Time is the currency we trade, when we are prospecting, are we considering our prospects time? Do we have strategic, pointed questions that will leave a lasting impression on them or are we winging it and sounding like everyone else?Are we able to have business conversations that drive desired outcomes or are we hanging tightly to our product?Tune in to my conversation with Tibor Shanto where we discus prospecting best practices, how not all buyers are in in buy mode, shocking!Understand how to align with your prospects by helping them achieve an outcome when the problem you are sharing is not ringing true for them.1:18 Introducing Tibor3:45 Reach out to us4:04 Why Choosing to not prospect means you’re choosing to go out of business5:58 Your Business and it’s Cycles: Understanding the Rhythm6:58 Information Overload9:08 Beware assuming “buying mode” in Communications 9:56 Sales and Marketing: the connection10:54 Customer Experience13:10 The Pulse of the Market13:52 Importance of Case Studies & “Making It Easy” for one another18:00 The things you thought about when you were stuck on the Don Valley Parkway19:42 The Internet20:42 Having a good discovery (Tibor has a question guide on his website)22:00 Nirvana25:19 Painting the right picture31:59 Turning a loss around34:34 The importance of time35:59 The 7 Powers of Questions40:55 Ten Day MBA42:34 Confidence47:34 Partnership & Vendors: Interrupting Professionally51:68 LinkedIn & Finding ClientsLinkedIn: Tibor ShantoWebsite: tiborshanto.comIf you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blogTo learn more about Karen connect with her on LinkedIn  https://www.linkedin.com/in/karen-kelly-sales-trainer-/If you have any suggestions for guests or topics on the K2 Sales podcast please contact [email protected] or Watchhttps://pod.link/1549646427 For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

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