Podcast appearances and mentions of tom stanfill

Welcome back to Accelerate Your Business Growth! In this episode, host Diane Helbig sits down with Tom Stanfill, CEO and cofounder of Aslan Training, a global sales enablement company recognized for its impressive work training over 100,000 sellers worldwide. Tom is also the author of "Unreceptive: A Better Way to Sell, Lead, and Influence," and he's devoted his career to helping sellers overcome buyer resistance. Today's conversation dives deep into why buyers have become so resistant to traditional sales approaches—and, more importantly, what sellers can do about it. Tom introduces us to concepts like the "drop the rope" technique and the power of making your prospects the hero of the story to create receptivity and genuine connection. Diane and Tom explore the underlying motives that drive buyer behavior, the impact of authenticity in sales conversations, and concrete strategies to foster trust, uncover the unvarnished truth from prospects, and influence without manipulation. Whether you're a seasoned sales pro, a small business owner, or simply looking to communicate more effectively and authentically, this episode is packed with actionable wisdom to help you open closed doors and accelerate meaningful business growth. If you are a small business owner or salesperson who struggles with getting the sales results you are looking for, get your copy of Succeed Without Selling today. Learn the importance of Always Be Curious. Accelerate Your Business Growth is proud to be included on the list of the 45 Best Business Growth Podcasts. We are also honored to be selected by FeedSpot as one of the Top 10 Growth Hacking Podcasts, Top 25 Evergreen Podcasts and Top 50 Business Growth Podcasts on the web. Each episode of this podcast provides insights and education around topics that are important to you as a business owner or leader. The content comes from people who are experts in their fields and who are interested in helping you be more successful. Whether it's sales challenges, leadership issues, hiring and talent struggles, marketing, seo, branding, time management, customer service, communication, podcasting, social media, cashflow, or publishing, the best and the brightest join the host, Diane Helbig, for a casual conversation. Discover programs, webinars, services, books, and other podcasts you can tap into for fresh ideas. Be sure to subscribe so you never miss an episode and visit Helbig Enterprises to explore the many ways Diane can help you improve your business outcomes and results. Learn more about your ad choices. Visit megaphone.fm/adchoices

Congratulations! You've made it to the finals. The client has narrowed down their choices, and you're officially in the running. But this is not the time to sit back and hope your proposal speaks for itself; this is where the real work begins.In Part 3 of our RFP Series on the SALES with ASLAN podcast, Tom Stanfill and Tab Norris discuss the critical transition from a reactive approach to a proactive post-RFP strategy. This episode lays out a game plan for what happens after your proposal makes it through the initial round and how to position your team to win.

In this thought-provoking episode of Sales With Aslan, Dr. Randy Ross joins Tab Norris and Tom Stanfill to dive into his latest book, Make Life Good. They explore powerful themes like success vs. fulfillment, purpose-driven leadership, and why true satisfaction comes from serving others. Dr. Ross challenges us to go beyond self-interest and focus on making a positive impact, sharing insights on how small acts of kindness can transform both life and business. Tune in for a conversation that will inspire you to find your purpose, lead with impact, and make life truly meaningful. #PurposeDriven #Leadership #SalesWithASLAN #MakeLifeGood #ServeOthers

In this episode of Sales with ASLAN, hosts Tom Stanfill and Tab Norris demystify business discovery meetings, offering practical insights to help you hit your numbers and better serve your customers. They explore the challenges of shifting from product-focused selling to offering total solutions and the difficulties of engaging with higher-level executives. Tom and Tab highlight the importance of aligning with business goals, showing how effective questioning can demonstrate value to decision-makers. They emphasize the need for genuine curiosity and humility, fostering meaningful learning opportunities with executives.

