EP. 250 The Best Way to Respond to Objections is with Truth- Truth #13
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…
EP. 251 Emotions Plus Logic Drive Decision Making- Truth 14
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 …
EP. 252 People Buy You Before They Buy Your Recommendation Truth #15
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…
EP. 253 You Can't Overcome False Objections- Truth #16
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…
EP. 254 Influence Begins With Validation- Truth #17
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…
EP. 255- To Serve the Customer, You Must Lead- Truth #18
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…
EP. 256 Desire Determines Development- Truth 19
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…
Mastering Receptivity
Welcome back to Accelerate Your Business Growth! In this episode, host Diane Helbig sits down with Tom Stanfill, CEO and cofounder of Aslan
Training, a global sales enablement company recognized for its impressive
work training over 100,000 sellers worldwide. Tom is also the author of
"Unreceptive:…
Receptivity: The Key to Building Your Pipeline, Growing Accounts, and Closing Deals
Tom Stanfill joins our host, Diane Helbig, to explore how receptivity is the the key to building your Pipeline, Growing Accounts, and Closing Deals. Tom Stanfill is CEO and co-founder of ASLAN Training, a global sales enablement company appearing nine consecutive years in the Selling Power Top 20. …
EP. 257 If You Can't Say, "Because You," You Aren't Ready to Recommend — Truth #20
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…
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