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SALES with ASLAN
40 minutes | May 20, 2022
Ep. 140 - How to Navigate Selling a Total Solution
On the latest episode of SALES with ASLAN, Jason Smith joins Tom Stanfill to discuss how sellers often get very comfortable selling just a couple of products from their portfolio, and customers become interested in only those few products. With his extensive sales experience, Jason shares his insights on how can sellers move from selling a single hot product, to selling a total opportunity and complete solution.
58 minutes | May 13, 2022
Ep. 139 - Tips for Technical Selling
In this episode of SALES with ASLAN, Marc Lamson joins Tom Stanfill to discuss a common challenge in many sales organizations: when technical sellers represent a solution, they are often very adept at communicating complex information, but may have some difficulty with influence and soft skills. With his sales and engineering background, Marc offers up key insight to help highly technical sellers hone their soft skills and ability to influence.
45 minutes | May 6, 2022
Ep. 138 - The Price is Right: How to Defend the Value of Your Solution
This week on SALES with ASLAN, Tom and Tab take on a topic that is dreaded amongst most sellers: price objection. They deliver a positive approach to this tough subject, sharing how to defend the value of your solution and respond to those objections that may crop up when discussing price with your customers and prospects.
37 minutes | Apr 15, 2022
Ep. 137 - Do You Need a Jumpstart?
In this episode of SALES with ASLAN, Tom and Tab talk about a new book that helps you kill the past, leverage your mistakes, and come up with a plan to Win the Day.
55 minutes | Apr 7, 2022
Ep. 136 - High Trust Selling with Todd Duncan
On this week's episode of SALES with ASLAN, Tom and Tab interview Todd Duncan, the world’s #1 authority on Sales Mastery, author of 17 books, and host of his own podcast, "Where SUCCESS Happens." They discuss how to increase trust and reduce tension, conversational productivity, how to "make fear and failure your friend," as well as the key truth that "transactions will make you a living, but relationships will make you a fortune." These life lessons have carried Todd through his entire career of equipping people with strategies around growth, relationships, performance, business and life transformation.
40 minutes | Mar 31, 2022
Ep. 135 - Six Habits of Highly Effective Sellers (Part 2)
Chris White joins Tom and Tab again to continue their discussion about his best-selling book and share the habits that make or break our success when making a technical sale.
37 minutes | Mar 24, 2022
Ep. 134 - Six Habits of Highly Effective Sellers (Part 1)
Chris White joins Tom and Tab to discuss his best-selling book and share the habits that make or break our success when making a technical sale.
25 minutes | Mar 10, 2022
Ep. 133 - 10 Tips for Selling Virtually from a Pro (Part 2)
Tom Stanfill and Tab Norris continue their conversation with Genna Lepore about her success selling virtually. She reveals the remaining tips and shares how she was able to close deals 50% faster and crush her number during the pandemic.
35 minutes | Mar 3, 2022
Ep. 132 - 10 Tips for Selling Virtually from a Pro (Part 1)
Tom Stanfill and Tab Norris talk with Genna Lepore about her success selling virtually. She reveals how she was able to close deals 50% faster and crush her number during the pandemic.
36 minutes | Feb 25, 2022
Ep. 131 - The 5 Drivers to Confidence & Speaking with Authority (Part 2)
Tom and Tab continue their discussion about the 5 simple questions that will help you discover what is keeping you from being the ultimate influencer.
35 minutes | Feb 18, 2022
Ep. 130 - The 5 Drivers to Confidence & Speaking with Authority (Part 1)
Tom Stanfill and Tab Norris share 5 simple questions that will help you discover what is keeping you from being the ultimate influencer.
63 minutes | Feb 11, 2022
Ep. 129 - Is your life out of balance? Should you join the great resignation and find a new gig?
In the latest episode of SALES with ASLAN, Tom Stanfill & Tab Norris interview Marc Lamson about the struggles we all face balancing a career while raising a family-until he found his passion, and 2 simple, life-changing tools.
40 minutes | Feb 4, 2022
Ep. 128 - The Tom Brady of Selling
Tom and Tab (the newly dubbed Chuck Norris of Sales Training) chat with Tyler Bergman, the #1 seller in his firm for 2021. There is much to learn from this former QB turned sales star who outsold the #2 seller by 2X.
58 minutes | Jan 27, 2022
Ep. 127 - Speaking Made Simple - Mastering a Sales Presentation
Tom Stanfill and Tab Norris interview a master communicator and keynote speaker Kelly Talamo. To help you nail your next presentation, Kelly shares what he has learned in his 30+ years of standing on stages. He talks about his secrets to preparation, stage fright, nailing down your core message and how to keep the audience engaged.