In this episode of Sales with ASLAN, hosts Tom Stanfill and Mark Lamson tackle the key strategies sellers need to succeed in today's competitive market. They introduce the "Three C's"—Connect, Contrast, and Convince—as essential pillars for elevating your sales game and overcoming the challenges of distracted, overwhelmed buyers. Listeners will learn how to Connect their solutions to the buyer's specific needs, tailoring their message to address what matters most. Discover how to Contrast your offering against the competition and highlight what makes it unique, ensuring your message cuts through the noise. Finally, master the art of influence by learning to Convince with emotional storytelling, success stories, and vivid analogies that resonate with buyers on a deeper level.  Whether you're navigating virtual meetings, long sales cycles, or complex buyer behaviors, this episode offers actionable insights that will help you stand out, build trust, and close more deals. Tune in to gain practical tips and strategies to master the Three C's and elevate your role as a trusted partner in today's fast-paced sales landscape.

Join us as we celebrate 200 episodes of Sales with Aslan! In this special episode, Tom Stanfill, Scott Cassidy, Marc Lamson, and Tab Norris reflect on the podcast's journey and discuss how the sales landscape has evolved. From AI and virtual selling to the impact of COVID-19, we'll explore the key trends shaping the industry. Discover the importance of and how to adapt in this new era of selling.

Our guest today is Tom Stanfill. Tom is an expert at adapting sales teams and processes to the new reality that the buyer is in control and that the buyer does not want to be sold. In today's episode, we will discuss ideas and principles that Tom wrote about in his book, UnReceptive: A Better Way to Sell, Lead & Influence. If you apply his principles, you can grow your sales; especially with customers that haven't given your services or product serious consideration.  Tom Stanfill is CEO and co-founder of ASLAN Training, a global sales enablement company appearing for nine consecutive years in the Selling Power Top 20. Since 1996, ASLAN has worked with many Fortune 500 companies, training more than 100,000 sellers and leaders in over 35 countries. Tom is dedicated to helping sellers eliminate buyer resistance and cultivate receptivity. After listening to today's episode, visit Tom's website to learn how to turn disinterested buyers into receptive buyers.  

Our guest today is Tom Stanfill. Tom is an expert at adapting sales teams and processes to the new reality that the buyer is in control and that the buyer does not want to be sold. In today's episode, we will discuss ideas and principles that Tom wrote about in his book, UnReceptive: A Better Way to Sell, Lead & Influence. If you apply his principles, you can grow your sales; especially with customers that haven't given your services or product serious consideration.  Tom Stanfill is CEO and co-founder of ASLAN Training, a global sales enablement company appearing for nine consecutive years in the Selling Power Top 20. Since 1996, ASLAN has worked with many Fortune 500 companies, training more than 100,000 sellers and leaders in over 35 countries. Tom is dedicated to helping sellers eliminate buyer resistance and cultivate receptivity. After listening to today's episode, visit Tom's website to learn how to turn disinterested buyers into receptive buyers.  

This is episode 567. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. TOM'S TIP: "The numbers of customers that are receptive to talking to sellers is rapidly declining. People aren't getting meetings, customers want to talk to you about what they already know, they don't want to talk to you about what they don't know, or what they're not buying from you. It's a big challenge. The solution to the problem is very counterintuitive. The the customer's willingness to listen is far more important than your ability to communicate."

Tom Stanfill is the Co-Founder and CEO of ASLAN Training and the author of UnReceptive. A customer's willingness to listen matters more than your ability to communicate. Tom discusses the concept of receptivity and how unreceptive buyers refuse to be influenced by sellers. Tom digs into identifying emotionally closed customers and honing skills beyond playbooks and strategies to influence a customer's willingness to listen. Andy also puts a spotlight on many sellers' reliance on top of funnel and a rather lazy acceptance of low rin rates. HIGHLIGHTS Find common ground in the customer's whiteboard Observing a shift from salesy to authentic sales behavior Influence a customer's willingness to listen Low win rates: Product-market fit or bad selling?  QUOTES Persuading an emotionally-closed person will backfire - Tom: "It comes from this principle that I call the Cornerstone Principle because it's a cornerstone of everything we teach is that, when someone's emotionally closed, the more you try to persuade them, the more closed they become." Start a conversation based on the customer's whiteboard - Tom: "Most people really do have a whiteboard. If they don't, metaphorically, they have a whiteboard and the whiteboard is real simple. They want something. Everybody wants something, and then they have a plan to get there. Everybody. And so, if I start with what's on their whiteboard, it always captivates their attention."  Helping customers authentically creates a competitive advantage - Tom: "Drop the rope. Don't try to manipulate people and control them because control's just an illusion, and people will respond. And that is a competitive advantage that you will have that will separate you from the 98 other people that are sending the same emails and the same LinkedIn requests and the same message over and over again." Find out more about Tom in the links below: LinkedIn: https://www.linkedin.com/in/tomstanfill/ Company website: https://www.aslantraining.com/ Book website: https://www.unreceptivebook.com/ More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World's leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

