Sales Tools

ASLAN’s Top Resources: What’s on Our Bookshelf

top sales books

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…

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Go 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…

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The 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’…

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Sales 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…

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You 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…

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How 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…

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Referrals: 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…

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Tools 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…

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