SALES with ASLAN

In this episode of #SALESwithASLAN, Tom and Tab continue their conversation on buyer resistance in this age of information overload, and give additional strategies for sellers to navigate this challenge.  

In this episode of #SALESwithASLAN, Tom and Tab discuss how to navigate buyer resistance in this age of information and technology overload, giving sellers some strategies and techniques to do so. 

In this episode of SALES with ASLAN, Tom and Tab continue their discussion on what habits make leaders successful, effective, and able to ignite and drive change in their organizations. 

In this episode of SALES with ASLAN, Tom and Tab discuss what habits make leaders successful, effective, and able to ignite and drive change in their organizations. What are these superstars doing to motivate and develop their sales teams? 

In this episode of SALES with ASLAN, Tom and Tab are joined by special guest, Jesse Rome, our new VP of Training here at ASLAN. In what our hosts claim to be "the best episode ever," the guys share their perspectives on selling in a post-COVID world. They unpack how we've had to shift our approach to selling, how to be effective sellers in a hybrid work environment, and some best practices for what seems to have taken hold as our "new normal."

In this episode of SALES with ASLAN, Tom and Tab discuss how to effectively deliver a message. Most of the time, sellers (especially OtherCentered sellers), are focused on creating receptivity, eliminating buyer resistance, getting through the door, uncovering the truth, etc. etc. etc. But what do you do once you've created that fertile soil? You plant the seed. Deliver your recommendation. Today, Tom and Tab unpack a helpful framework for delivering your recommendation, which centers around the three main questions a customer usually has at this stage: How can you help me? (Connect). Why should I pick you? (Contrast). Will this really work? (Convince).

In this episode of SALES with ASLAN, Tom and Tab are re-joined by behavioral expert, keynote speaker and author, Dan Silvert. (If you missed Dan's first appearance on the pod, check out Episode 171 - The Birds.) 

During his previous feature, Dan introduced us to the 4 Behavioral Styles, illustrated by four characters: the Eagle, Parrot, Dove, and Owl. He used these characters to discuss how sellers can adapt to the four different behavior styles as they apply to customers. Today, Dan focuses on how this knowledge can also help sales leaders better understand their team members and more effectively lead, manage, and coach. 

In this episode of SALES with ASLAN, Tom and Tab talk with the #1 rep at a growing tech company called Jitterbit, Calder Justice. Tune in to hear them discuss the best question to begin every meeting, Calder's #1 key to success, and the keys to being strategic and focused. Calder also shares how NOT identifying as a seller led him to the #1 spot in his organization, as well as his passion for being a ministry entrepreneur.

In this episode of SALES with ASLAN, Tom and Tab talk to the man who literally wrote the book on Social Selling: Tim Hughes. They explore the three drives to getting more leads on LinkedIn – building a buyer centric profile, building your network, and how content that elevates you to influencer status and builds a following.

In this episode of SALES with ASLAN, Tom and Tab are joined by Dan Silvert to discuss the importance if building relationships in sales.

Specifically, they unpack the four primary behavioral styles that determine how people relate to one another and form relationships. This is key for sellers to understand because our relationships determine our influence, create receptivity, and ultimately allow us to serve our customers.