INFORMAZIONI SU QUESTO PODCAST 🔗
Selling is serving. Let us serve you with tips, stories and experts on topics you care about.
Buyer behavior has changed dramatically. Customers have more information available to them, and therefore are unreceptive, or closed, to sellers. And the harder we sell, the more closed customers become.
ASLAN helps sellers make that shift, from 'typical' selling to a different approach that makes us more influential because we embrace the truth that the customer's receptivity is more important than your value prop.
Learn more about ASLAN: https://tinyurl.com/3wr6w555
Buyer behavior has changed dramatically. Customers have more information available to them, and therefore are unreceptive, or closed, to sellers. And the harder we sell, the more closed customers become.
ASLAN helps sellers make that shift, from 'typical' selling to a different approach that makes us more influential because we embrace the truth that the customer's receptivity is more important than your value prop.
Learn more about ASLAN: https://tinyurl.com/3wr6w555
Frequenza di aggiornamento:
every 10 days
Durata media dell'audio:
36 minutes
Interviste agli ospiti
Inglese
Stati Uniti
261 episodi
da 13 Febbraio 2019
episodic
ULTIMO EPISODIO 🔗
Not every opportunity deserves the same amount of your time.
In Truth #21 of Sales with ASLAN’s 30 Truths for 30 Years series, Tom Stanfill and Tab Norris unpack one of the most important disciplines in sales opportunity management: deciding which deals are actually worth pursuing.
Salespeople need…
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EPISODI PRECEDENTI 🔗
What makes a benefit actually valuable to a buyer?
In the latest episode of Sales with ASLAN, Tom Stanfill and Tab Norris unpack Truth #20 from ASLAN’s 30 Truths for 30 Years series: the most powerful two words in building value are “Because You.”
Salespeople are trained to know their benefits, dif…
Should sales managers coach every rep who needs to improve?
At ASLAN, we believe the answer is no.
In Truth #19 of Sales with ASLAN’s 30 Truths for 30 Years series, Tom Stanfill and Tab Norris unpack one of ASLAN’s most distinctive sales coaching principles: desire determines development.
Developin…
What if being “helpful” is actually keeping your sales team from serving customers well?
In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris unpack Truth #18 from ASLAN’s 30 Truths for 30 Years series: To Serve the Customer, You Must Lead.
This episode is especially relevant for inboun…
Most sellers think influence starts when they make their case.
It doesn’t.
In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris unpack Truth #17 from ASLAN’s 30 Truths for 30 Years series: Influence Begins With Validation.
When a buyer strongly disagrees with your recommendation, the i…
What if the objection you’re trying to handle isn’t actually an objection at all?
In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris break down the difference between a real objection and a false objection, and why treating them the same can create even more buyer resistance.
A real o…
What makes a buyer trust one seller over another, even when the solutions look similar?
In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris unpack one of ASLAN’s foundational sales truths: people buy you before they buy your recommendation.
They explore why trust, motive, expertise, co…
Why do buyers agree with your business case but still hesitate to act? Understanding the benefits isn’t always enough. They also need to care about what the change will mean for them.
In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris explore Truth #14: Emotion + Logic = Action. They …
In Truth #13 of Sales with ASLAN, Tom Stanfill and Tab Norris tackle one of the biggest challenges sellers face: handling tough objections.
The answer isn’t a better rebuttal or a more polished script. It’s the truth.
Tom and Tab explain why the best sellers validate the customer’s point of view, i…
In Truth #12 of ASLAN’s 30 Truths for 30 Years series, Tom Stanfill and Tab Norris unpack one of ASLAN’s most practical and counterintuitive principles: Drop the Rope®
When a customer, colleague, or family member becomes resistant, our instinct is often to push harder, defend our position, and prov…
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