EP. 254 Influence Begins With Validation- Truth #17
Most sellers think influence starts when they make their case.
It doesn’t.
In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris unpack Truth #17 from ASLAN’s 30 Truths for 30 Years series: Influence Begins With Validation.
When a buyer strongly disagrees with your recommendation, the instinct is often to explain harder, present more evidence, or make a stronger argument. But that usually makes the buyer defend their point of view even more.
Tom and Tab explain why the better path to influence is to first understand and validate the buyer’s perspective. That does not mean agreeing…
The skinny
The skinny isn't ready yet — notes appear once the transcript is processed.