SALES with ASLAN

This week on #sALESwithASLAN we discuss the mistake all #salesreps make when prospecting. We are born self centered and as sales people we continue to think about ourselves first. What if we could learn to learn about the person we are trying to “sell” and actually deliver value on the opening call by focusing our solution to a perceived gap in their understanding or a perceived need. Learn how many fail at this with real life examples as Tom Stanfill uses his years of experience to guide us through this challenging topic.

#salesmanagement  #salestips #prospecting

Former EVP of Sales, John Ferguson and current Adjunct Professor at DePaul University is an industry expert on sales management and sales coaching. John brings his 30+ years of selling and managing experience to #sALESwithASLAN to unpack the 6 steps of sales management and the 3 key functions of sales management: 1. Lead 2. Manage 3.Coach

#salesmanagement #salescoaching 

Just a message from us to you to enjoy the long weekend.  Happy Fourth of July to all of you and please drink responsibly ;-)

We take questions from our audience on #sALESwithASLAN and we were recently asked "how selling into regulated industries where you cannot take notes, cannot send customized materials, etc can be overcome?" Marc Lamson joins me this week to discuss some tips that we have learned over the years that will prove helpful for those in those highly regulated industries such as pharma and financial. But don’t turn that dial if you don’t sell into regulated industries, these tips can help us all. 

#salestips #salestraining #SellingRegulatedIndustries

 This week on #sALESwithASLAN, I am joined by author and technical sales expert Chris White whose website www.demodoctor.com is a great resource for sales engineers and those that lead and work with them. Chris’ new book The Six Habits of Highly Effective Sales Engineers promotes team selling, better discovery, practicing your craft and many other habits that blend well in to any selling professionals repertoire.  If you sell in a team or sell a technical solution, don’t miss this episode.

#salestips #salestraining #teamselling #technicalsales 

As we approach the close of the first half of 2019, many sales leaders and sales reps are beginning to feel the stress of the 2nd quarter coming to a close. This week on sALES with ASLAN, we are joined by Marc Lamson who helps us unpack the difference between good and bad stress, how to manage the stress we do feel and how to leverage the #serenityprayer which simply states that you have the wisdom to know what you can control. We even talk about a couple of books that might help you as well How to Stop Worrying and Start Living by Dale Carnegie and Eat That Frog!: 21 Great Ways to Stop Procrastinating and Get More Done in Less Time by Brian Tracy

#salestips #salestraining #DontStress

This week on sALES with ASLAN, we are joined by long time sales expert, Susan Simon who has mastered a 3-part process for self-evaluation. In this episode we discuss ways to build “muscle memory” in our selling process how to define what good, great and even terrible might look like, and how to prepare step by step. Any sales rep listening knows that there is always room for improvement and Susan describes how we can all benefit from being more “intentional” in our preparation. 

#salestips #salestraining #BeIntentional

Today we dive deep into the concept of conversational discovery vs. the interrogation tactics that so many of us use in our discovery meetings with clients. John Cerqueira who has close to 20 years of client facing experience helps us define what it means to humanize the selling process by focusing on what is important to the client. First focus on the problem they are trying to solve and only talk about solutions once you have a complete understanding of that problem. John has great stories of both success and failure that will help any sales rep reflect on their approach to conversational discovery. 

#salestips #salestraining #Discovery

Tom Stanfill, CEO at ASLAN Training and Development joins me today to uncover the good, the bad and the ugly of objection handling. First, we define what it means to help customers answer their questions of  "Are objections good or bad?" Well we believe it is both. With hundreds of accounts and thousands of meetings under his belt, Tom has observed many of pitfalls and thus has a lot of experience of how to handle them - Learn to not overcome objections but rather help customers find their answers. 

This week on sALES with ASLAN, one of our listeners, Matt, asked us to help him #LandandExpand within his accounts. Our president Marc Lamson and I discuss the  aspects of cross selling in two main parts: selling additional products and services within our accounts and also asking for referrals with our accounts. Don’t miss out on learning about these key ways  expand our presence in our accounts. You can learn more about this concept in Marc’s blog: Referrals: Appliances, Lobster Ravioli, and Your Sales Pipeline.

#salestips #salestraining #CrossSelling