SALES with ASLAN
By ASLAN Training and Development
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. Traditional selling approaches are working against sellers.
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 or message.
SALES with ASLANNov 18, 2022
Ep. 181 - 5 Reasons Why Deals Stall
After a brief summer hiatus, Tom and Tab are back with another episode of SALES with ASLAN! They discuss the frustrations of having a deal stall and five things that we as sellers can do (things that are in our control) to keep the deal from stalling. Whether you're selling a thousand-dollar product or a million-dollar solution, how do you keep the deal moving forward?
Ep. 180 - Solutions to Buyer Resistance - Part 2
In this episode of #SALESwithASLAN, Tom and Tab continue their conversation on buyer resistance in this age of information overload, and give additional strategies for sellers to navigate this challenge.
Ep. 179 - Solutions to Buyer Resistance - Part 1
In this episode of #SALESwithASLAN, Tom and Tab discuss how to navigate buyer resistance in this age of information and technology overload, giving sellers some strategies and techniques to do so.
Ep. 178 - 4 Habits of Successful Leaders - Part 2
In this episode of SALES with ASLAN, Tom and Tab continue their discussion on what habits make leaders successful, effective, and able to ignite and drive change in their organizations.
Ep. 177 - 4 Habits of Successful Leaders - Part 1
In this episode of SALES with ASLAN, Tom and Tab discuss what habits make leaders successful, effective, and able to ignite and drive change in their organizations. What are these superstars doing to motivate and develop their sales teams?
Ep. 176 - The New Realities of Selling
In this episode of SALES with ASLAN, Tom and Tab are joined by special guest, Jesse Rome, our new VP of Training here at ASLAN. In what our hosts claim to be "the best episode ever," the guys share their perspectives on selling in a post-COVID world. They unpack how we've had to shift our approach to selling, how to be effective sellers in a hybrid work environment, and some best practices for what seems to have taken hold as our "new normal."
Ep. 175 - The 3 C's of Building Value
In this episode of SALES with ASLAN, Tom and Tab discuss how to effectively deliver a message. Most of the time, sellers (especially OtherCentered sellers), are focused on creating receptivity, eliminating buyer resistance, getting through the door, uncovering the truth, etc. etc. etc. But what do you do once you've created that fertile soil? You plant the seed. Deliver your recommendation. Today, Tom and Tab unpack a helpful framework for delivering your recommendation, which centers around the three main questions a customer usually has at this stage: How can you help me? (Connect). Why should I pick you? (Contrast). Will this really work? (Convince).
Ep. 174 - The Birds - Part 2
In this episode of SALES with ASLAN, Tom and Tab are re-joined by behavioral expert, keynote speaker and author, Dan Silvert. (If you missed Dan's first appearance on the pod, check out Episode 171 - The Birds.)
During his previous feature, Dan introduced us to the 4 Behavioral Styles, illustrated by four characters: the Eagle, Parrot, Dove, and Owl. He used these characters to discuss how sellers can adapt to the four different behavior styles as they apply to customers. Today, Dan focuses on how this knowledge can also help sales leaders better understand their team members and more effectively lead, manage, and coach.
Ep. 173 - How to Become a #1 Rep with Calder Justice
In this episode of SALES with ASLAN, Tom and Tab talk with the #1 rep at a growing tech company called Jitterbit, Calder Justice. Tune in to hear them discuss the best question to begin every meeting, Calder's #1 key to success, and the keys to being strategic and focused. Calder also shares how NOT identifying as a seller led him to the #1 spot in his organization, as well as his passion for being a ministry entrepreneur.
Ep. 172 - How LinkedIn can Build Your Pipeline
In this episode of SALES with ASLAN, Tom and Tab talk to the man who literally wrote the book on Social Selling: Tim Hughes. They explore the three drives to getting more leads on LinkedIn – building a buyer centric profile, building your network, and how content that elevates you to influencer status and builds a following.
Ep. 171 - The Birds
In this episode of SALES with ASLAN, Tom and Tab are joined by Dan Silvert to discuss the importance if building relationships in sales.
Specifically, they unpack the four primary behavioral styles that determine how people relate to one another and form relationships. This is key for sellers to understand because our relationships determine our influence, create receptivity, and ultimately allow us to serve our customers.
