SALES with ASLAN

It dropped again. Not the stock market or consumer confidence. No, the number of reps hitting their quota declined…for the fifth year in a row. It’s unprecedented. It’s now at an all-time low of 53% while the stock markets hit record highs.

The bottom line is that half of all sellers are failing, and it’s getting worse. Something’s amiss.  Why is this happening?  This week on the sALES with ASLAN Podcast, we dig into not only why this is happening, but how to turn this trend around.  Spoiler alert: it has something to do with your customers’ receptivity to your message. 

Welcome to the inaugural episode of our sALES with ASLAN podcast series where each week, we start by highlighting our favorite Ales and Beers and then move into current trends and topics that keep sales professionals up at night.  In this episode, we start at the beginning with how ASLAN came to be a successful sales training company.  Our two founders tell stories about the genesis of the company, and the long days and nights spent in Tab’s basement trying to figure out how to tell the world about our innovative yet common sense approach to selling. In a nutshell, this episode explains why (and how) we want to reframe the way you sell.

The sALES with ASLAN Podcast Series is intended to be a light and fun way to talk about a serious subject: selling. 

Buyer behavior has changed dramatically over the last several years, and salespeople have failed to change with the times.  Our commitment is to help organizations "bridge the gap" in their sales force execution. To do that, we focus on the improvement of sales and service organizations by creating and delivering competency and skill development programs and processes.  

The main issue is that the percentage of decision makers who are receptive to a meeting or embracing a new solution is small. And if the customer is emotionally unreceptive, your value prop, your insights, and your solution won’t matter. Therefore, we start by teaching a radical approach to converting the disinterested: Stop selling and focus on enhancing receptivity.  

This podcast series will delve into fine beers and remove fears in the hearts and minds of those who sell for a living.  Join us weekly for sALES with ASLAN.