When Is The Best Time To Close The Sale? With Tibor Shanto

Tibor Shanto joins Will on this episode of the Salesman Podcast to discuss SHIFT selling (looking for moments in time that your sales efforts become most effective).





Learning When It’s The Best Time To Strike

The show starts with Will asking Tibor for a personal story of when the process of SHIFT selling has helped him close a sale and then they dive into the principles of SHIFT selling.

“Whatever you’re selling, intangible, tangible, you need to add value by being a subject matter expert. And I think most people are, they just don’t really accept it or live up to it.”

The show is wrapped up with Tibor explaining the importance of being an known expert in your industry. When you’re a known expert you are activily updated by colleagues and customers on potential sales triggers and so you have a competitive advantage over your competition.

“Done right, sales is like a legal drug”

Tibor and Will also cover –

  • What are sales triggers and events
  • Tools you can use to uncover sales triggers
  • The importance of being a subject matter expert
  • How sales AI might be leveraged in the future
  • Why you should ask your customers what you’re doing right




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Guest info:
Tibor Shanto is a 25-year veteran of B2B sales, Tibor has developed an insider’s hands on perspective of successful sales execution. Called a brilliant sales tactician Tibor shows organizations and sales professionals how to leverage their sales process to shorten sales cycles, increase close ratios, and create double digit growth through execution and using the right combination strategy.

A recognized speaker, author of the award winning book Shift!: Harness The Trigger Events That Turn Prospects Into Customers, and sought after trainer. His article “How to shorten your Sales Cycle?” was voted number one by readers of TopTenSalesArticles.com. Tibor’s works have appeared in a number of leading publications, blogs and web pages, including The Globe and Mail’s Report On Small Business and others.


Show notes:


Tibor’s excellent blog and my favourite posts –




Books mentioned:

Shift!: Harness The Trigger Events That Turn Prospects Into Customers


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