Ep. 170 - Creating a "Win" Strategy
In this episode of SALES with ASLAN, Tom and Tab continue with their "back to the basics" theme.
Effectively delivering your recommendation and winning an opportunity starts with, of course, a strategy. Tab and Tom talk us through the four types of strategy and what top sellers do to effectively position their solution.
Ep. 169 – Influence Starts Here – Part 2
In this episode of SALES with ASLAN, Tom and Tab continue their conversation about how effective discovery starts with building a Discovery Roadmap. They take us through a simple framework to ensure you're prepared, how to keep the decision maker engaged in the process and create a competitive advantage by asking the right questions.
Ep. 168 - Influence Starts Here - Part 1
In this episode of SALES with ASLAN, you will learn how effective discovery starts with building a Discovery Roadmap. Tom and Tab take us through a simple framework to ensure you are prepared, how to keep the decision maker engaged in the process and create a competitive advantage by asking the right questions.
Ep. 167 - Plan to Crush 2023 - Part 4
In this episode of SALES with ASLAN, Tom and Tab continue this series by discussing the three most important and surprising things you need to know in order to succeed in 2023 - including one of the greatest barriers to success in sales: how to "break through the noise."
Ep. 166 - Plan to Crush 2023 - Part 3
In this episode of SALES with ASLAN, Tom and Tab tackle another segment of this three part series.
They wrap it up by discussing the specifics of how to develop a plan, define your numbers, and the key elements of actually implementing that plan in order to crush your goals in 2023.
Ep. 165 - Plan to Crush 2023 - Part 2
In this episode of SALES with ASLAN, Tom and Tab continue this three part series with a discussion on how to plan for the year ahead. What do we need to do to crush our number in 2023?
The guys take on this topic by tackling the foundational and fundamental questions that all sellers should be considering.
Ep. 164 - Plan to Crush 2023 - Part 1
In this episode of SALES with ASLAN, Tom and Tab kick off the new year by taking it "back to basics" with Part 1 of this three part series. The start of the new year is always a good time to refresh, reset, and plan for the year ahead. So with their first episode of 2023, Tom and Tab discuss mindset, opportunity, and a "plan to crush" the year ahead.
Ep. 163 - Life Changing Quotes from 2022
In this episode of SALES with ASLAN (the final one of the year), Tom and Tab share their favorite "principles, quotes, and truths" - ones that they've heard, collected, and taken to heart over the past year.
This feel-good episode is a great way to wrap up the year and put a bow on it. And speaking of wrapping and bows, we'd like to wish everyone a very happy and healthy holiday season!
Ep. 162 - 2 Counterintuitive Strategies for Salespeople
In this week's episode of SALES with ASLAN, Tom and Tab share two simple yet counterintuitive strategies geared at overcoming the two biggest problems that sellers face: engagement and converting unreceptive customers.
They are the same strategies that leaders leverage to engage their team members and drive results. Their conversation is guided by two questions: How do you connect? How do you influence?
Ep. 161 - Is Discovery All That Important?
In this episode of SALES with ASLAN, Tom and Tab are joined by sales expert, leader, and former client turned partner of ASLAN, John Ferguson.
John, Tom and Tab unpack the importance of Discovery, the big mistakes most sellers make, how to do it right, and why it matters. The goal of these interviews is to equip, encourage, and elevate our listeners - and that's exactly what our guest does this week.
Ep. 160 - Influence Without Authority: How to Manage Your Channel Sales
In this week's episode, Tom and Tab are joined by a true SALES with ASLAN alumni: our former host and founding father, Mr. Scott Cassidy.
Scott joins the podcast (mainly to deliver his famous intro once again), but also to help Tom and Tab address a specific group of sellers: those in channel sales. Scott also brought along a guest of his own, Drew Henderson, an expert at selling to and through partners. Throughout their conversation, these four sales pros share a great deal of insight, but especially, how to "influence without authority."
Ep. 159 - "Sell Without Selling Out" featuring Andy Paul - Part 2
The next part of their discussion moves on to tackle: the four pillars that drive success, the value of curiosity, intellectual humility, and the nitty gritty tactics of what it takes to really be successful. Very few sellers can do what Andy is encouraging our listeners to do - but if you do, you will be different, you will make more money, you will be more successful, and you will enjoy your role as a seller even more.