Today's modern sellers don't have a pipeline problem, an access problem, or conversion problem — They have a receptivity problem.There is a 120% decline in customers who are willing to talk to sellers when evaluating a solution.So how DO you break through an unreceptive buyer? Join me for a conversation with Tom Stanfill, author of the book Unreceptive, and someone who really gets modern selling. ★ Support this podcast ★ This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit happyaf.substack.com/subscribe

Tom Stanfill is the author of UnReceptive: A Better Way to Sell, Lead, & Influence and is CEO and co-founder of ASLAN Training, a global sales enablement company appearing for nine consecutive years in the Selling Power Top 20.    In this episode, Tom talks about what sellers can do to help eliminate buyer resistance and cultivate receptivity.    Here are some of the topics covered in this episode: People are rejecting a sales call not a solution What it means to “drop the rope” and take the viewpoint of the buyer Elevating your position by becoming an expert in your buyers' space  What happens when you make your customers the hero of the story   More From the Guest Linkedin: https://www.linkedin.com/in/tomstanfill/ Tom's sales training - https://www.aslantraining.com Buy Tom's book - https://www.unreceptivebook.com   Listen to more episodes of the Outside Sales Talk here! https://www.badgermapping.com/podcast     Start Selling More Today with Badger Maps - The #1 Route Planner for Field Sales See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/    If you love the Outside Sales Talk podcast, you'll also love Badger's newsletters!  Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.   Are you in? Subscribe to Badger Maps' newsletters now! https://www.badgermapping.com/newsletters/

Are you struggling with prospects and clients that are unreceptive to you and your value proposition? You're in the right place. Our guest, Tom Stanfill, author of the book, Unreceptive, coaches us on how to create receptivity! Customers' willingness to work with sellers to evaluate their solutions has declined by 120% in the last three years. The success rate in getting meetings with new prospects is less than 2%. In this environment, Tom believes the only way to guarantee success in sales is to acquire a new mindset and skill set so we can stop selling and start focusing on creating receptivity. If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What's great about Selling From the Heart is how it takes a different approach to driving sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!

Tom Stanfill joins our host, Diane Helbig, to explore how receptivity is the the key to building your Pipeline, Growing Accounts, and Closing Deals. Tom Stanfill is CEO and co-founder of ASLAN Training, a global sales enablement company appearing nine consecutive years in the Selling Power Top 20. Since 1996, ASLAN has worked with many Fortune 500 companies, training over 100,000 sellers in over 35 countries. Tom is dedicated to helping sellers eliminate buyer resistance and cultivate receptivity. He is a featured columnist for CEO World and the author of UnReceptive: A Better Way to Sell, Lead & Influence. Each episode of this podcast provides insights and education around topics that are important to you as a business owner or leader. The content comes from people who are experts in their fields and who are interested in helping you be more successful. Whether it's sales challenges, leadership issues, hiring and talent struggles, marketing, seo, branding, time management, customer service, communication, podcasting, social media, cashflow, or publishing, the best and the brightest join the host, Diane Helbig, for a casual conversation. Discover programs, webinars, services, books, and other podcasts you can tap into for fresh ideas. Be sure to subscribe so you never miss an episode and visit Helbig Enterprises to explore the many ways Diane can help you improve your business outcomes and results. Learn more about Tom Stanfill at Helbig Enterprises.

On the latest episode of SALES with ASLAN, Jason Smith joins 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.