42 minutes | Jan 19, 2022
Ep. 126 - 22 Pro-tips for 2022
Tom Stanfill, Tab Norris & Rob Houghtlin share 22 things to shout about in 2022. Hear what these sales veterans have to say about travel, food, music, relationships, and, of course, selling.
44 minutes | Jan 13, 2022
Ep. 125 - Rising to the Top of One of the Largest Sales Organization in the World
Tom Stanfill and Tab Norris interview Austin Peterson. As a senior consultant at Aflac, hear what Austin has to say about what the top 10% of leaders do to consistently hit their number.
49 minutes | Jan 5, 2022
Ep. 124 - Lessons from a 9/11 Survivor & Hero
In this episode, Tom Stanfill and Tab Norris interview John Cerqueira. Hear what John has learned from his 9/11 experiences, his meeting with Oprah, and over 20 plus years of selling.
28 minutes | Dec 30, 2021
Ep. 123 – The Number One Driver to Changing Beliefs - Emotions (Not Logic)
In this episode, Tom Stanfill and Tab Norris discuss Part 4 of Tom’s new book UnReceptive – Changing Beliefs. They unpack the formula for building value (Action = Belief + Care) and a simple but effective strategy to ensure the customer instantly grasps the impact of your recommendation.
35 minutes | Dec 23, 2021
Ep. 122 – Influence Begins Here – Discovering the Truth
In this episode, Tom Stanfill and Tab Norris discuss Part 3 of Tom’s new book UnReceptive – Discovering the Unfiltered Truth. They discuss three strategies to getting the decision maker to open up about the good stuff – the informal decision drivers.
48 minutes | Dec 8, 2021
Ep. 121 - The 2 Barriers to Being Persuasive
After a brief hiatus, SALES with ASLAN is back! This week, Tom Stanfill and Marc Lamson sit down to discuss Tom's brand new book, UnReceptive. They discuss what drove Tom to write the book, why it's important, and the aspect of selling that sellers hate: unreceptive customers. Tune in to hear Tom's insights on how to overcome 2 important barriers to having real influence with a customer. Cheers! Check out this excerpt: The Stigma of Selling There’s an aspect of selling that those of us in sales universally dislike: customers that avoid us, dismiss us, or outright reject us. Why is this experience so common for sellers? Selling has an interesting stigma attached to it. The population at large tends to think of sales professionals as “used car salesmen” with “commission breath.” “It’s tough as a seller right now. The catch 22 is that we don’t know how to help customers unless they talk to us, but prospects don’t want to talk to us unless we tell them how we can help them.” - Marc Lamson But it doesn’t have to be this way. We’ve figured out a way to help eliminate resistance and make sales more enjoyable, meaningful, and successful. There’s a whole other dimension that sellers need to learn to navigate. Because the reality is that sellers help people. They help their customers sort through the information and options at hand to choose the right solution for themselves and/or their business. Our role is to serve. So how can we eliminate that resistance and increase receptivity so that we can fulfill that role? The Barriers to Influence The issue that many salespeople run into in today’s climate is that when customers are unreceptive, the traditional approach to selling fails. What do we mean by traditional? It’s like taking someone to court to make your argument and win your case. Sellers ask for a customer’s time in order to list off their solution’s features & benefits, hammer out their value proposition, provide case studies, etc - and the belief is that logic will win out. But here’s the problem: nobody’s in the courtroom. Here’s our simple but counterintuitive approach: stop selling and start with cultivating receptivity. This is the key to gaining influence with your customers. Think about a farmer trying to grow a healthy crop. There are two elements she needs to consider - the seed and the soil. If the soil is not fertile, the quality of the seed doesn’t matter - it will not grow. The same idea applies in sales. If the customer is not receptive, your value proposition doesn't matter. Note: You may be thinking, “Well that’s not always true.” And you’d be right. If your customer is open (receptive), the traditional approach to selling works. But if they’re closed (unreceptive), it doesn’t. And the problem is that most customers nowadays are unreceptive to being sold. That’s when we need to shift our focus from selling to increasing receptivity. So let’s unpack what this might look like in your practice by addressing two of the barriers to influence: Barrier 1 - Changing Their Perception of You Barrier 2 - Opening a Closed Door For more, check out our blog post: https://www.aslantraining.com/the-2-barriers-to-true-influence-in-sales/
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