The Lost Art of Closing0

Back in October of last year, I reviewed Anthony Iannarino’s The Last Sales Guide you’ll Ever Need.

Not one to rest on laurels, Anthony is about to release his next epic, The Lost Art Of Closing. Based on the feedback from the initial book, this is sure to stir discussion and a buzz, and more importantly, help you close more deals.

Today, you have an opportunity to pre-order the book, and get the jump on the also-rans.

I will be reviewing the book in the near future, but I just wanted to make sure you have a chance to jump the line, and get in early.

Enjoy, and send me your thoughts on the book, I’ll try to highlight the best responses.


Amp Up Your Sales – Great Reading To Start Your Sales Year0

Book Review – Amp Up Your Sales – Andy Paul


Many of you are no doubt familiar with Andy Paul, author of Zero-Time Selling; well Andy is out with yet another great book just in time to kick your sales year off right, Amp Up Your Sales.

Andy looks at a key question in sales: What Buyers Want from Sellers?

It’s the big mystery of sales. How do we get buyers engaged? What can we say or do to make them pick us. What can we do to speed their decision?

Andy looks at how to deliver what your customers want in Amp Up Your Sales. He presents powerful strategies to move customers to make faster and more favorable decisions.

I had a call with Andy about the book, and here are some insights.

TS: Amp Up Your Sales focuses on responsiveness, maximizing value and simplification in your selling efforts. Why did you focus on these topics?

AP: The Amp in the title is really an acronym (AMP). It is a simple mnemonic device I created, that all salespeople can use to ensure that every step of their sales process is focused on the tangible and intangible attributes that make a difference to their customers and their ability to make good decisions quickly.

A=Accelerate Your Responsiveness: Responsiveness in sales has two components: information and speed. To be responsive a seller has to provide complete information to a customer in a timely manner. One way to think of this is that every customer has a certain number of steps in their buying process. And each step has associated with it certain questions that need to be answered before the customer can move on to the next step. Being a responsive means to quickly provide the customer the information they need to move on to the next step.

M=Maximize the Value You Deliver in Each Sales Interaction: A customer gives a seller some of their time. In reality they invest their time in the seller. The seller has to give the customer something of value in return for that investment. That value must be something (information, facts, insights) that moves the customer at least one step forward in their buying process. If the customer gives a seller some of their time and they receive nothing of value in return they will stop giving time to that seller.

P=Practice Simplicity in Your Selling: The difference between winning and losing in sales is a very thin margin. I ask sellers all the time: “What was your margin of victory in your last deal? 10% 50% 75%?” The fact is that no one knows and no seller can predict. They have to assume that their margin of victory, especially in this economy where the actual and perceived differences amongst products is virtually nil, will be only 1%. The question then becomes what can a seller do that will create 1% more value than their competitors? In these cases, winning a deal often comes down to the small things, the simple things that a seller can do to create differentiation. For instance, one simple way to stand out from the crowd of competitors is to be more responsive.

I could go on, but it is a better idea to get a copy and read it immediately. Pay particular attention to Chapter 13: The Power of The First Perception. It will change how you respond to leads forever.

BTW, Andy tells me that if you buy the book today, you get instant access to Andy’s 6-part video series with sales giants and more on concrete strategies you can use right away to amp up your sales, while I may not be on the list, you can still learn more here.


Summer Sales Reading0

A Relaxed Way To Sell Better!

top 50 reading 2014

Things may slow down a bit in the sales world during summer, but you don’t need to let that slow your success. It is a great time to pick up a book and improve some aspects of your execution. The good folks over at Top Sales World, have made it even easier, they have pulled together The Top 50 Summer Reads. Click the link, get the book, sit back with a cold one, and soak up the knowledge.

Check out as many as you can, below are three of my favourites.

