Shows / SALES with ASLAN
SALES with ASLAN
Selling is serving. Let us serve you with tips, stories and experts on topics you care about. Buyer behavior has changed dramatically. Customers have more information available to them, and therefore are unreceptive, or closed, to sellers. And the harder we sell, the more closed customers become. ASLAN helps sellers make that shift, from 'typical' selling to a different approach that makes us more influential because we embrace the truth that the customer's receptivity is more important than…
Episodes
SALES with ASLANEp. 138 - The Price is Right: How to Defend the Value of Your Solution
This week on SALES with ASLAN, Tom and Tab take on a topic that is dreaded amongst most sellers: price objection. They deliver a positive approach to this…
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Ep. 137 - Do You Need a Jumpstart?
In this episode of SALES with ASLAN, Tom and Tab talk about a new book that helps you kill the past, leverage your mistakes, and come up with a plan to Win the…
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Ep. 136 - High Trust Selling with Todd Duncan
On this week's episode of SALES with ASLAN, Tom and Tab interview Todd Duncan, the world’s #1 authority on Sales Mastery, author of 17 books, and host of his…
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Ep. 135 - Six Habits of Highly Effective Sellers (Part 2)
Chris White joins Tom and Tab again to continue their discussion about his best-selling book and share the habits that make or break our success when making a…
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Ep. 134 - Six Habits of Highly Effective Sellers (Part 1)
Chris White joins Tom and Tab to discuss his best-selling book and share the habits that make or break our success when making a technical sale.
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Ep. 133 - 10 Tips for Selling Virtually from a Pro (Part 2)
Tom Stanfill and Tab Norris continue their conversation with Genna Lepore about her success selling virtually. She reveals the remaining tips and shares how…
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Ep. 132 - 10 Tips for Selling Virtually from a Pro (Part 1)
Tom Stanfill and Tab Norris talk with Genna Lepore about her success selling virtually. She reveals how she was able to close deals 50% faster and crush her…
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Ep. 131 - The 5 Drivers to Confidence & Speaking with Authority (Part 2)
Tom and Tab continue their discussion about the 5 simple questions that will help you discover what is keeping you from being the ultimate influencer.
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Ep. 130 - The 5 Drivers to Confidence & Speaking with Authority (Part 1)
Tom Stanfill and Tab Norris share 5 simple questions that will help you discover what is keeping you from being the ultimate influencer.
- SALES with ASLAN
Ep. 129 - Is your life out of balance? Should you join the great resignation and find a new gig?
In the latest episode of SALES with ASLAN, Tom Stanfill & Tab Norris interview Marc Lamson about the struggles we all face balancing a career while raising a…
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Ep. 128 - The Tom Brady of Selling
Tom and Tab (the newly dubbed Chuck Norris of Sales Training) chat with Tyler Bergman, the #1 seller in his firm for 2021. There is much to learn from this…
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Ep. 127 - Speaking Made Simple - Mastering a Sales Presentation
Tom Stanfill and Tab Norris interview master communicator and keynote speaker Kelly Talamo. To help you nail your next presentation, Kelly shares what he has…
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Ep. 126 - 22 Pro-tips for 2022
Tom Stanfill, Tab Norris & Rob Houghtlin share 22 things to shout about in 2022. Hear what these sales veterans have to say about travel, food, music…
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Ep. 125 - Rising to the Top of One of the Largest Sales Organization in the World
Tom Stanfill and Tab Norris interview Austin Peterson. As a senior consultant at Aflac, hear what Austin has to say about what the top 10% of leaders do to…
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Ep. 124 - Lessons from a 9/11 Survivor & Hero
In this episode, Tom Stanfill and Tab Norris interview John Cerqueira. Hear what John has learned from his 9/11 experiences, his meeting with Oprah, and over…
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Ep. 123 – The Number One Driver to Changing Beliefs - Emotions (Not Logic)
In this episode, Tom Stanfill and Tab Norris discuss Part 4 of Tom’s new book UnReceptive – Changing Beliefs. They unpack the formula for building value…
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Ep. 122 – Influence Begins Here – Discovering the Truth
In this episode, Tom Stanfill and Tab Norris discuss Part 3 of Tom’s new book UnReceptive – Discovering the Unfiltered Truth. They discuss three strategies to…
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Ep. 121 - The 2 Barriers to Being Persuasive
After a brief hiatus, SALES with ASLAN is back! This week, Tom Stanfill and Marc Lamson sit down to discuss Tom's brand new book, UnReceptive. They discuss…
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Ep. 120 – Scott’s Words of Wisdom from 31 Years of Selling
This week on #SALESwithASLAN, @ScottCassidy, in his final podcast as host, delivers a few key ideas on selling success. Follow Scott on Linkedin and make sure…
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Ep. 119 – Artificial Intelligence and Conversational IQ for Sellers and Leaders
This week on #sALESwithASLAN, @TomStanfill discusses how to leverage these tools to improve prospecting and conversations. He gives examples and statics of two…
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Ep. 118 – Exposing the Unstated Emotional Needs of Your Prospect
This week on #sALESwithASLAN, @MarcLamson is back to revisit our concept of ServeMore3 in order to expose those deep unstated emotional needs that we all have…
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Ep. 117 – Is That Deal Worth Winning?
