EP. 223 Motivating and Equipping Non-Sellers to Sell

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SALES with ASLAN

ASLAN Training and Development

236 episodes

2 days ago

Selling is serving. Let us serve you with tips, stories and experts on topics you care about. Buyer behavior has changed dramatically. Customers have more information available to them, and therefore are unreceptive, or closed, to sellers. And the harder we sell, the more closed customers become. Traditional selling approaches are working against sellers. ASLAN helps sellers make that shift, from 'typical' selling to a different approach that makes us more influential because we embrace the truth that the customer's receptivity is more important than your value prop or message.

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EP. 223 Motivating and Equipping Non-Sellers to Sell

SALES with ASLAN

42 minutes 43 seconds

5 months ago

EP. 223 Motivating and Equipping Non-Sellers to Sell

In the latest episode of Sales with ASLAN, Tom, Tab, and ASLAN president Marc explore one of the most important (yet often overlooked) dynamics in modern B2B sales: the rise of the non-seller. Engineers, consultants, lawyers, and other technical experts are now more involved than ever in influencing buying decisions. But here’s the problem, they don’t see themselves as “salespeople.”

And that’s exactly where the opportunity lies. Tune into to learn how to equip and motivate "non-sellers". In this episode we cover how to...

Ask for permission to explore the problem together.
Focus on the client’s desired outcomes, not just the features of your product or service.
Avoid information overload- simplify, clarify, and guide.
Reframe objections as opportunities to understand deeper resistance.