The secret to making difficult sales easy

Tom Stanfill’s marketing podcast

In this episode Tape Marketing Podcast, I interviewed Tom Steinfeld.Tom He is the CEO and co-founder of ASLAN Training, a global sales support company that has been among the top 20 sales force for 9 consecutive years. Since 1996, ASLAN has worked with many Fortune 500 companies and trained more than 100,000 sellers and leaders in more than 35 countries.Tom tooAuthor of a book Not accepted: better ways to lead, sell, and influence – Launched in November 2021.

Key points:

Today, people are distracted, overwhelmed, and isolated-as a result, the acceptance of another sales pitch, phone call, or email has dropped drastically. The harder you sell, the more likely you are to resist.

In this episode, I talked to Tom Stanfill, CEO and co-founder of ASLAN Training about his new book—— Not accepted:A better way to lead, sell and influenceHe shared why audience acceptance is far more important than the power of information, and provided solutions that contrast sharply with traditional sales methods.

Questions I asked Tom Stanfill:

• [2:05] Can you talk about how you use your book title “unReceptive” in a sales environment?
• [4:14] If the customer does not accept it, will the value proposition disappear?
• [5:21] What role does marketing play in making salespeople more receptive?
• [6:24] Today I received a lot of basic calls in some form. The challenge is that even if they try to solve the problems I encountered — one in 25 may be the answer to my prayers — I don’t have time to figure out whether this is the case. How do you become the only solution, how do you clearly become the one in 25 solution?
• [7:39] You mentioned what their thoughts are on their whiteboard—how do I see, how do I know what is on their whiteboard?
• [11:31] Does a typical salesperson have to be a higher-level thinker?
• [14:19] How important is listening?
• [16:08] What is the difference between virtual sales and face-to-face sales?
• [17:51] How hard is it to learn this method, and the conversion is not acceptable?
• [21:28] Where can people find more information about your new book unRecepitive and the work you do with sales people?

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This episode of the Duct Tape Marketing Podcast is created by HubSpot Podcast Network.

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