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.

Our guest today is Tom Stanfill. Tom is an expert at adapting sales teams and processes to the new reality that the buyer is in control and that the buyer does not want to be sold. In today's episode, we will discuss ideas and principles that Tom wrote about in his book, UnReceptive: A Better Way to Sell, Lead & Influence. If you apply his principles, you can grow your sales; especially with customers that haven't given your services or product serious consideration. Tom Stanfill is CEO and co-founder of ASLAN Training, a global sales enablement company appearing for nine consecutive years in the Selling Power Top 20. Since 1996, ASLAN has worked with many Fortune 500 companies, training more than 100,000 sellers and leaders in over 35 countries. Tom is dedicated to helping sellers eliminate buyer resistance and cultivate receptivity. After listening to today's episode, visit Tom's website to learn how to turn disinterested buyers into receptive buyers.

Tom Stanfill and Tab Norris continue their conversation with Genna Lepore about her success selling virtually. She reveals the remaining tips and shares how she was able to close deals 50% faster and crush her number during the pandemic.

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.

Tom Stanfill and Tab Norris share 5 simple questions that will help you discover what is keeping you from being the ultimate influencer.

In the latest episode of SALES with ASLAN, Tom Stanfill & Tab Norris interview Marc Lamson about the struggles we all face balancing a career while raising a family-until he found his passion, and 2 simple, life-changing tools.

Tom Stanfill and Tab Norris interview a master communicator and keynote speaker Kelly Talamo. To help you nail your next presentation, Kelly shares what he has learned in his 30+ years of standing on stages. He talks about his secrets to preparation, stage fright, nailing down your core message and how to keep the audience engaged.

Interview with Author and Sales Training Guru Tom Stanfill. The number of customers who would rather talk to a bot or do a Google search than talk to a seller has more than doubled in the past three years. That explains why – even with all the advances in sales enablement tools – the number of sellers “hitting their quotas” continues to decline. Traditional approaches to selling are backfiring on the growing population of “unreceptive” deciion makers. Richard “Capt'n” Henderson interviews Tom Stanfill, who has a surprisingly simple solution: Shift the focus from crafting the perfect message to creating receptivity. Tom Stanfill is CEO of ASLAN Training and author of unReceptive: A Better Way to Sell, Lead & Influence (UnreceptiveBook.com). He's shifting the entire art of selling to lasting relationships; that could help set you up for long-term sales success. Subjects discussed in podcast include: What made Tom Stanhill want to tackle writing his book unReceptive: A Better Way to Sell, Lead & Influence The approach to “unreceptive” selling starts with addressing selling barriers Motivating the customer to take action, in what may often be a virtual sales connection “Servant Selling” – What are ways to serve the customer for better long-term results? Converting the unreceptive requires you to “validate the view” of your customer Post-Sale: How do you keep selling barriers from creeping back in with a client? Maintaining long-term leadership and influence with your client through the selling process Subscribe to Home Business TV YouTube Channel (Click)  Subscribe to the Home Business Podcast Home-Based Business Start-Up Guide Episode Sponsor:  Episode Sponsor: Hotels, Etc. * https://HotelsEtc.com/Go Interview Guests: Tom Stanfill, CEO of ASLAN Training, and author of unReceptive: A Better Way to Sell, Lead & Influence[/caption]                         Your Host:        

Tom Stanfill, Tab Norris & Rob Houghtlin share 22 things to shout about in 2022. Hear what these sales veterans have to say about travel, food, music, relationships, and, of course, selling.

Tom Stanfill and Tab Norris interview Austin Peterson. As a senior consultant at Aflac, hear what Austin has to say about what the top 10% of leaders do to consistently hit their number.

