In this episode of SALES with ASLAN, Tom and Tab are joined by sales expert, leader, and former client turned partner of ASLAN, <a href="https://www.linkedin.com/in/thesalesstrategist/" title="https://www.linkedin.com/in/thesalesstrategist/">John Ferguson</a>.
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.

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.

In this episode of SALES with ASLAN, Tom and Tab are joined by sales expert, leader, and former client turned partner of ASLAN, <a href="https://www.linkedin.com/in/thesalesstrategist/" title="https://www.linkedin.com/in/thesalesstrategist/" rel="noopener noreferrer">John Ferguson</a>.
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,&nbsp;encourage, and elevate our listeners - and that's exactly what our guest does this week.

Ep. 161 - Is Discovery All That Important?

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. 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.

Business

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. 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.

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Ep. 161 - Is Discovery All That Important?

Ep. 161 - Is Discovery All That Important?