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Master your craft with SALES with ASLAN

Ep. 154 – Selling in a Recession

In the latest episode of SALES with ASLAN, Tom and Tab sit down with Chris White, sales expert, speaker, and best-selling author of The Six Habits of Highly Effective Sales Engineers.

With a potential recession on the horizon, Tom, Tab and Chris get into the current economic conditions of the market we live and work in, how to navigate the uncertainty we’re all facing, and how to remain focused on our true goal as sales professionals: to serve our customers and keep their best interests at heart.

Find the show notes for this episode, including the full transcript, here.

Ep. 153 – How to Never Forget a Name with Neil Kutzen

In this week’s episode of SALES with ASLAN, Tom and Tab are joined by Neil Kutzen, Memory Trainer and Founder of MemorizeBest, a breakthrough method in memory training that helps you become more productive and successful in both your personal and professional life by helping you remember and recall more easily.

This topic is relevant for anyone, but especially for those of us in sales who are building relationships daily. We form connections with our customers, friends, and family because of how we treat them, and a critical element of how we treat them relies on what we remember about them.

Find the show notes for this episode, including the full transcript, here.

Tune in now, wherever you get your podcasts:

Ep. 152 – Are You a Trusted Partner to Your Customers?

In the latest episode of SALES with ASLAN, Tom and Tab get into the nitty gritty aspects of the “four levels of selling.” As sellers, we’re not just “in sales” – like musicians or athletes, there are degrees of success, experience, and expertise that elevate salespeople into another league.
They discuss what those levels are and what differentiates each one from the next, as well as the strategies, tactics, and philosophy that it takes to reach the highest level of selling: trusted partner.
Find the full show notes for this episode, including the full transcript, here.
Tune in now, wherever you get your podcasts:

Ep. 151 – Sales & Parenting: Learning to Influence

In the latest episode of SALES with ASLAN, Tom and Tab take on a topic that may hit close to home for many of us out there: the similarities between parenting and sales. Both require the ability to influence (those of us who have raised or are raising teenagers definitely understand this).

In fact, many of the concepts and principles in Tom’s book, UnReceptive, were born in the “lab” of raising four teenagers.

Everything they discuss really applies to any personal relationship we have, not just as a parent. And if you can learn to apply these principles at home, you’ll have no trouble applying them in a professional setting.

Find the show notes for this episode, including the full transcript, here.

Tune in to hear Tom and Tab, both fathers, take on this fun-filled topic:

Ep. 150 – The Culture MRI: Creating a culture that attracts, retains, and produces!

This week on SALES with ASLAN, Tom and Tab are joined by guest Ben Ortlip, CEO and Founder of The Culture MRI, a tool that helps businesses quantify and measure the health of their culture. How does one measure that and also measure the impact of it?

The Culture MRI has identified 15 drivers of culture and can “report that state of culture and engagement in terms of dollars saved or lost by your company.”

Tune in now to hear Ben share what we need to know about driving vibrant culture within organizations.

Find the show notes for this episode, including the full transcript, here.

Ep. 149 – Relationships Determine Influence (Part 2)

In the latest episode of SALES with ASLAN, Tom and Tab are joined by special guest, Marc Lamson, to continue their discussion from last week’s episode about relationships and why they matter in sales.

They unpack how relationships determine our level of influence (whether in our personal lives, with customers, or as sales leaders), and how emotions play into decision-making, even in a business setting. Because at the end of the day, everyone simply wants to feel uniquely valued and understood.

Find the show notes for this episode, including the full transcript, here.

Tune in now:

Ep. 148 – Relationships Determine Influence (Part 1)

In this episode of SALES with ASLAN, Tom and Tab discuss a subject that they believe is “the most important topic we will ever talk about.” What subject could possibly deserve this superlative? Drum roll please… relationships.

Specifically, how to have successful and fulfilling relationships – not only with our customers, but with the people we care about the most. While this topic isn’t the most flashy, exciting, or measurable – it is the foundation of everything that we do in sales. Relationships matter.

Find the show notes for this episode, including the full transcript, here.

Tune in now to hear Tom and Tab’s insights:

Ep. 147 – A Conversation with Sales’ #1 Authority, Jeb Blount

In this week’s episode of SALES with ASLAN, Tom and Tab are joined by Jeb Blount, Founder & CEO of Sales Gravy. With over 29 million downloads on his podcast and a host of best-selling books under his belt, Jeb Blount is making a name for himself as one of the most notable thought leaders of our time.

In this packed conversation, they discuss Jeb’s journey to becoming one of the most well-known and well-respected authorities in the world of sales, the keys to leadership and coaching in sales, and his latest book, Selling The Price Increase.

Find the show notes for this episode, including the full transcript, here.