Happy reading!!!
Tibor Shanto



Jill Konrath’s Agile Selling – Sales eXecution 2520

By Tibor Shanto –

Agile Selling

When it comes to sales and selling, I would agree with those who say: “The wheel has been invented, success comes down to how you spin it.” Now Jill Konrath, of SNAP SELLING fame, has delivered a book, “Agile Selling: Get Up to Speed Quickly in Today’s Ever-Changing Sales World”, which sets out challenge the view of both the wheels we spin, and how sales people spin them. It presents an AGILE view of sales and selling and how you may spin the wheel better. At its core, that is what this book is about, how you can spin things in a way that will help you succeed in changing and challenging time for sellers and buyers.

An enjoyable read, Jill sets out challenges the reader from the outset to be what the book is about, agile. Presenting agility as a competitive advantage, she then dares the reader by presenting success as a choice, one they need to make. The premise from there is that once they have made the choice, they can use the book as their guide.

Our customers are reinventing themselves, and if we don’t keep up, reinvent ourselves, our selling, and help in that development, we will be left behind.

We learn to take the buyer’s perspective, wheels our buyers deal with, and how we need to spin things their way, not ours; with new orientation, new opportunities are presented. Markets and opportunities will continue to evolve, and our job is to do exactly that. While many pundits sell you on routine and the risk of deviating from them, Jill presents a case for abandoning routine as the path to success.

The focus is on preparedness, why and how it allows you to be agile, anticipate and respond, unencumbered by methodology. A focus on tactics allows you to maximize approaches rather than be limited by their dogma. Death of the ugliest statement in sales “We always did it that way”.

In light of the fact that we are all given the same finite time to sell, success will come to those who make the most of that, and agility is a key factor in that. The refreshing thing about the book is that it accepts that great selling is a cerebral discipline, supported by exemplary execution, I have found few others who share this view, willing to make sales a thinking man’s game, good to have another author, and now her readers in the ranks.

I find sales books fall into two general camps, those that encourage you to work harder, “it’s a numbers game”; those that encourage you to work smarter while others resort to working harder. Agile Selling falls into the latter.

What’s in Your Pipeline?
Tibor Shanto 

Win The Sale Without Compromising on Price20

All sales aren’t created equal. In High-Profit Selling, my friend, Mark Hunter shows you how to close deals that truly make a profit.

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value.

Filled with personal stories and Mark’s road-tested methods, High-Profit Selling, will show you:

•    How to ensure prospects are serious and not shopping for price
•    Ways to confidently communicate value
•    How to avoid discounting and sell at full-price
•    The secret to successfully executing a price increase with existing customers
•    Proven methods to grow business and maximize profits

Get your copy now and gain instant access to dozens of e-books, special reports and audio programs from some of the sales world’s leading experts!

What’s in Your Pipeline?
Tibor Shanto

Sales & Consequences now on Amazon Kindle13

A couple of weeks ago I introduced a new online book titled “Sales & Consequences”, and while response has been great, many busy sales professionals were asking “how can I take this great content with me wherever I go, and be environmentally responsible le at the same time?”  So the elves at here at Renbor leapt into action, and produced a Amazon Kindle version of the book.  So now you have a choice, you can download the PDF version, or for a nominal charge of .99 cents, you can grab the ultra portable and shareable Kindle version of the book.  Just so you know, all author royalties will be donated to charity.  So now there is no excuse for you not to Sell Better and profit.

What’s in Your Pipeline?

Tibor Shanto

Sales & Consequences22

If you are a regular reader of this blog, thank you, you know one of the hallmarks has been a focus on execution.  As you have heard me say, sales is all about execution, everything else is just talk, and frankly with all the demands on sales professionals these days, there is little time for talk.  The challenge is ensuring that the actions you take have the desired outcome for you and your buyer.  While taking action is key, taking the right action is crucial, as actions do have consequences.

To kick off the New Year, a challenging sales year according to the pundits, Renbor has put together a new book looking at actions you can take, and ways to improve actions you are already taking.

