Proactive Prospecting: Objections - Can't live with them, can't get engagement without them!


Wednesday, September 11, 2019


02:00 PM America/Toronto

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Objections – Can’t live with them, can’t get engagement without them!

They say that there are two things in life you can count on, death and taxes, but if you’re selling and need to prospect for new clients, you can add a third, objections.  Objections are fact of prospecting, and other than not making the call, there is no way to avoid them, leaving learning to master them as your only option.  
The good news is that 80% of the time, 80% of the people you call will give one of the five most common objections you are likely to get.

  • Five most common objections you’ll face while prospecting
  • A proven methodology for handling objections
  • Getting ahead of predictable objections
  • Dealing with the passive-aggressive non-objection objection

If you didn't get a chance to see the first 2 webinars in this series, here are the links to the recordings:


Tibor Shanto - Owner - Renbor Sales Solutions

TIBOR SHANTO – Tibor helps B2B companies including Bell Mobility, Imperial Oil, Pitney Bowes, and others, translate sales strategy to reality. Called a brilliant sales tactician, obsessed with execution. Tibor develops sales people who understand that success in sales is about Execution – Everything Else Is Just Talk!

Tibor is the co-author of the award winning book Shift!: Harness The Trigger Events That Turn Prospects Into Customers; Ranked 8th: on the list of the Top 30 Social Salespeople In The World on Forbes.com in 2014. He received the Gold Medal Top Sales & Marketing Blog from Top Sales World in 2013. www.TiborShanto.com

Lori Meloche, Scott's Directories

Lori is the VP, Sales and Marketing at Scott's Directories. Scott's is Canada's best source for business database lists. Scott's has been helping businesses for over 65 years with their outbound marketing leads.

Scott's just launched their new APP for Salesforce, so all your contacts and leads are always kept accurate, up-to-date and complete. Your team can also prospect and import high-potential leads right within Salesforce.

The Scott's SEO division helps with your inbound marketing, improving your company's website rankings in search engines, and increasing traffic and conversions to your site.