate prospecting into your crazy busy sales day
  • Maximize prospecting time for best results
  • Reach hard-to-reach C-Level executives and other senior level decision makers
  • Shift your status from "vendor" to "value added partner" with prospects
  • Grab your prospect’s attention and reduce resistance in the first five seconds on the prospecting call
  • Develop effective sales messaging that converts prospecting calls into sales appointments
  • Field, deal with, and get past the most annoying prospecting objections 
  • Leave effective voice mail messages that get returned
  • Get past gatekeepers
  • Leverage references to penetrate new accounts
  • Cold Calling strategies, tactics, and techniques that work in the real world

**BONUS: You also get an instant download of Tibor's comprehensive Objection Handling Handbook

Tibor Shanto is a gifted trainer and among the most respected thought leaders in sales today. The techniques in Proactive Prospecting have been road tested and proven effective by thousands of sales people at hundreds of companies. This course is thorough, actionable, and gives you the tools and techniques you need to improve your sales results immediately.

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 3Introduction to Proactive Prospecting
  • Topic 4Achieving Breakthroughs in Prospecting
  • Topic 5Execution - Everything Else is Just Talk

Section 2: Prospecting Foundation

  • Topic 1The Proactive Prospecting Platform
  • Topic 2Prospecting by the Numbers
  • Topic 3I'm Sorry Virginia, Sales is a Numbers Game
  • Topic 4Where's Your Next $1 Million Deal Coming From
  • Topic 5Quantity vs. Quality

Section 3: Prospecting Time Management and Productivity

  • Topic 1The Downside of Time Management
  • Topic 2Time for Planning
  • Topic 3Planning and Allocating Time for the Client Emergency
  • Topic 4Maximizing Your Time
  • Topic 5Putting Value on Your Time
  • Topic 6Effective Time Allocation

Section 4: Understanding Your Buyer

  • Topic 1Defining Value and Where Value is Derived
  • Topic 2Definition of Sales
  • Topic 3Targeting and Buying Modes
  • Topic 4Defining What You Sell
  • Topic 5Understanding Buyer Motivations and Why People Buy
  • Topic 6Defining the Value that You Deliver
  • Topic 7The Buyer Matrix Tool & 5 Reasons Why People Buy
  • Topic 8Leveraging Past Experience to Gain Insight Into Your Buyers' Objectives
  • Topic 9The Elements of an Impactful Sales Message
  • Topic 10Flexing Your Message to the Audience
  • Topic 11Messaging and Delivery

Section 5: Making the Prospecting Call

  • Topic 1The Four Pillars of Communication
  • Topic 2Prospecting = Disrupting
  • Topic 3Cold Calling Works - You Don't
  • Topic 4Initiating the Prospecting Call
  • Topic 5Engaging Your Prospect With a Verbal Bridge
  • Topic 6Leveraging Impact Questions
  • Topic 7Getting the Appointment
  • Topic 8To Confirm or Not to Confirm

Section 6: Dealing with Prospecting Objections

  • Topic 1Objections!
  • Topic 2Objection Handling
  • Topic 3Objections in Context
  • Topic 4Proven Methodology for Dealing with the 5 Most Common Prospecting Objections
  • Topic 5Getting Past - Not Interested
  • Topic 6Overcoming - Too Busy & Bad Timing
  • Topic 7Getting Around the "Call me in a few months" Brush-off
  • Topic 8Moving Past the "Bad past experience" Objection
  • Topic 9Working Through the "Send Information" Brush-off
  • Topic 10How to Nullify Objections Before You Ever Get Them
  • Topic 11How to Leverage a 3rd Party Reference
  • Topic 12When Prospects Interrupt Your Prospecting Call With Questions
  • Topic 13Objection Handling Hanbook
  • Topic 14Objections and Rejection

Section 7: Voice Mail

  • Topic 1Why You Always Need to Leave a Voice Mail Message
  • Topic 2Voice Mail Messages that Get Returned
  • Topic 3The Cadence of Pursuit
  • Topic 43 Reasons Your Voice Mail Messages Fail
  • Topic 5Leveraging Voice Mail to Differentiate

Section 8: Leveraging Referrals

  • Topic 1Leveraging Executive Referrals
  • Topic 2Referral Messaging
  • Topic 3The Art of Asking for Referrals
  • Topic 4How to Use Referrals to Open the Door
  • Topic 5The Danger in Waiting to Ask for Referrals

Section 9: Execution

  • Topic 1Keys to Sustainable Prospecting Success
  • Topic 2Three Action Steps
  • Topic 3One - Two - Three Action!
  • Topic 4Perseverance and Persuit

Section 10: Bonus Resources

  • Topic 1The Best Time to Cold Call
  • Topic 2Tactical Use of Voice Mail
  • Topic 3Tibor Shanto Shares His Best Sales Tips

ANNUAL PASS – BIG SAVINGS Get the freedom of unlimited access to all current and future public courses for a full year - on your desktop and mobile device - for one low investment. Learn More

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