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Join Christie Walters and Jeff Bajorek as they review books, interview thought leaders, and discuss topics critical to success in business and in life.  Certified by Sales Guru, Jeffrey Gitomer, Christie and Jeff have both dedicated their careers to helping others uncover their passion, unblock their path, and achieving greatness in sales and in life.

Oct 16, 2019

In sales, time isn't often on your side. Today's guest, Tibor Shanto, believes it's time to put the focus back on time, our only non-renewable resource. 

Tibor is the author of many books among them, Shift!: Harness the Trigger Events That Turn Prospects into CustomersObjection Handling Handbook: A Proactive Prospector's Guide To Overcoming Objections and Execution: Everything Else is Just Talk.

With a focus on metrics and process, he helps clients improve critical aspects of their sales cycle, including aligning to buyer process, remove redundancies to shorten their cycles, increase close ratios, and create double digit growth through the execution of their strategy with through tactical execution. 

On this podcast we'll discuss his thoughts on shortening sales cycles, lengthening the amount of time we can spend making sales and being mindful about how we experience the world and treat others. 

On today’s podcast…

2:00 - Putting the focus on our only non-renewable sales resource

4:37 - 1,760 hours vs. $1,760 dollars

8:35 - Allocating time vs. managing it

12:46 - Facing the terror of selling

18:02 - Are salespeople looking for guidance....or confidence?

22:42 - Instead of qualifying people we should disqualify people

26:53 - Shortening your sales cycle

30:49 - Mindfulness brings new ideas for new challenges

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