In this episode, Tom Stanfill and Tab Norris interview John Cerqueira. Hear what John has learned from his 9/11 experiences, his meeting with Oprah, and over 20 plus years of selling.

unReceptive: A Better Way to Sell, Lead, and Influence by Tom Stanfill About the Book: A large and growing number of people are distracted, overwhelmed, and isolated today and this has resulted in a steep decline in receptivity to another sales pitch, call, or email. And the harder you try to sell, the greater the resistance. Unreceptive reveals the surprisingly simple and refreshing solution to this problem that is a sharp contrast to traditional approaches to selling, revealing why the receptivity of an audience is far more important than the power of the message. In this groundbreaking new guide, Tom Stanfill shares his proven methodology, road-tested over decades by hundreds of thousands of sales professionals, workshop participants, and industry experts, on how to convert even the most disinterested prospects and customers. This book will show you how to: Eliminate resistance and make selling easy and enjoyable, while experiencing a deeper sense of purpose. Overcome the five receptivity barriers – the customer's perception of you, opening a “closed” door, uncovering the unfiltered truth, changing beliefs, and motivating the customer to take action. Adopt the tested and true operating system used by the most persuasive and influential people. When you shift the focus from crafting the perfect message to creating receptivity, you flip the entire art of selling on its head and form lasting relationships that set you and your customers up for lasting success. About the Author: Tom Stanfill is CEO and co-founder of ASLAN Training, a global sales enablement company appearing nine consecutive years in the SellingPower Top 20. Since 1996, ASLAN has worked with many Fortune 500 companies, training more than 100,000 sellers and leaders in over 35 countries. And, interesting facts – he and his wife Claire have 14 grandchildren, and in the hot Georgia summer of 1980, Tom had the dream job of riding in a non-air-conditioned truck delivering 500 Coca Cola machines. He got the job because he was dating the Coca-Cola company president's daughter! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/unreceptive-tom-stanfill

In this episode, Tom Stanfill and Tab Norris discuss Part 4 of Tom's new book UnReceptive – Changing Beliefs. They unpack the formula for building value (Action = Belief + Care) and a simple but effective strategy to ensure the customer instantly grasps the impact of your recommendation.

In this episode, Tom Stanfill and Tab Norris discuss Part 3 of Tom's new book UnReceptive – Discovering the Unfiltered Truth. They discuss three strategies to getting the decision maker to open up about the good stuff – the informal decision drivers.

Sales-related talents apply not only to sales-related tasks but also to every aspect of our lives. On the other hand, sales may be the highest kind of service. My guest today is the CEO and co-founder of ASLAN Training. ASLAN Training is a worldwide sales enablement firm ranked in the SellingPower Top 20 for nine consecutive years. Also, he is the author of the recently published book UnReceptive, which explores building influence with others in the surrounding environment. ASLAN has partnered with several Fortune 500 organizations since 1996, educating more than 100,000 sellers and leaders. He generates content that enables individuals to live more effectively, sell more effectively, and serve more effectively. Tom Stanfill, an author, CEO, public speaker, sales expert, and thought leader, joins us today to share his million worth of knowledge and experience. ASLAN – Tom shares the exciting story behind the name of his company, ASLAN.Relationships – Most of the time, we are never happier than our relationships. Tom discusses how and why he always tries to maintain the best quality in his relationships.Sales techniques – We discuss how to embed sales techniques to improve our lives throughout the discussion. UnReceptive - Tom describes some critical arguments in his just-released book UnReceptive. Being Unreceptive – There can be numerous reasons for someone to be unreceptive. Tom shares what he believes as the reasons for someone to be so. Validate the views – Until we validate the other person's point of view, they will never see your point of view. We talk about the significance of validating the other person's point of view.Power of word pictures – Tom explains the power of word pictures mentioning one of his personal experiences with his daughter.Tug of war – We have no control over anybody else. We can only exert influence. Mentioning the above, Tom nicely explains the concept of tug of war.Resources:Connect with Tom:Website: aslantraining.com/LinkedIn: linkedin.com/in/tomstanfill/Instagram: instagram.com/tostanfill/UnReceptive: unreceptivebook.com/Mentioned in the Episode:Popular by Tinder Baldwin: tindellbaldwin.com/popular/Unreceptive: A Better Way to Sell, Lead, and Influence, Tom Stanfill: youtube.com/watch?v=zSGfAx5AlTg&t=11sAre your Customers Unreceptive to your Sales Efforts: youtube.com/watch?v=yi0XBbgr6ak&t=7sThe Lion, the Witch and the Wardrobe: goodreads.com/book/show/100915.The_Lion_the_Witch_and_the_Wardrobe?from_search=true&from_srp=true&qid=1f9YZyi0hU&rank=1