You won’t want to miss this one:

Ep. 146 – 7Ks of Confidence (Part 2)

This week on SALES with ASLAN, Tom and Tab continue their discussion from the last episode on what drives confidence. It’s a critical ingredient in the recipe for influence and success, especially for those of us in the world of sales. Based on their experience working with thousands of top-performing sellers over the years, Tom and Tab highlight the remaining keys to building confidence.

Find the show notes for this episode, including the full transcript, here.

Ep. 145 – 7Ks of Confidence (Part 1)

In the latest episode of SALES with ASLAN, Tom and Tab discuss what drives confidence. It’s a critical ingredient in the recipe for influence and success, especially for those of us in the world of sales. Based on their experience working with thousands of top-performing sellers over the years, Tom and Tab highlight seven keys (things you need to know) to build confidence.

Find the show notes for this episode, including the full transcript, here.

Ep. 144 – The Mistakes That Make Us

In the latest episode of SALES with ASLAN, Tom and Tab discuss the power of making mistakes and the importance of learning from our failures, even more so than our successes. They unpack some of their own mistakes over the past three decades of selling, what they’ve gained from failure, and how those moments of error can be leveraged to elevate our capacity to learn and grow.

Find the show notes for this episode, including the full transcript, here.

Ep. 143 – 2 Pro Tips for Effective Negotiation in Sales

In the latest episode of SALES with ASLAN, Tom and Tab discuss the difficulty and importance of negotiating in sales, especially when it comes to defending the value of your solution. They highlight two of the most surprising things about negotiation (that most sellers miss!), as well as a strategy that can help you change the emotional temperature of the buyer/seller relationship, moving it from an adversarial dynamic to a partnership where both parties ultimately benefit.

Find the show notes for this episode, including the full transcript, here.

Ep. 142 – Achieving the Impossible

On this week’s episode of SALES with ASLAN, Tom and Tab discuss our ability to accomplish truly remarkable things – not only in sales, but in any aspect of life.

We can all bring to mind an example of someone who has achieved something incredible, overcome unbeatable odds, or found success beyond what seems possible.

How do they do it? We often think that there is something unique, different, or special about these people; that they were born this way, destined for success. Most of us doubt we can achieve the same things. But that’s not true.

So, what sets these people apart? How do they accomplish such remarkable things? And how can we do the same?

Join Tom and Tab as they discuss 4 keys to “achieving the impossible.”

Find the show notes for this episode, including the full transcript, here.

Ep. 141 – Mental Fitness with Bobbi Kahler

This week on SALES with ASLAN, Bobbi Kahler joins Tom and Tab to discuss mental fitness and its importance for all of us, especially those of us in the world of sales. Mental fitness is our ability to respond to life’s challenges, stressors, and opportunities with a positive mindset.

Why does this matter? When we respond with a positive mental mindset, we are more resilient, more creative, we negotiate better, we’re more productive, and we take clear headed action.

Find the show notes for the episode, including the full transcript, here.

Ep. 140 – How to Navigate Selling a Total Solution

On the latest episode of SALES with ASLAN, Jason Smith joins host Tom Stanfill to discuss how sellers often get very comfortable selling just a couple of products from their portfolio, and customers become interested in only those few products. With his extensive sales experience, Jason shares his insights on how can sellers move from selling a single hot product, to selling a total opportunity and complete solution.

Find the show notes for this episode, including the full transcript, here.

Ep. 139 – Tips for Technical Selling

In this episode of SALES with ASLAN, Marc Lamson joins Tom Stanfill to discuss a common challenge in many sales organizations: when technical sellers represent a solution, they are often very adept at communicating complex information, but may have some difficulty with influence and soft skills. With his sales and engineering background, Marc offers up key insight to help highly technical sellers hone their soft skills and ability to influence.

Find the show notes for this episode, including the full transcript, here.

Ep. 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 tough subject, sharing how to defend the value of your solution and respond to those objections that may crop up when discussing price with your customers and prospects.

Find the show notes for this episode, including the full transcript, here.

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 Day.

Find the show notes for this episode, including the full transcript, here.

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 own podcast, “Where SUCCESS Happens.” They discuss how to increase trust and reduce tension, conversational productivity, how to “make fear and failure your friend,” as well as the key truth that “transactions will make you a living, but relationships will make you a fortune.” These life lessons have carried Todd through his entire career of equipping people with strategies around growth, relationships, performance, business and life transformation.

Find the show notes for this episode, including the full transcript, here.

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 technical sale.

Find the show notes for this episode, including the full transcript, here.

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.

Find the show notes for this episode, including the full transcript, here.

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 six tips and shares how she was able to close deals 50% faster and crush her number during the pandemic.

Find the show notes for this episode, including the full transcript, here.

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 number during the pandemic.

Find the show notes for this episode, including the full transcript, here.

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.

Find the show notes for this episode, including the full transcript, here.

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.

Find the show notes for this episode, including the full transcript, here.

ASLAN’s new podcast series is intended to be a light and fun way to talk about a serious subject: selling.

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