Sales Tools
ASLAN’s Top Resources: What’s on Our Bookshelf
You are what you read. While it sounds like a quippy little tagline that belongs on magnets and coffee mugs, it’s absolutely true, and you pick up much more through reading than you realize. From teaching you how to organize your knowledge to building subconscious models and connections in your mind, reading shapes our experiences…
Read MoreGo Sell Yourself (3 Fundamentals to Prospecting)
Have you ever stopped to think what it would take to sell yourself something? I mean to call you during dinner and really have your beliefs changed about a product or a service and get you to stop eating and invest your hard-earned money. Do you have what it takes to sell yourself? When I…
Read MoreThe Problem with Sales Techniques
The #1 Technique to Becoming a More Effective Seller: Don’t Focus on Techniques As I read all the advice and articles posted about the secret, magical words to say to a sales prospect that will always make them say yes and become a customer, I hope that everyone is reading the fine print: These ‘techniques’…
Read MoreSales Lessons from the Shark Tank: How to Lure a Shark
“Budding entrepreneurs get the chance to bring their dreams to fruition in this reality show from executive producer Mark Burnett. They present their ideas to the sharks in the tank — titans of industry who made their own dreams a reality and turned their ideas into lucrative empires. The contestants try to convince any one…
Read MoreYou Can’t Overcome A False Objection
I see a lot written about effective strategies for dealing with objections, and I agree with most of the common wisdom about handling real/honest objections. What I think most experts, and reps, fail to understand, though, is that the typical strategies or steps that are effective in responding to a real objection fail miserably when…
Read MoreHow Not to Start a Sales Training Initiative
Thinking of starting a sales training program within your organization? There is a wealth of information available on best practices and steps to implementation success. But do you know what NOT to do? The following is an excerpt from the ASLAN Training whitepaper: The Six Pitfalls of a Sales Training Initiative. Here we will cover the first…
Read MoreReferrals: Appliances, Lobster Ravioli, and Your Sales Pipeline
A common tool for the sales executive who crushes their numbers every year is having several potential customer referrals always in the sales pipeline. Do you? If not, you should probably be asking for more. Why don’t you? Are you afraid you’ll bother your customers or seem salesy (combination of sales + cheesy)? Let’s take…
Read MoreTools for Teaching
Technology has affected many fields today, especially the world of education and training. Technology is more than just trying to explain to your grandfather what exactly “the Facebook” is, it is also how many today prefer to learn. Today’s businesses depend on technology to not only make sales training less expensive, but more efficient. How…
Read MoreMy “To Do” List is More Impressive than my “Ta-Dah” List
“There is one kind of robber whom the law does not strike at, and who steals what is most precious to men: time.” This quote, attributed to Napoleon Bonaparte, is extremely applicable to salespeople. Everyone has the same number of hours in their day; the people who use them the most efficiently will be the…
Read MoreTop 6 Ways to Use Sales Technology Tools to Research and Close Your Prospects
Technology moves very quickly. This is true of any field, sales included. If you don’t move with it, it will pass you by. If you don’t know how to use the latest tools and technology platforms to close customers, then your competitors will be a step ahead of you and take those customers right out…
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