Professional Selling Tips you'll learn today on The Sales Podcast... People make emotional decisions Most customers and prospects are emotionally closed to speaking to sales reps Our hunger and desire to make a sale works against us Think of selling like farming The quality/fertility of the soil The quality of the seed Start with the soil In sales we just think of our seed, i.e., the value prop   They're not rejecting your solution, they're rejecting your sales call." How to get the prospect to listen Do the groundwork Life is not fair How to hit your number Make it easier to convert these larger numbers They're not rejecting your solution, they're rejecting your sales call Customers don't want to talk to sales reps They will engage with a bot or engage their own network It's simple, but not easy to do It's easy to understand We're the hero of the story at the beginning We need to figure out how to get the prospect to want to listen The simplest way to get a prospect's attention is to start with "Because you..." You need to know what's on their whiteboard "You must enter the conversation going on in the mind of the prospect."     If you miss, start with something else Communicate a disruptive truth like a better way to solve a problem they have Be different The reticular activation system Sales is about alignment Speak to others in the organization to find out what's on their whiteboard Engage the gatekeeper We all have to influence, even at home We're never happier than our relationships Hearing no early is a win Sales Growth Tools Mentioned In The Sales Podcast Get the book and bonus content at "Unreceptive Book" Get great sales training for your team at Aslan Training  

After a brief hiatus, SALES with ASLAN is back! This week, Tom Stanfill and Marc Lamson sit down to discuss Tom's brand new book, UnReceptive. They discuss what drove Tom to write the book, why it's important, and the aspect of selling that sellers hate: unreceptive customers. Tune in to hear Tom's insights on how to overcome 2 important barriers to having real influence with a customer. Cheers!

