This week on #sALESwithASLAN, @tomStanfill joins once again to discuss how most sellers focus on business benefits or financial benefits of their solution (increase in profits or cost savings), but those aren’t the benefits that most likely motivate a customer to choose your solution. It’s how you make them feel – the emotional benefit that inspires a decision to take action. #B2Bsalesreps #prospecting #consultativesalesreps #salespodcast

This week on #sALESwithASLAN, @tomStanfill joins once again to uncover three memorable Ps to help anyone improve their ability to influence another person. It all starts with the “fertile soil” of the other person prior to you being able to plant the “seed” of your message. As usual, Tom makes it simple and memorable so you can build the habit asap.  #B2Bsalesreps #prospecting #consultativesalesreps.

This week on #sALESwithASLAN, @artshamsky joins the pod to discuss the similarities (and high failure rates) of baseball and selling. Art talks about the highs and lows of these careers. The personal relationships that thrive out of the pressure. We talk about Art’s latest book After the Miracle which talks about the sustained brotherhood that outlasts the bright lights of our prime. Join us for this unique perspective on selling, baseball and life. Enjoy the beer. #69Mets #ArtShamsky #AfterTheMiracle #salespodcasts #MagnificentSeasons

This week on #sALESwithASLAN, @MichaelReddington, CEO of Inquasive and a specialist in interrogation, joins the pod to discuss how even the most stressful situations can be controlled with the right mindset, demeanor, and technique. His non-confrontational approach brings insight into Vision and Influence and the cognitive aspects of human communication. You will not want to miss his description of the 7 phases of any conversation. This pod will help #salesreps, #salesmanagers and anyone that must #influence at work or in their personal lives. In other words, everyone#B2Bsalesreps #prospecting #consultativesalesreps.

This week on #sALESwithASLAN, @tomstanfill joins the pod to discuss building a new habit. He takes us through the rep conscious incompetence to exposing the gap in capability to practice in a safe environment to finishing one capability at a time and finally the habit is formed. For #salesmanagers, you will learn how to coach your reps through this process. For #salesreps, you will learn what to expect and how to own your own development.  #B2Bsalesreps #prospecting #consultativesalesreps.

This week on #sALESwithASLAN, @tomstanfill joins the pod to discuss the power of GAP (Get At the Problem) questions.  There are 3 main challenges (3 E’s) that sellers face today. We struggle to Engage our virtual audience, demonstrate our Expertise, and have the customer Embrace our solution. Learn the 4 steps to solving these challenges.  #B2Bsalesreps #prospecting #consultativesalesreps.

This week on #sALESwithASLAN, @SeanRobertson joins the pod to discuss the tremendous opportunity that companies must recognize that everyone in the company is a #salesrep.  Listen to the fun stories about books and movies that paint sales as a negative profession and yet it might be one of the most noble. We are never more fulfilled than when we are serving others. It is all about the mindset. #B2Bsalesreps #prospecting #consultativesalesreps.

This week on #sALESwithASLAN, @MarcLamson joins the pod to discuss #salescoaching from the #salesrep point of view. Learn what you as the sales rep should do before, during and after a coaching session with your partner in success, your sales manager.   #salesreps #B2Bsalesreps #prospecting #consultativesalesreps.

This week on #sALESwithASLAN, @TomStanfill and I discuss how to hold the line on the value of your solution. In studying thousands of sellers, here is what we consistently see the top performers do to defend the price of their solution: They uncovered the value gap, they validate, they tell the truth. Learn more through our stories and tips.  #salesreps #B2Bsalesreps #prospecting #consultativesalesreps.

When you think about getting a meeting or winning a deal, why do you think you will succeed at either? Most likely you will win or lose based, not on your solution, but on a decision you make, or don’t make about how you will position your solution.  You place a bet. You take a stand. Which means you will limit it to usually one thing that only you can do for your customer, your proprietary benefit.  Learn more this week on #sALESwithASLAN. #salesreps #B2Bsalesreps #prospecting #consultativesalesreps.