SALES with ASLAN

ASLAN Training and Development
  • 4.8 (38)
  • Business
  • Updated Biweekly

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

  1. 19h ago

    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. Developing a sales capability requires practice. A manager can provide feedback, create a development plan, schedule role-plays, and give a rep every resource they need. But eventually, the rep has to take ownership of getting better. Truth-19 In this episode, Tom and Tab discuss: Why sales managers should not automatically coach every repThe difference between skill development and complianceHow to tell whether a rep actually has the desire to improveWhy attitude is a poor measure of coachabilityHow specific developmental assignments reveal true desireWhy managers often end up working harder than the people they coachHow to shift ownership for performance back to the repWhat to do when a seller is unwilling to developHow leaders can connect behavior change to something the rep personally wantsWhy leading, managing, and coaching are different responsibilitiesOne of the biggest misconceptions? Desire is not about whether someone seems receptive during the coaching conversation. The test is what happens afterward. If the rep agrees to a specific developmental activity and follows through, there is desire. If they repeatedly do not, more coaching may not be the answer. Truth-19 For sales leaders, frontline managers, sales enablement teams, and anyone responsible for developing seller performance, this episode offers a different way to think about coaching time, accountability, and lasting behavior change. Want to learn more about all ASLAN has to offer? Check us out here-->https://tinyurl.com/3wr6w555

  2. 6d ago

    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 inbound sales reps, account managers, contact center teams, channel sellers, retail sales teams, and anyone who works with customers who arrive already asking for a specific product, service, or solution. Tom and Tab explain why simply answering the customer’s questions can leave the customer responsible for navigating a decision they rarely make. Instead, great sellers use their expertise to uncover both stated and unstated needs, narrow the available options, and guide the customer toward the solution that best fits their situation. You’ll learn how to: Shift from reactive service to proactive customer leadershipUse ASLAN’s Other-Centered® RoadmapAsk permission to lead without sounding pushyUncover needs customers may not know to mentionAvoid overwhelming buyers with unnecessary informationTurn expertise into a better customer experienceCreate stronger customer loyalty while increasing salesStay valuable as AI gives buyers more access to product informationTom and Tab also share real examples from insurance, retail, fitness, and other inbound sales environments that show the difference between simply answering questions and truly advising a customer. Serving the customer doesn't mean sitting in the passenger seat, sometimes the most Other-Centered® thing a seller can do is take the wheel. Want to learn more about all ASLAN has to offer? Check us out here-->https://tinyurl.com/3wr6w555

  3. Sep 17

    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 instinct is often to explain harder, present more evidence, or make a stronger argument. But that usually makes the buyer defend their point of view even more. Tom and Tab explain why the better path to influence is to first understand and validate the buyer’s perspective. That does not mean agreeing with them. It means making sure they feel heard before you try to lead them somewhere new. In this episode, you’ll learn how to: Create buyer receptivity before presenting your point of viewValidate without becoming passive or simply agreeingUse ASLAN’s Take the Trip concept to understand the buyer’s perspectiveRecognize when you are listening just to prepare your rebuttalUse curiosity to uncover what you may be missingReflect a buyer’s point of view back so they genuinely feel understoodAsk permission before introducing an alternative perspectiveKnow when to slow down instead of forcing your pitch into the meetingBalance validation with the responsibility to lead and influenceTom also explains why one of the most useful mindsets in a difficult sales conversation is simply: “I may be wrong.” That mindset creates the curiosity needed to understand what is actually driving the buyer’s position. And as Tab points out, validation does not mean abandoning the sale. Once the buyer feels understood, sellers still have a responsibility to bring insight, challenge assumptions when appropriate, and help the customer evaluate another point of view. If you work in B2B sales, sales leadership, sales enablement, consultative selling, or account management, this episode offers a practical framework for handling difficult conversations without creating more resistance. Want to learn more about all ASLAN has to offer? Check us out here-->https://tinyurl.com/3wr6w555