Sales & Consequences, looks at sales from different viewpoints and situations, all with a view to helping you execute your sales more efficiently and more importantly in a fun way.  It looks at strategic and tactical aspects, examines the state of sales, decision making, and decision avoidance, either way, making a decision is a long way from taking action.

So click here, or click the picture at the top right of the page, and grab your free copy, hey get one for the cousin you forgot at Christmas.  Take a read, and feel free t comment, but most importantly, take action, cause the only thing with worse consequences than acting, is taking n action at all.

What’s in Your Pipeline?
Tibor Shanto

Stop Workplace Drama – An interview with Marlene Chism16

My friend Marlene Chism has a book hitting the shelves this month and I want to encourage you to get it.  It’s called Stop Workplace Drama, and it’s for anyone who leads a team or owns a business.  I can tell you that Stop Workplace Drama would help those who are struggling with clarity or finding purpose, or those who are ready to leave the drama behind and take charge of their careers.

Below is an excerpt of a conversation I had with Marlene about her book.

When you say “drama,” what do you mean?
The working definition for the sake of the book is “any obstacle to your peace or prosperity.”
Both peace and prosperity are important for a person to experience success and well being. No doubt all of us understand the desire and importance for prosperity, but without peace, we are not able to fully experience success or share it with the world.

Let’s talk about the obstacles. What are the obstacles you see the most often?
An obstacle can be a person, a situation, or a mindset. For example, right now the biggest obstacle for many is the economy; yet there are those who do not see the economy as an obstacle but an opportunity.  Therefore, an obstacle is really about perception. Actually, I want to make the distinction between two kinds of drama: the drama versus your drama. The drama is the situation or the circumstance and your drama is your experience of the circumstance, or situation. For example, your boat springs a leak; that is the situation. No drama around it; just a leak in the boat. However, your experience could be magnified into drama: it’s the boat maker’s fault. This always happens to you. Now, life is over, and so on.  In other words, your experience of the leak is different from the actual event, and if you experience the leak in the boat as threatening, it becomes “your drama.”

Is the obstacle a form of resistance?
No, the obstacle is just the vehicle for you to either experience a breakthrough or experience resistance. Resistance is the non acceptance of what is, and in effect, the inability to see a possible solution.

You say in your book that there are three core components always present with drama. What is the first component always present?
There is always a lack of clarity. Anywhere there is drama, confusion, or upset, I can guarantee there is a lack of clarity. For example, if a manager avoids a difficult conversation, it is because there is confusion about what is more important—solving the problem or keeping the peace. In effect, you have confusion because of competing desires, which I refer to in the book as “The Integrity Gap.”

Okay…I want to get to the other two components in drama, but very quickly can you elaborate on The Integrity Gap?
One definition of integrity is to be complete and whole…lacking nothing, When you are out of integrity, it means you are divided, or another word for it is double-minded. When you are unaware of competing intentions, you will experience anxiety, confusion or a lack of peace, and this mental and emotional state will impact your personal performance in various ways. You may experience preoccupation, have insomnia, or be viewed as unreliable by others because your actions are not congruent with what you say you are committed to.  When we are unclear, and divided in our intentions, we will experience the confusion, the anxiety and the unrest that comes from being incomplete.

What is the second component always present in drama?
You will always find a relationship component. Most of the time, we think this means relationship with other people, but sometimes the relationship is with something non-physical, such as your relationship with time, or your relationship with money, or politics, or authority and so on. In the end, everything is about relationship, and it starts with relationship to yourself: how do you see yourself? When you change how you see yourself, everything else also changes.

What is the third component always present in drama?
The third component always present is resistance. Resistance is the non-acceptance of what is, and the inability to see a solution.  Until you release your resistance to “what is,” you will be stuck on the fence of indecision, or you will experience a lot of drama.