Prospecting has become one of the most difficult steps in the sales cycle. But, what can modern sellers do to turn the tide and get disinterested prospects to lean in and want to explore new solutions to their problems? That's the question we set out to answer in this episode of the Modern Selling Podcast with my special guest and prospecting guru, Tom Stanfill, as we explore the invaluable sales strategies he outlines in his new book, unReceptive: A Better Way to Sell, Lead, and Influence. Tom Stanfill is the CEO and Co-Founder of ASLAN Training, a global sales enablement company that provides sales training to a wide range of Fortune 500 clients including household names such as HP, Aflac, Johnson & Johnson, Merck, and FedEx. ASLAN has served more than 100,000 sales professionals in over 35 countries.  For eight years in a row, Selling Power magazine, the premier industry publication for sales professionals, has named ASLAN as one of the nation's top sales training companies. Mastering the art of sales conversations in an age when prospects are constantly experiencing information overload is why many tout Tom's book, unReceptive: A Better Way to Sell, Lead, and Influence, as being the must-read in this post-pandemic marketplace. Be sure to listen in to the full conversation as we dive deeper into Tom's sales methodologies that work to help modern sellers book more sales meetings, close more deals, and better engage modern buyers. Whether you're a sales leader, a sales enablement manager, or an individual seller, there are lots of sales gems in this episode. Download it now to start listening. Why Is Traditional Selling Not Working? How we sell to modern buyers has drastically changed over the past two years. From in-person meetings having to quickly pivot to online Zoom calls, getting your prospect to open your sales emails or respond to your cold outreach attempts has become even more difficult. That's why nearly 70% of sales reps acknowledge that prospecting is the most time-consuming part of the sales cycle. With buyers having so many options to choose from and the growing presence of what I call, digital pollution, bombarding B2B prospects with an endless drip of sales messages simply won't work to more book sales meetings. So, to get to the heart of why traditional sales techniques are obsolete, I asked Tom to share some of his insights on the topic. “The research is really eye-opening because a customer's willingness to work with a seller to evaluate their solution has declined 120% in the last three years. When a customer is emotionally closed, the traditional approach to selling and influencing doesn't work – it actually backfires. Because of the explosion of information, people are more isolated and they're less receptive to any type of sales message,” Tom explains. Also, according to Tom, just 8% of sales reps have consistently met their quota over the last 24 months. So, the question then becomes: what should modern sellers be doing to move the sales needle to get the attention of the unreceptive prospect? His detailed answer is quite telling, so be sure to tune for the full conversation to hear his response and the strategy he says works to 2x the number of booked sales meetings. How Do You Win Over Unreceptive Prospects? I wanted to get to the heart of what's working to get the disengaged prospect to at least be open to an initial conversation. At Vengreso, with our Modern Sales Mastery program, we teach sales leaders and reps to lead with personalization and value – not hardcore selling, if they want to authentically engage and build relationships with their prospects and customers. However, what's equally important is to leverage the art of social selling to reach prospects where they are with messages that speak to what they are trying to achieve or what problem they are looking to solve. Tom adds to this methodology, with an insightful piece of sales advice, “There's a natural amount of tension in a sales conversation, just by the nature that you are trying to sell them something. But, when you ‘drop the rope' as I call it and acknowledge that maybe your solution isn't the best fit for them, now you'll start to see them open up because they don't feel like you're selling them anymore.” We take a similar approach in our PVC sales methodology, where we teach sellers that the goal isn't to pitch your product and to convince the prospect to buy. Rather, the real goal of a sales conversation is to listen, gather information about their pain points, and equip the prospect with the key information they need to see that your offering can address their needs. Download and listen to the entire episode to hear how Tom applies his ‘drop the rope' method to a real-world selling scenario. Even this part of the conversation alone can help sales teams get better results. How Should Modern Sellers Approach the Sales Conversation? I wanted to get Tom's point of view on what sales reps really should be saying and doing to book more sales meetings, if prospects are more unreceptive now than ever before. “Here's a simple thing that makes it super easy to get a meeting. If you want to get a meeting, you get somebody's attention, you lead with what's on their whiteboard... It's either something they want or a problem they have in getting what they want that will always get their attention. But here's the hard part, you may not know what's on their whiteboard. So, that's where the real work starts.” Tom's insights were music to my sales ears! With our digital sales methodology, we teach that effective prospecting is all about doing good research. Modern sellers must know what keeps their prospects up at night and what pressing problems are they looking to solve right now. The more tuned in you are to your prospect's needs, the more equipped you'll be to craft sales messages that get replies and have sales conversations that turn into closed deals. Tom also shares his unique “Because You” strategy that works to reposition the sales conversation away from selling and more toward solution providing. According to Tom, implementing this one technique has resulted in sales reps doubling their number of closed deals. Want to get in on the sales action? Be sure to pay close attention around the 35-minute mark to hear how Tom's “Because You” sales strategy works. Click here to download the full episode and join the conversation now. This episode of The Modern Selling Podcast was brought to you by OrgChartHub. The B2B purchasing process can be quite complex. OrgChartHub seamlessly integrates into your existing HubSpot account, giving your sales team the ability to immediately map out the key decision makers, so you can get to a “Yes!” – even faster. It takes just two clicks to get set up – try out OrgChartHub today!

You may believe that it's impossible to sell to unreceptive prospects. And you may believe that introverts can't sell. The very special guest on this episode of The Sales Chalk Talk Show will probably change your thinking about those two beliefs. Tom Stanfill has a brand new book out titled UnReceptive - A better way to sell, lead, and influence. On this podcast, you'll hear: • How the traditional approach to selling sabotages your ability to sell to the unreceptive prospect • How easy it is to learn to sell to the unreceptive • What will actually happen when you learn this approach • The most influential people are other-centered • And MUCH more! Come listen in with my awesome co-host, Gene McNaughton and me as we learn some great sales lessons that are not commonly taught these days! Tom's websites are aslantraining.com and unreceptivebook.com. Get your free chapter of Gene's book “The Sales Edge” at http://thesalesedge.co. If you'd like to take advantage of more resources to help you dramatically increase your sales and revenue, go to https://redcapsalescoaching.com. Join the Red Cap Sales VIP private Facebook Group. It's FREE, and it's packed with blogs, podcasts, FB Live presentations, sales tips, ideas, and strategies! https://bit.ly/red-cap-sales-vip.

