SALES with ASLAN

#sALESwithASLAN welcomes back @tomStanfill to discuss personal motivation and how we can achieve anything with these 6 easy steps. Tom and I discuss how our own diet, our own health was motivation for a life changing habit that took (desire) self-motivation, a plan and support to get through. We can apply much of what we learned to selling and leading as well. Enjoy! #salestips #salescoaching

#sALESwithASLAN welcomes back President @MarcLamson to discuss the subject of how we rise above this whole virtual world we live in now. Everyone in sales is now calling (or zooming) prospects. Months ago, you would put on a nice suit and your best watch. Now you may be in shorts. So how do you differentiate? By using the technology to your advantage and to that of your client. By going the extra...

#sALESwithASLAN welcomes back President Marc Lamson to discuss the subject that he is most passionate about, Discovery. We recognize the difficulty of not being face to face but there are great advantages like the fact that you can record the meeting. Marc takes us through the key points about Asking and Responding in a way that optimizes the chance that the customer or prospect feels receptive an...

Every once in a while, #sALESwithASLAN welcomes in a rep with the practical application of ASLAN key concepts. This week, we invite @ChrisWhite back to the program to provide insight from his unique perspective as a partner and sales rep for ASLAN. We discuss the “Decision to be Other-Centered®” before each engagement, Lead with your customers Whiteboard and fan favorites like Take the Trip® and D...

We under utilize our team to sell because for several reasons, and that hurts our win rate. The truth is that nobody is best at everything, but someone is best at something. This week on #sALESwithASLAN, @MarcLamson and I discuss when to engage in team selling and the 3 main reasons people fail to use this valuable resource. #salestips #salescoaching

This week on #sALESwithASLAN, I am joined by sales maven @TomStanfill once again as we discuss our role as sales reps during the sales process. As the trusted guide,  you decide next steps in the process,  not the customer. Why? Because of your experience, you should know the most effective way to evaluate the solution. So, with that as a backdrop, Tom unlocks the 5 step process you can...

This week on #sALESwithASLAN, I am joined by sales guru @JohnCerqueira as we discuss the intentional Return On Investment (ROI) discussion that will always help you close more deals. More importantly, ROI discussions with your clients throughout the sales cycle will heighten your status as trusted advisor. Especially when you and your client decision maker deliver on your promise to one another. W...

This week on #sALESwithASLAN, we revisit the subject of some of the best and worst emails we get from salespeople. We did this once before in Episode 42 but frankly, with COVID19, more and more people are forced to engage with email. By laughing and crying and exploring what we see, we hope to give you some ideas for improving your own #prospecting email approach. This can be such a useful tool fo...

#sALESwithASLAN continues the series in delivering the perfect virtual presentation. This week, @TomStanfill and I breakdown his latest blog on how to deliver the perfect presentation, virtually. As Tom always does, he gives us some structure in the form of 8 Pro Tips we must leverage to ensure the perfect performance.  And if you want to do some homework, you can learn a lot from watching th...

#sALESwithASLAN continues the series in delivering the perfect virtual presentation. This week, @TomStanfill and I breakdown his latest blog on how to deliver the perfect presentation, virtually. As Tom always does, he gives up some structure in the form of 5 Determinations we must make to ensure we “control the stage”.  #virtualselling #salestips

#sALESwithASLAN continues to dive into the changes that COVID19 has brought upon us and those that sell for a living. This week, @TomStanfill and I breakdown his latest blog on how to deliver the perfect presentation, virtually. As Tom always does, he gives up some structure in the form of a four-step process to ensure maximum impact. This will be part 1 of a series to help you deliver again and a...

#sALESwithASLAN is all about the #salesrep to #salesmanager relationship but it’s also about treating everyone with respect. We teach about being Other-Centered® in business but really in life. This week we take a timeout from our lighthearted, ale drinking show to focus on an 8 min and 46 second message (the same 8:46 it took for the officer to and the life of George Floyd) about spreading love i...

