SALES with ASLAN

Most people think of forecasting as a necessary evil of a selling career. What if that were a false premise? What if forecasting your selling year was really all about you? This week on #sALESwithASLAN, our President Marc Lamson and I unpack a multistep process for forecasting that will not only help you accurately predict your revenue but how you will achieve that goal as well. We discuss forecasting current accounts or recurring revenue plus know opportunities. Then we determine Best/Worst case scenarios. Next, we play “pick your income” and end with figuring out how to fill the gap with new prospects. We wrap up with your production plan to make it. This is a great way to start the new selling year on a high note. #salestips #salesstrategy #salesforecasting

As we close the year, #sALESwithASLAN delves into the peaks and valleys of a career in selling (along with some ale and bourbon). We know the holiday season can be stressful as we discussed in episode 38 but it can be exhilarating as well. The key to long term success in selling is to keep it even keel. Never let your success or more importantly, your failure,  define you. Never get depressed about work. So, if you had a great year, an ok year or a bad year, let’s raise a glass to the end of the selling year and cheers to the optimism that comes with each new year.  #SalesTraining #SalesTips #SalesCoaching

We switch gears this week on #sALESwithASLAN as we turn our attention to those to answer the phone in order to sell. As always, we share ideas and stories about how to better #MasterYourCraft as a sales person or #SalesManager.  Marc Lamson, President of ASLAN Training and Development offers a couple of key differences to selling in a reactive phone based environment. Of course he brings the knowledge on how to overcome these challenges as well. Enjoy the beer! #SalesTraining #SalesTips #SalesCoaching

Joining me on this week with #sALESwithASLAN is long time seller and sales leader Dan Howington. We unpack the concept of stress as it relates to our personal and professional lives. We all feel it but how we deal with it is important. Listen as we discuss some important ideas on how we can take back control of our reaction to this detractor of joy we know as stress. #salestips #salescoaching

Brief show this week and more of a Thanksgiving Day blessing to all those who follow us here in #sALESwithASLAN. Take time to recharge and rejuvenate with friends, family and maybe a good Ale. Go get the book Be Excelelent at Anything by Tony Schwartz with Jean Gomes. This is a great read for over the holidays as you will investigate the four changes to get more out of work and life. #HappyThanksgiving from ASLAN Training and Development #WorkLifeBalance

This week on #sALESwithASLAN, we welcome back ASLAN®'s CEO Tom Stanfill to discuss how to identify political structure. What do we mean by Political? Formal org chart? The reality is that there’s an Informal power structure – rank doesn’t equal influence. So the real decision maker, the one that determines what happens, may have more power and lower rank. Why is that important to know? Because you may focus on the wrong person or you may have identified the decision maker, but a key person changes the decision drivers, and if you miss this you could be in jeopardy. #sales tips #salescoaching #salesstrategy #PoliticalStructure

Salespeople hate prospecting. Period. It has traditionally not been a fun part of the game. However, most of us that sell for a living, know that we cannot have a robust pipeline if we don’t #prospect on a regular basis. So this week on #sALESwithASLAN, we unpack the 5 things that ASLAN President Marc Lamson has learned over the last 25 years. Some of this stuff you know, some might be new. Bottom line is that common sense does not always mean common practice. Enjoy the topic and the beer. #salestips #salescoaching #salesstrategy

Do you ever get an email from a customer that simply says, please provide me with a description of what you do and how much it costs? They ask you to send your elevator pitch and price book right over, right? Well, this week on #sALESwithASLAN, we take a real-life example and look at how you can give your customers what they want while building your relationship up into #trustedadvisor status. Join me this week and listen to how our CEO Tom Stanfill and his two and a half decades of successful selling handles this scenario. #salestips #salescoaching #salesstrategy

#sALESwithASLAN is back with another fascinating topic this week. Everyone in sales and sales management is forced to negotiate from time to time. The common reputation of sales negotiations is that there is a winner and a loser. The first one to throw out a number loses. Well, maybe what you have learned over the years is just plain wrong. Listen as we look at this differently. When you feel like you are in a win-lose negotiation, simply drop the rope® and you and the customer will both win. #salestips #salesstrategy #salescoaching

#sALESwithASLAN welcomes back Marc Lamson and ASLAN CEO Tom Stanfill to discuss something most sales reps know, but forget all the time. You do not have unlimited time. In fact it is your most precious resource so maximize your selling time by choosing who you serve. We dive deep into some tried and true methods for choosing the best opportunities and accounts for that matter. Hint: it's not always the biggest dollar accounts that are the best use of our time.

#salestips #salesstratagy #salescoaching