Ep. 158 - "Sell Without Selling Out" featuring Special Guest Andy Paul - Part 1
They discuss how we see our role as a seller, the challenges of selling, how the traditional approach to selling and the "predictable revenue playbook" is failing us... basically, why we need to change the way we sell. And the kicker is, when you understand and embrace these ideas, not only will you enjoy selling more, you'll be more successful.
Ep. 157 - Pro Strategies from a Leader in Enterprise Sales – Randy Riemersma
In this episode of SALES with ASLAN, Tom and Tab are joined by Randy Riemersma, Senior AVP of the Enterprise Business Unit at Mulesoft and one of the most elite sellers and leaders out there.
Their conversation covers a range of sales topics, including, but not limited to: the drivers of success for the one percenters, situational fluency, access to power, how to stay motivated, personal brand, the six emotions that drive decision-making, Randy's top book recommendations, and much more.
Ep. 156 - How to Nail Your Next Sales Presentation - Part 2
In this episode of SALES with ASLAN, Tom and Tab continue their discussion from last week's episode on how to nail your next sales presentation. What can we do to set ourselves up for success? What can we do to minimize failure?
Our hosts unpack items 3, 4, and 5 on their pre-presentation checklist, continuing to offer up tangible tactics for how to master your presentation, manage your time, and advance the opportunity that's on the line.
Ep. 155 - How to Nail Your Next Sales Presentation - Part 1
In this week's episode of SALES with ASLAN, Tom and Tab discuss a tried but true topic amongst sellers: how to nail a presentation. What can we do to set ourselves up for success? What can we do to minimize failure?
Our hosts unpack a very specific set of questions to ask yourself before any important sales meeting or presentation. With the help of this trusty checklist, Tom and Tab offer up tangible tactics for how to master your presentation, manage your time, and advance the opportunity that's on the line.
Ep. 154 - Selling in a Recession
In the latest episode of SALES with ASLAN, Tom and Tab sit down with Chris White, sales expert, speaker, and best-selling author of The Six Habits of Highly Effective Sales Engineers.
With a potential recession on the horizon, Tom, Tab and Chris get into the current economic conditions of the market we live and work in, how to navigate the uncertainty we're all facing, and how to remain focused on our true goal as sales professionals: to serve our customers and keep their best interests at heart.
Ep. 153 - How to Never Forget a Name with Neil Kutzen
In this week's episode of SALES with ASLAN, Tom and Tab are joined by Neil Kutzen, Memory Trainer and Founder of MemorizeBest, a breakthrough method in memory training that helps you become more productive and successful in both your personal and professional life by helping you remember and recall more easily.
This topic is relevant for anyone, but especially for those of us in sales who are building relationships daily. We form connections with our customers, friends, and family because of how we treat them, and a critical element of how we treat them relies on what we remember about them.
Ep. 152 - Are You a Trusted Partner to Your Customers?
In the latest episode of SALES with ASLAN, Tom and Tab get into the nitty gritty aspects of the "four levels of selling." As sellers, we're not just "in sales" - like musicians or athletes, there are different degrees of success, experience, and expertise that elevate salespeople into another league.
They discuss what those levels are and what differentiates each one from the next, as well as the strategies, tactics, and philosophy that it takes to reach the highest level of selling: trusted partner.
Ep. 151 - Sales & Parenting: Learning to Influence
In the latest episode of SALES with ASLAN, Tom and Tab take on a topic that may hit close to home for many of us out there: the similarities between parenting and sales. Both require the ability to influence (those of us who have raised or are raising teenagers definitely understand this).
In fact, many of the concepts and principles in Tom's book, UnReceptive, were born in the "lab" of raising four teenagers.
Everything they discuss really applies to any personal relationship we have, not just as a parent. And if you can learn to apply these principles at home, you'll have no trouble applying them in a professional setting.
Tune in to hear Tom and Tab, both fathers, take on this fun-filled topic:
Ep. 150 - The Culture MRI: Creating a culture that attracts, retains, and produces!
This week on SALES with ASLAN, Tom and Tab are joined by guest Ben Ortlip, CEO and Founder of The Culture MRI, a tool that helps businesses quantify and measure the health of their culture. How does one measure that and also measure the impact of it?
The Culture MRI has identified 15 drivers of culture and can "report that state of culture and engagement in terms of dollars saved or lost by your company."
