Master your craft with sALES with ASLAN
This week on #sALESwithASLAN we discuss the mistake all #salesreps make when prospecting. We are born self centered and as sales people we continue to think about ourselves first. What if we could learn to learn about the person we are trying to “sell” and actually deliver value on the opening call by focusing our solution to a perceived gap in their understanding or a perceived need. Learn how many fail at this with real life examples as Tom Stanfill uses his years of experience to guide us through this challenging topic.
Former EVP of Sales, John Ferguson and current Adjunct Professor at DePaul University is an industry expert on sales management and sales coaching. John brings his 30+ years of selling and managing experience to #sALESwithASLAN to unpack the 6 steps of sales management and the 3 key functions of sales management: 1. Lead 2. Manage 3.Coach
We take questions from our audience on #sALESwithASLAN and we were recently asked "how selling into regulated industries where you cannot take notes, cannot send customized materials, etc can be overcome?" Marc Lamson joins me this week to discuss some tips that we have learned over the years that will prove helpful for those in those highly regulated industries such as pharma and financial. But don’t turn that dial if you don’t sell into regulated industries, these tips can help us all.
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 engineers and those that lead and work with them. Chris’ new book The Six Habits of Highly Effective Sales Engineers promotes team selling, better discovery, practicing your craft and many other habits that blend well in to any selling professionals repertoire. If you sell in a team or sell a technical solution, don’t miss this episode.
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. This week on sALES with ASLAN, we are joined by Marc Lamson who helps us unpack the difference between good and bad stress, how to manage the stress we do feel and how to leverage the #serenityprayer which simply states that you have the wisdom to know what you can control. We even talk about a couple of books that might help you as well How to Stop Worrying and Start Living by Dale Carnegie and Eat That Frog!: 21 Great Ways to Stop Procrastinating and Get More Done in Less Time by Brian Tracy
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 discuss ways to build “muscle memory” in our selling process how to define what good, great and even terrible might look like, and how to prepare step by step. Any sales rep listening knows that there is always room for improvement and Susan describes how we can all benefit from being more “intentional” in our preparation.
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. John Cerqueira who has close to 20 years of client facing experience helps us define what it means to humanize the selling process by focusing on what is important to the client. First focus on the problem they are trying to solve and only talk about solutions once you have a complete understanding of that problem. John has great stories of both success and failure that will help any sales rep reflect on their approach to conversational discovery.
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 means to help customers answer their questions of "Are objections good or bad?" Well we believe it is both. With hundreds of accounts and thousands of meetings under his belt, Tom has observed many of pitfalls and thus has a lot of experience of how to handle them - Learn to not overcome objections but rather help customers find their answers.
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 aspects of cross selling in two main parts: selling additional products and services within our accounts and also asking for referrals with our accounts. Don't miss out on learning about these key ways to expand our presence in our accounts. You can learn more about this concept in Marc's blog: Referrals: Appliances, Lobster Ravioli and Your Sales Pipeline.
If you've listened to sALES with ASLAN before, you know al about our Other-Centered® Selling approach. This week, we really personalize this concept with the incredible story of John Cerqueira who was 80 floors up when the planes hit the twin towers. How did John react at that moment when chaos rained down around him? John, who is the author of "Hero Sandwich: A True Story"/ talks about the life skills he learned in those intense moments and hours after impact- "when we serve others, we are most fulfilled". In this episode, you'll learn what John took away and how he has applied these lessons every day since.
It's the age-old question: If you could do one thing to create the most likelihood of sucess, what would it be (and would you, could you do it)? This week we look at the 2004 study entitled Flawed Self-Assessment: Implications for Health, Education, and the Workplace by David Dunning, Chip Heath and Jerry M. Suls and try to decipher the one thing that successful sales people do: Seek feedback. Tom Stanfill, Marc Lamson and I talk about the fact that most people have this self-perception that they are above average and are blind to their flaws. We wear a "sign" on our forehead taht all others can see but we cannot. So how do identify, deal with and apply changes to your challenge areas? Listen and find out.
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. Those of us who have been at this awhile have war stories and we hope there's a few pointers you can take away from our conversation. Make sure you comment down below or email firstname.lastname@example.org with ideas for future episodes. Also make sure to subscribe and like us on your favorite podcast platform.
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 with a catastrophic speech disability. Bobbi talks about the need for mentors and coaches to get through the tough speed bumps in life. She also tells us why she never has said she couldn't do something. You can also learn more in Bobbi's book Travels of the Heart.
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 of references, word pictures, and by telling stories. If what you are selling sounds too complicated, your customer is less likely to buy. If you would like to learn more on this topic read our blog by Tom called The Art of Simplicity: What Does It Take to Sell a Complex Idea?
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 how to outwork our competition. This particular podcast is a great compliment to our blog called 7 Questions and 7 Resolutions to Sell more in 2019.
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) development and how this ties into sales coaching. We will also discuss how to help our sales reps and sales leaders communicate more effectively. This week's topics include joint accountability, taking time to coach, leaders connecting with players one to one and finally, managing to what motivates each individual.
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 question we ponder is who do you coach wince you cannot coach everyone, there just isn't enough time. Coach those with a desire to be coached. The best coaches or catalysts avoid the two main problems. They give the appropriate amount of feedback and not 15 things to work on at once.
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. Leadership is accomplished on a 1 to 1 basis as we seek to motivate at the individual level. We as leaders need to measure in 4 dimensions vs the standard 2. Most leaders measure revenue and activity. But we need to measure results plus rep desire, productivity, and capability. Lastly, we look at the 3 hats that a sales leader wears: Lead, manage and coach.
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 upturn? And why has this trend been a problem for five straight years? In this episode, we take a look at how reps can shift the mindset of "what’s in it for me" to "what’s in it for my customer." Stop and ask yourself: Does your customer feel that they are the priority, or do they feel pressure?
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 unprecedented. It's now at an all-time low of 53% while the stock markets hit record highs.
The bottom line is that half of all sellers are failing, and it's getting worse. Something's amiss. Why is this happening? This week on the sALES with ASLAN® podcast, we dig into not only why this is happening, but how to turn this trend around. Spoiler alert: It has something to do with your customers' receptivity to your message.
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 into current trends and topics that keep sales professionals up at night. In this episode, we start at the beginning with how ASLAN came to be a successful sales training company. Our two founders tell stories about the beginning of the company, including the long days and nights spent in Tab's basement trying to figure out how to tell the world about our innovative yet common sense approach to selling. In a nutshell, this episode explains why (and how) we want to reframe the way you sell.
Buyer behavior has changed dramatically over the last several years, and salespeople have failed to change with the times. Our commitment is to help organizations "bridge the gap" in their sales force execution. To do that, we focus on the improvement of sales and service organizations by creating and delivering competency and skill development programs and processes.
The main issue is that the percentage of decision makers who are receptive to a meeting or embracing a new solution is small. And if the customer is emotionally unreceptive, your value prop, your insights, and your solution won't matter. Therefore, we start by teaching a radical approach to converting the disinterested: Stop selling and focus on enhancing receptivity.
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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