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 ASLAN
Ep. 19 - How To Sell Into Heavily Regulated Industries
We take questions from our audience on #sALESwithASLAN and we were recently asked "how selling into regulated industries where you cannot take notes, cannot…
- SALES with ASLAN
Ep. 18 – How to Sell The Technical Solution
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…
- SALES with ASLAN
Ep. 17 – How to Manage The Stress of Selling
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…
- SALES with ASLAN
Ep. 16 – 3 Simple Ways Salespeople Can Self-evaluate
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…
- SALES with ASLAN
Ep. 15 – Conversational Discovery
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…
- SALES with ASLAN
Ep. 14 – Handling Objections Is A Blessing and A Curse!
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…
- SALES with ASLAN
Ep. 13 – Cross Selling Within Your Accounts
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…
- SALES with ASLAN
Ep. 12 - Lessons Learned From 80 Floors Up On 9/11
If you've listened to sALES with ASLAN before, you know all about our Other-Centered® Selling approach. This week, we really personalize this concept with the…
- SALES with ASLAN
Ep. 11 - The One Thing That All Successful Sales Reps Do
It's the age-old question: If you could do one thing to create the most likelihood of success, what would it be (and would you, could you do it)? This week we…
- SALES with ASLAN
Ep. 10 – Investing in Front Line Managers and Reps
This week on sALES with ASLAN®, we discuss investing in the front lines with business owner, consultant, and sales leader, Randy Riemersma of Span the Chasm…
- SALES with ASLAN
Ep. 9 – Overcoming Obstacles in Sales and in Life
Author and Sales Leadership Coach Bobbi Kahler joins me this week on sALES with ASLAN to discuss what she overcame early in her life when she was diagnosed…
- SALES with ASLAN
Ep. 8 – Simplify The Complicated for Your Customers
Tom Stanfill joins us this week to discuss how to make it easier for our customers to understand our solutions and methodology. We can do this through the use…
- SALES with ASLAN
Ep. 7 - Sell More in 2019
This week we dive headlong into sales resolutions for the new year. We discuss practicing your sales craft, choosing your prospects and customers wisely and…
- SALES with ASLAN
Ep. 6 - What March Madness Teaches Us About Sales Coaching
In the spirit of March Madness, this week we look at the obvious and not so obvious examples of NCAA coaches who focus on key areas of players (or rep)…
- SALES with ASLAN
Ep. 5 - Coaching for Results
As we continue our deep dive into sales leadership on sALES with ASLAN, we focus our attention on one of the 3 hats that leadership wears: coaching. The first…
- SALES with ASLAN
Ep. 4 - Leadership is 1 to 1
In our latest learning opportunity here on sALES with ASLAN, we turn our attention away from the sales reps and focus on the leaders that help them succeed…
- SALES with ASLAN
Ep. 3 - Why Sales Reps Are Not Hitting Quota Pt. 2
This week we continue our deep dive into the alarming trend that is taking place in the marketplace. Why are 53% of reps are missing quota during an economic…
- SALES with ASLAN
Ep. 2 - Why Sales Reps Are Not Hitting Quota Pt. 1
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…
- SALES with ASLAN
Ep. 1 - Genesis of ASLAN®
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…
SALES with ASLANIntro- sALES with ASLAN®
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…