SALES with ASLAN

This week on #sALESwithASLAN, we flip the script and look at life through our prospect’s eyes. What has changed for prospects as it relates to the Virtual Buying Process and how do we adapt our approach to serve them. @MarcLamson helps unpack 4 different challenges that are new in 2020. First, prospects are more distracted than ever. Second, they are using a different decision process and what we call a “mass audit” in a shorter timeline criterion. Finally, when prospects are in the meeting, they are having trouble paying attention.  So, what do we do about all this? Find out. #salesrep #salestips #virtualselling

Why is that we feel more vulnerable when selling virtually than we did when we could be face to face? Maybe we aren’t comfortable with the technology? Maybe we are just afraid of looking foolish. Maybe it’s just different. This week on #sALESwithASLAN, I welcome back ASLAN CEO @TomStanfill to the pod to discuss being Other-Centered® in a crazy world and how to resist that urge to retreat to self.  #salesrep #salestips #virtualselling

This week on #sALESwithASLAN, I welcome back ASLAN President @MarcLamson to the pod to discuss the pivotal role that social selling now plays in our selling lives. With more time on our hands since COVID hit, we need use tools like Linkedin to Research and find potential contacts and companies. Then we need to find meaningful ways to connect with them. Finally, we should learn to be a thought leader with what we post. We have a contest this week as well. Go to https://business.linkedin.com/sales-solutions/social-selling/the-social-selling-index-ssiand click “Get your score free” to see your Social Selling Index and share it with us on Linkedin as a comment below this post. We will find a winner and have you on an upcoming show. #salesrep #salestips #socialselling

This week on #sALESwithASLAN, I welcome a newcomer to the show in @JeroenCorthout from SalesFlare to discuss how sales reps can be more organized with the right tools and therefore focus on what is their most important role: to be an other-centered trusted advisor.   #salescoaching #salesmanager

This week on #sALESwithASLAN, we talk about the lost art of strategic sales planning. There are three main ways or approaches to selling into your accounts, Frontal, Flank and Fragment. @MarcLamson describes each and gives examples to cement the knowledge. Whether you are a #salesep or #salesmanager, you are sure to learn something.  #salescoaching #salesmanager

#salesreps seem to get a little shy when it comes to advancing the sale to the next logical Other-Centered® stage. This week on #sALESwithASLAN, @marclamson and I unpack the 3 step process to ensuring you are always moving your sale cycle along at the pace appropriate to the prospect. #salescoaching #salesmanager

In episode 74, #sALESwithASLAN and @MarcLamson, President of @ASLANTraining opened up the discussion around cold calling and we learned about the 10-30-3 which simply means, 10 seconds to clear the noise, 30 seconds to get to a 3 minute discovery. So, this week, we pick back up and teach you how to ADAPT to any situation that might arise when trying to get that meeting. Enjoy the content and the beer. #salescoaching #salesmanager

#sALESwithASLAN is all about sales and all about beer but this week we go a bit further on both. Selling was changed forever back in March 2020. In effect, we all became inside sales reps. For those of you that forgot how to pick up the phone can get a meeting, you want to listen to this podcast. We address how to use this simple tool to get meetings with @MarcLamson, President of @ASLANTraining. #salescoaching #salesmanager

Every week on #sALESwithASLAN, we try to help build up the relationship between reps and managers and this week we hope to improve that communication by telling each what the other is saying: what they like and don’t like about the other. There are 3 main reasons #salesmanagers are not coaching #salesreps as much as they should (or as often as reps would like): No Time, No Change and No Tools to measure. Well we address all three this week with @MarcLamson, President of @ASLANTraining. #salescoaching #salesmanager

We are just about 6 months into the “new normal” and the transition for those field #salesreps to #insidesalesreps continues.  There are many positives and some challenges that we have discovered in 2020 and @marclamson and I dig into both plus some solutions and advice, this week on #saleswithaslan.  Additional Resources included: https://www.aslantraining.com/category/downloads/