This week on #sALESwithASLAN, @TomStanfill is back again in the third of a three-part series on micro qualifying your opportunities. This week, we unpack…
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Ep. 116 – Can you win?
This week on #sALESwithASLAN, @TomStanfill is back again in the second of a three-part series on micro qualifying your opportunities. This week, we unpack how…
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Ep. 115 – Is the Opportunity Real?
This week on #sALESwithASLAN, @TomStanfill is back again to break down whether the opportunity is real and how to decide that. This 4-step process will guide…
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Ep. 114 – Emotion Not Logic is Most Important in Buying Decisions
This week on #sALESwithASLAN, @marclamson is back again to discuss how selling or influencing buyer decisions is all about convincing the emotional side of the…
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Ep. 113 – In Selling, Practice Makes Perfect
This week on #sALESwithASLAN, @stephanieboyer, professor at Bryant University, stops by to discuss how selling has become a major on many campuses today. We…
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Ep. 112 – 6 Examples of Why Sellers Who Serve are More Successful!
This week on #sALESwithASLAN, the entire ASLAN leadership comes to the pod with examples from their careers where those who put the client first are not only…
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Ep. 111 – Sales Leadership Lessons from Author and Global Sales Leader Charles Forsgard
This week on #sALESwithASLAN, @charlesforsgard joins to discuss how most leaders focus on business and not the people when the opposite works better. Charles…
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Ep. 110 – What are you really selling? Hint: It’s not your solution!
This week on #sALESwithASLAN, @tomStanfill joins once again to discuss how most sellers focus on business benefits or financial benefits of their solution…
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Ep. 109 – The 3 P’s That Drive Influence and Receptivity
This week on #sALESwithASLAN, @tomStanfill joins once again to uncover three memorable Ps to help anyone improve their ability to influence another person. It…
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Ep. 108 – Selling Lessons from 1969 NY Mets World Series Champion Art Shamsky
This week on #sALESwithASLAN, @artshamsky joins the pod to discuss the similarities (and high failure rates) of baseball and selling. Art talks about the highs…
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Ep. 107 – Lessons from a Certified Forensic Interrogation Specialist
This week on #sALESwithASLAN, @MichaelReddington, CEO of Inquasive and a specialist in interrogation, joins the pod to discuss how even the most stressful…
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Ep. 106 – The Four Stages of Building a New Capability
This week on #sALESwithASLAN, @tomstanfill joins the pod to discuss building a new habit. He takes us through the rep conscious incompetence to exposing the…
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Ep. 105 – Trouble Getting Your Prospect to Engage? Get at the Problem.
This week on #sALESwithASLAN, @tomstanfill joins the pod to discuss the power of GAP (Get At the Problem) questions. There are 3 main challenges (3 E’s) that…
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Ep. 104 – Every Employee, Every Person is a Salesperson
This week on #sALESwithASLAN, @SeanRobertson joins the pod to discuss the tremendous opportunity that companies must recognize that everyone in the company is…
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Ep. 103 – As a Sales Rep, You Should Crave Coaching
This week on #sALESwithASLAN, @MarcLamson joins the pod to discuss #salescoaching from the #salesrep point of view. Learn what you as the sales rep should do…
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Ep. 102 – Defending the Value of Your Solution
This week on #sALESwithASLAN, @TomStanfill and I discuss how to hold the line on the value of your solution. In studying thousands of sellers, here is what we…
- SALES with ASLAN
Ep. 101 – Your Position, Not Your Product Gets the Meeting (and wins the deal)
When you think about getting a meeting or winning a deal, why do you think you will succeed at either? Most likely you will win or lose based, not on your…
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Ep. 100 – 100% Club: What Makes Consistent Sales Achievement Possible?
