What if your expertise is actually making you less curious?

In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris are joined by bestselling author and sales engineering expert Chris White to unpack the idea of “clearing your cache.”

They explore why sellers often rely on assumptions instead of truly listening, how paraphrasing builds trust, and why customers need to feel uniquely understood before they are open to influence.

If you’ve ever jumped to the answer too quickly, this episode is for you.

Key Takeaways

- Customers decide when they feel understood- Paraphrasing builds trust and clarity- Expertise can make sellers less curious- Virtual meetings make emotional cues easier to miss

- Influence starts with understanding, not assumptions