Talking about feelings does not sound like a business concept.
We may not talk about feelings in the business world, but denying that human beings are also emotional and spiritual beings does not change the facts. Much of our inner dialogue is made up of programming and half truths.  In fact, once you start studying how the brain works, you realize that what you believe about yourself, religion, politics, and what is possible, is from past programming.  The challenge is to dissect the lies and half truths we have once believed, and then reprogram in order to step into a new truth. This is where the role of “feelings” comes in.  If you want to reprogram, you have to learn how to work with your emotions and your mindset instead of being ruled by them.  When you learn this, you can step into a new truth. These principles work for the individual and in the business world.

Before her career as a professional trainer, speaker and author, Marlene worked in a blue-collar factory job for more than 20 years. The principles in Stop Workplace Drama are what Marlene developed and used in her process of reinvention.  FYI: For a limited time, a free Book Club comes with the book. Check it out at

What’s in Your Pipeline?
Tibor Shanto

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Bust Your Slump!16

If you or your sales team finding it difficult to bring in business these days, then I have a great suggestion for you.  You should pick up Bust Your Slump: A Dozen Slump Busting Strategies to Fill Your Pipeline in 30 Days by Paul McCord which has just been released.

Bust Your Slump isn’t another book that promises easy eternal success and delivers nothing but a bunch of fluff and hype with no substance. 

McCord has only a single purpose in Bust Your Slump, and that is to lay out in detail 12 proven, effective, real strategies that will generate business for you fast.  Each chapter not only gives you the concept, it gives you a step by step process for implementing it, and then demonstrates what it can do by relating how one of his clients used.

If you read this blog regularly, you know I am all about EXECUTION, and when you read this book you will see that this is what sets it apart from most.

Whether you sell B2B or B2C, are involved in a one-time close process or a long sales cycle, sell a commodity or a sophisticated product or service, you’ll find strategies that will work for you. 

If you buy the book at Amazon during the next couple of days, you’ll get several hundred dollars of great bonus gifts from some of the top minds in sales such as Jill Konrath, Keith Rosen, Jonathan Farrington, Dave Kurlan, Wendy Weiss, Dave Brock and of course me.  Click here to check out all the great bonuses you get for simply buying a book that will fill your pipeline.

Bust Your Slump is the real deal.  The strategies are real and they work, and Paul shows you exactly how to make them work for you.  You’ll have to invest the time and effort to implement them, but you already know that, know you’ll also know how.  These aren’t silver bullets, we are hunting revenue not werewolves, that’s why you need real deal Bust Your Slump delivers.

I encourage you to head over to Amazon and pick up your copy then head over and grab your bonuses at   Would you rather have the Kindle version?  Get it here

Want to be able to answer the question below – pick up Paul’s book Bust Your Slump and you’ll have no problem.

What’s in Your Pipeline?
Tibor Shanto

Win more business with today’s crazy-busy prospects8

Listen up – I know what you are thinking, “Man, day after Labour Day, time to close this year right.”  Forget the Red Bull, reach for something more useful to someone looking to connect with real Decision Makers.

One of the toughest challenges you face right now is dealing with crazy-busy prospects. They rarely answer the phone or respond to your emails. They’d rather stay with the status quo than change. And they’re always getting distracted.

Here’s the deal. When people have too much to do and impossible deadlines, it changes how they make decisions. And, it changes their expectations of you too.

There’s help. My good friend, Jill Konrath, author of the classic “Selling to Big Companies,” just released her new book, “SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers.

I highly recommend it. Jill knows how to capture and keep the attention of hard-to-reach prospects. And, she shows you how to help people make decisions a whole lot faster too.

To learn more about SNAP Selling & to download two chapters, just click here (or copy and paste in you browser.)

If you want to be able to answer the question at the end of all my posts, check out Jill’s book, and put it to work for you.

What’s in Your Pipeline?
Tibor Shanto

*  Disclosure – I make no money for recommending or on the purchases of this book, just your unending gratitude for bringing it to your attention.

P.S. You’ll also be able to download some cool new sales tools from Jill – no strings attached.  Again, click on right away.

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