Quantify – Don’t Qualify

Tibor Shanto suggests you move away from being “seller centered” and use techniques to engage the buyer in a more meaningful way. He advocates a quantitative approach that ultimately helps create a sense of urgency. Tibor wants you to think about what the impact is for the client, and then extend that to what the impact of the solution is, both tied to specific measures and potential outcomes which will help qualified the opportunity.

Tibor Shanto is the President of Renbor Sales Solutions. He works with companies in Canada, the U.S. and the U.K. helping them increase their revenue though improvements in sales strategy and execution.

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