  4. Sep 14

    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 objection means the buyer is engaged and wants an answer. A false objection is often something else entirely: a way to avoid the sales conversation, reduce pressure, or create distance from a seller they don’t yet trust. Tom and Tab unpack common false objections like: “Just send me some information.”“We already work with someone.”“You should talk to someone else on my team.”“Now isn’t a good time.”They also explain ASLAN’s Other-Centered® approach to handling these moments: agree, Drop the Rope®, reduce pressure, and give the buyer a real reason to stay in the conversation. You’ll also hear practical examples of how sellers can respond without becoming passive or pushy, why buyer receptivity matters more than the perfect rebuttal, and why this is one area of selling where having a practiced response can actually help. Tom also shares the ADAPT framework from his book UnReceptive, including how sellers can prepare for the most common false objections before they happen. If you work in B2B sales, sales leadership, prospecting, sales enablement, or sales training, this episode will help you recognize when an objection is really resistance to the conversation itself, and what to do next. Want to learn more about all ASLAN has to offer? Check us out here-->https://tinyurl.com/3wr6w555

  5. Sep 9

    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, confidence, and an Other-Centered® approach shape how buyers interpret everything a seller says. You’ll hear real sales stories where the relationship with the seller became the deciding factor, plus practical advice for becoming someone buyers actually want to follow. Tom and Tab also discuss why sellers need to move beyond product expertise, become students of their customers’ businesses, and learn how to lead without creating pressure. In this episode: Why relationship opens the door to influenceWhy being Other-Centered® matters before the pitchHow buyers evaluate the seller before the recommendationWhy product knowledge alone is becoming less valuableHow sellers can build real customer and industry expertiseHow to lead the sales conversation without becoming controllingWhy Purpose > Profits can actually improve sales performanceHow AI is changing the value sellers need to bringIf you work in B2B sales, sales leadership, sales enablement, or sales training, this episode offers a practical reminder of what makes a seller truly influential. https://tinyurl.com/3wr6w555

  6. Sep 2

    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 unpack how emotions drive decision-making in sales and how sellers can connect credible evidence to the outcomes customers care about, without creating pressure or manipulating the decision. You’ll learn how to: Connect your recommendation to the buyer’s priorities using ASLAN’s three C’s: connect, contrast, and convince.Use word pictures to make unfamiliar value easier to understand.Tell success stories customers can see themselves in.Make the payoff tangible through demonstrations and assessments.Discuss the consequences of inaction alongside a realistic vision of a better future.Whether you’re leading a sales team, coaching reps, or navigating complex B2B buying decisions, this conversation offers practical ways to help customers move beyond understanding the benefits to seeing why they matter. Follow Sales with ASLAN for more from our 30 Truths for 30 Years series. Learn more about ASLAN: https://tinyurl.com/3wr6w555

  7. Aug 13

    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, isolate the real objection, and share what is genuinely in the buyer’s best interest. They also unpack the difference between influence and manipulation, why assumptions derail conversations, and when the most credible answer is simply, “I don’t know yet.” Listen to Truth #13: The Best Way to Handle Objections Is With Truth to learn how to turn resistance into a more honest, productive sales conversation. https://tinyurl.com/3wr6w555

  8. Aug 5

    EP. 249 Drop the Rope® - Truth #12

    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 prove why we are right. But the more pressure people feel, the more likely they are to pull back. Tom and Tab share real examples from sales, parenting, and leadership to show why control is an illusion, how pressure shuts down receptivity, and why influence often begins when we give people the freedom to choose. In this episode, you will learn: Why arguments end influenceHow to reduce pressure without giving upWhat it means to put all options on the tableHow to stay in the conversation without becoming controllingWhy “Drop the Rope” is not passive sellingHow this principle can improve sales conversations, coaching, leadership, and personal relationshipsThe goal is not to walk away. It is to release the tension, stay engaged, and create the openness needed for a productive conversation.  https://tinyurl.com/3wr6w555

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4.8
out of 5
38 Ratings

About

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

Information

  • Creator
    ASLAN Training and Development
  • Years Active
    2019 - 2026
  • Episodes
    258
  • Rating
    Clean
  • Copyright
    © ASLAN Training and Development
  • Show Website
    SALES with ASLAN

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