This week on #sALESwithASLAN, we welcome back our founders to reminisce the first 100 episodes of the podcast. To celebrate #100 we asked some friends from the…
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Ep. 99 – Question Intelligence – Best Practices in Sales Questioning
This week on #sALESwithASLAN, we welcome author and professor Dr. Brian Glibkowski, an expert on question intelligence. His new book called “Answer…
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Ep. 98 – 4 Sales Lessons from the Final Four
This week on #sALESwithASLAN, we welcome back ASLAN President Marc Lamson to have some fun with the lessons we as #salesreps and #salesmanagers can learn from…
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Ep. 97 - Prospect the Account, not the Person!
This week on #sALESwithASLAN, we welcome back ASLAN President, Marc Lamson to discuss the three reasons you should not just give up on a lead if you don’t get…
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Ep. 96 – Tales from the Frontlines with Regional Vice President John Cerqueira
This week on #sALESwithASLAN, we welcome ASLAN Regional Vice President, John Cerqueira discusses the light at the end of the COVID-19 tunnel as we continue our…
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Ep. 95 - Personal Growth Comes with Pain. Is it worth it?
Most of us are passionate about growth whether it means becoming a better presenter, writer, leader. Maybe we want to earn a promotion? But there’s a cost…
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Ep. 94 – Tales from the Frontlines with former IT Sales VP, Penny Honea
This week on #sALESwithASLAN, we welcome Pacific Mills Training Partners President, Penny Honea as we continue our #TalesFromTheFrontLines series. During a…
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Ep. 93 – You want your customer to believe you are Other-Centered®? ServeMore3
This week on #sALESwithASLAN, we welcome Marc Lamson, President at ASLAN, to discuss how his own Other-Centered® approach to coaching and selling has been…
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Ep. 92 – Tales from the Frontlines with AFLAC District Sales Manager Robert Zeman
This week on #sALESwithASLAN, we welcome AFLAC District Sales Manager Robert Zeman to discuss how his own Other-Centered® approach to coaching and selling has…
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Ep. 91 – 3 Tips to a Robust Sales Pipeline
This week on #sALESwithASLAN, we welcome author Kevin McCann of the Executive Strategy Group to talk about some important tips to building a robust pipeline…
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Ep. 90 – 4 Virtual (Zoom) Challenges and How to Overcome Them
This week on #sALESwithASLAN, Marc Lamson and Tom Stanfill join to uncover nearly a years worth of challenges we have observed through clients (and…
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Ep. 89 – Selling is a Team Sport: Sales and Marketing….perfect together
This week on #sALESwithASLAN, we welcome author @SeanDuffy of @theDuffyAgency and his partner @KevinMcCaughey to discuss sales and marketing integration and…
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Ep. 88 – Top 10 Tips for Improving Closing Rates in 2021
This week on #sALESwithASAN, we welcome CEO and co-founder @tomstanfill to unveil his Top 10 list, David Letterman style. It takes a combination of mindset and…
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Ep. 87 – 5 Steps To Eliminating Coaching Frustration
This week on #sALESwithASAN, we welcome back the coach whisperer #BobbiKahler, host of her own podcast UnYielded, to discuss coaching frustration. Bobbi walks…
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Ep. 86 – How to Identify the Political Structure within Your Accounts
This week on #sALESwithASAN, we begin the new year with a special suggestion from one of our listeners. The topic of political structure within our accounts…
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Ep. 85 - The Many Ways Sales People Have Adapted to Selling in a Post COVID World
This week on #sALESwithASAN, we bring some real life sellers on the pod to discuss the may ways life has changed since COVID but more importantly, how they…
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Ep. 84 – End of Year Advice: Reflect and Give Thanks
This week on #sALESwithASAN, @marclamson joins to conclude the year with some ideas on how to leverage your holiday downtime for self-reflection and…
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Ep. 83 – Quadrant Coaching Recommendations for Those with Desire and Those Without.
This week on #sALESwithASAN, we revisit the coaching quadrant. CEO and co-founder @tomstanfill breaks down his 4 recommendations for helping those reps with…
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Ep. 82 – Quadrant Coaching Barriers: Time and Motivation
This week on #sALESwithASAN, we turn our attention those who coach for a living and those who may want to become a sales manager one day. CEO and co-founder…
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Ep. 81 – 4 Challenges Prospects Have with the New Virtual Buying Process
This week on #sALESwithASLAN, we flip the script and look at life through our prospect’s eyes. What has changed for prospects as it relates to the Virtual…
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Ep. 80 – Virtual Selling Vulnerability compared to Face to Face
Why is that we feel more vulnerable when selling virtually than we did when we could be face to face? Maybe we aren’t comfortable with the technology? Maybe we…
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Ep. 79 – Need help prospecting? Learn the Big 3 Reasons to become an elite Social Seller!
This week on #sALESwithASLAN, I welcome back ASLAN President @MarcLamson to the pod to discuss the pivotal role that social selling now plays in our selling…