How To Uncover The ‘Gap’ When Selling With Tibor Shanto

Tibor Shanto joins Will on this episode of the Salesman Podcast to discuss finding the gap between the prospects problem and the salespersons product sits.









Gap Selling

The show is kicked off with Tibor explaining the concept of value in sales as a precursor to finding the gap.

“A whole bunch or segment doesn’t see itself as having a problem situation. So the way I define it specifically is moving the customer from where they are right now, towards their objectives.” – Tibor Shanto

The show is wrapped up with Tibor explaining the importance of talking about enabling the objectives of your prospect, rather than solving a problem they did/didn’t know they had.


“[In sales] I don’t really think things have changed quite as much as people like to pretend they have” – Tibor Shanto

Tibor and Will also cover –

  • The problem in salespeople defining value, when it’s prospect that has the problems not us
  • How to review your deal pipelines
  • What ‘the gap’ actually is
  • The importance of talking in objectives not problem solving



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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, tools, metrics, tactical execution of the sales process.


Show notes:



Will Barron is the founder of Salesman.Red and host of the Salesman Podcast where he entertains hundreds of thousands of millennial salespeople every month. If he isn't recording or editing shows he's racing his RX8 or riding bicycles down mountains.

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