Tune in now to hear Ben share what we need to know about driving vibrant culture within organizations.
Ep. 149 - Relationships Determine Influence (Part 2)
In the latest episode of SALES with ASLAN, Tom and Tab are joined by special guest, Marc Lamson, to continue their discussion from last week's episode about relationships and why they matter in sales.
They unpack how relationships determine our level of influence (whether in our personal lives, with customers, or as sales leaders), and how emotions play into decision-making, even in a business setting. Because at the end of the day, everyone simply wants to feel uniquely valued and understood.
Ep. 148 - Relationships Determine Influence (Part 1)
In this episode of SALES with ASLAN, Tom and Tab discuss a subject that they believe is "the most important topic we will ever talk about." What subject could possibly deserve this superlative? Drum roll please... relationships.
Specifically, how to have successful and fulfilling relationships - not only with our customers, but with the people we care about the most. While this topic isn't the most flashy, exciting, or measurable - it is the foundation of everything that we do in sales. Relationships matter. Tune in now to hear Tom and Tab's insights.
Ep. 147 - A Conversation with Sales' #1 Authority, Jeb Blount
In this week's episode of SALES with ASLAN, Tom and Tab are joined by Jeb Blount, Founder & CEO of Sales Gravy. With over 29 million downloads on his podcast and a host of best-selling books under his belt, Jeb Blount is making a name for himself as one of the most notable thought leaders of our time.
In this packed conversation, they discuss Jeb's journey to becoming one of the most well-known and well-respected authorities in the world of sales, the keys to leadership and coaching in sales, and his latest book, Selling The Price Increase.
You won't want to miss this one.
Ep. 146 - 7Ks of Confidence (Part 2)
This week on SALES with ASLAN, Tom and Tab continue their discussion from the last episode on what drives confidence. It's a critical ingredient in the recipe for influence and success, especially for those of us in the world of sales. Based on their experience working with thousands of top-performing sellers over the years, Tom and Tab highlight the remaining keys to building confidence.
Ep. 145 - 7Ks of Confidence (Part 1)
In the latest episode of SALES with ASLAN, Tom and Tab discuss what drives confidence. It's a critical ingredient in the recipe for influence and success, especially for those of us in the world of sales. Based on their experience working with thousands of top-performing sellers over the years, Tom and Tab highlight seven keys (things you need to know) to build confidence.
Ep. 144 - The Mistakes That Make Us
In the latest episode of SALES with ASLAN, Tom and Tab discuss the power of making mistakes and the importance of learning from our failures, even more so than our successes. They unpack some of their own mistakes over the past three decades of selling, what they've gained from failure, and how those moments of error can be leveraged to elevate our capacity to learn and grow.
Ep. 143 - 2 Pro Tips for Effective Negotiation in Sales
In the latest episode of SALES with ASLAN, Tom and Tab discuss the difficulty and importance of negotiating in sales, especially when it comes to defending the value of your solution. They highlight two of the most surprising things about negotiation (that most sellers miss!), as well as a strategy that can help you change the emotional temperature of the buyer/seller relationship, moving it from an adversarial dynamic to a partnership where both parties ultimately benefit.
Ep. 142 - Achieving the Impossible
On this week's episode of SALES with ASLAN, Tom and Tab discuss our ability to accomplish truly remarkable things - not only in sales, but in any aspect of life.
We can all bring to mind an example of someone who has achieved something incredible, overcome unbeatable odds, or found success beyond what seems possible.
How do they do it? We often think that there is something unique, different, or special about these people; that they were born this way, destined for success. Most of us doubt we can achieve the same things. But that's not true.
So, what sets these people apart? How do they accomplish such remarkable things? And how can we do the same?
Join Tom and Tab as they discuss 4 keys to "achieving the impossible."
Ep. 141 - Mental Fitness with Bobbi Kahler
This week on SALES with ASLAN, Bobbi Kahler joins Tom and Tab to discuss mental fitness and its importance for all of us, especially those of us in the world of sales. Mental fitness is our ability to respond to life's challenges, stressors, and opportunities with a positive mindset.
Why does this matter? When we respond with a positive mental mindset, we are more resilient, more creative, we negotiate better, we're more productive, and we take clear headed action.
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.
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.
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.
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.
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.
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.
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.
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.
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.