#sALESwithASLAN is all about the #salesrep to #salesmanager relationship. And most weeks we discuss that dynamic. This week we welcome back Sales Engineering Guru Chris White from DemoDoctor.com and Ramzi Marjaba of WeTheSalesEngineers.com to outline the critical nature of the relationship between seller and sales engineer. Remembering that selling is indeed a team sport and that the choreography...

#sALESwithASLAN is all about the #salesrep to #salesmanager relationship. This week we welcome back the sales coach whisperer herself, @bobbikahler to discuss her latest trifecta of blogs. Bobbi walks us through coaching lessons learned from cross country skiing and tips to virtual coaching. Finally, we discuss that technology can be our friend but should not be our crutch or excuse for not coachi...

Many #salesreps are facing the question: what can you do on price or can you sharpen your pencil” these days. The world has changed. Companies are surviving not thriving. Customers are looking for any way they can to pinch pennies. Does that mean you should drop your price? Maybe or maybe not. What you should do is go through this three-step process first. Learn how to handle one of the most diffi...

Staying relevant in the eyes of our customers while everyone’s world is upside down can prove to be quite a challenge. John Ferguson joins me this week on #sALESwithASLAN to discuss some of the things that he has been doing that have created that trusted advisor status with his clients. How you help your clients navigate the waters of change, how flexible you are with your offer and your terms and...

How do you demo virtually? If you sell software, that’s the way you may have always done it. But for most of us, this is a new challenge. This week on #sALESwithASLAN, I am joined by ASLAN President Marc Lamson as we  unpack the three main ingredients to demonstrating our product or solution virtually. You will pick up some interesting information on improving your ability to use your words t...

We have had so much bad news lately that it is time to look at the bright side of what is happening in the market. There is a reality that never gets talked about. The reality is sellers are having more success getting buyers on the phone lately. Today on #sALESwithASLAN, I am joined the CEO of #ConnectandSell, @Chris Beall. Chris has an amazing background in data analysis and shares the light at...

We have had many discussions on #sALESwithASLAN with regard to “should you sell “right now and we know that motive is transparent. If you can solve something on your prospects whiteboard then you should help them. Is that selling? This week, I am joined by author and business owner Christ White of www.demodoctor.com . Chris and I discuss the reality of the situation and how it is impacting compani...

Sympathy means you are sorry for someone else’s misfortune. Empathy is ability to understand and share someone’s feelings. You see the difference? One can come across different than the other. Sympathy is easy, and almost patronizing  but Empathy makes a connection. Daniel Goldman discusses 3 types of empathy in his book Social Intelligence : Cognitive, Emotional and Compassionate. @MarcLamso...

This week on #sALESwithASLAN, I am joined by a small business owner David Piacitelli  of https://toplinegrowth.com/ , an outbound sales company. Dave offers great perspective on the difference between his company is handling the crisis vs an in house selling group. We discuss how all his manufacturing clients, from all markets, are dealing with the subject of selling during the pandemic. Most...

Dr. Fauci, Director of National Institute of Allergy and Infectious Disease in the United States has been in the news constantly for the past month.  His role is to help America flatten the curve on the spread of the Coronavirus and to do that, he must convince US citizens of the proper course of action. To do that, he must open up our collective #receptivity. As #salesreps, we also must focu...

The world has changed for #salesmanagers as well. This week on #sALESwithASLAN, we help those who help those who sell for a living. ASLAN founders Tom Stanfill and Tab Norris join me to discuss everything from helping #salesreps find that motivation while still focusing on the development of the rep. #salestips #salesmanager #salescoaching

The world has changed in the past few weeks and #salesreps who are used to “pressing the flesh” with their customers are now forced to sell remotely. ASLAN founders Tom Stanfill and Tab Norris join me on #sALESwithASLAN to discuss everything from motivation to tactical #salestips #salesmanager #salescoaching

This week on #sALESwithASLAN, we turn our attention from the #salesreps to the #salesmanager. ASLAN Co-Founder Tab Norris joins me to discuss the one of the three phases of coaching Align. In this episode, both coaches and reps can hear some helpful ways to structure the most productive time together and to ensure each session has the maximum benefit to the reps development. This 6 step process wi...