In this episode of the Duct Tape Marketing Podcast, I interview Tom Stanfill. Tom is CEO and co-founder of ASLAN Training, a global sales enablement company appearing nine consecutive years in the Selling Power Top 20. Since 1996, ASLAN has worked with many Fortune 500 companies, training more than 100,000 sellers and leaders in over 35 countries. Tom is also the author of a book called unReceptive: A Better Way to Lead, Sell & Influence – launching in November 2021.

In this bonus episode, our podcast host RichE covers a few things that you should do to get ready for Black Friday and Cyber Monday this year. Listen to RichE map out a simple but effective holiday season strategy for your small business through: Creating videos Posting ads Remarketing Retargeting Email marketing. Episodes mentioned in the podcast: Episode #75 with Josh Berkstreer, Head of Education at Ecwid on holiday success plan: https://www.ecwid.com/blog/holiday-success-plan.html Episodes #76 and #88 with Ricardo Lasa from Kliken on Google Shopping: https://www.ecwid.com/blog/google-shopping-tips-from-kliken.html https://www.ecwid.com/blog/how-to-automate-your-facebook-ads-and-google-shopping.html Episode #69 with Dennis Yu on creating Facebook video ads quickly and easily: https://www.ecwid.com/blog/facebook-advertising-starting-quick-and-easy-with-dennis-yu.html Books mentioned in the podcast: “Twelve and a Half” by Gary Vaynerchuk: https://www.amazon.com/Gary-Vaynerchuk/dp/0062674684 “UnReceptive” by Tom Stanfill: https://www.amazon.com/unReceptive-Better-Sell-Lead-Influence/dp/1400225809/ Ecwid Podcast on Ecwid https://www.ecwid.com/blog/podcast Ecwid Social Social Profiles:  Facebook: https://www.facebook.com/ecwid Instagram: https://www.instagram.com/ecwid/ Youtube: https://www.youtube.com/user/EcwidTeam Twitter: https://twitter.com/ecwid Pinterest: https://www.pinterest.com/ecwid/ Jesse Ness Social Profiles: LinkedIn: https://www.linkedin.com/in/jesseness/ Richard “RichE” Otey Social Profiles: LinkedIn: https://www.linkedin.com/in/richardotey/ Twitter: https://twitter.com/RichardOtey 

This week on #sALESwithASLAN, Marc Lamson and Tom Stanfill join to uncover nearly a years worth of challenges we have observed through clients (and internally). Listen to learn about how we try to squeeze too much content into the meeting. How we don't know the decision maker. What to do when all hell breaks loose and how to make sure all the client's questions are answered. #salesreps #salestips

The world has changed for #salesmanagers as well. This week on #sALESwithASLAN, we help those who help those who sell for a living. ASLAN founders Tom Stanfill and Tab Norris join me to discuss everything from helping #salesreps find that motivation while still focusing on the development of the rep. #salestips #salesmanager #salescoaching

The world has changed in the past few weeks and #salesreps who are used to “pressing the flesh” with their customers are now forced to sell remotely. ASLAN founders Tom Stanfill and Tab Norris join me on #sALESwithASLAN to discuss everything from motivation to tactical #salestips #salesmanager #salescoaching

Ep. 44 – You Hate Process But It Will Save You This week on #sALESwithASLAN we talk process, sales process. As a selling free spirit, you might think I got this, I don't need not stinking process. Well you do and we discuss why and the consequences of what happens if you don't follow a roadmap to solving your customers problems. We address what is it and what's the purpose of a sales process as well as what most people miss and finally how we can convince our customers that we are indeed the expert and that it is in their best interest to guide the engagement. Our CEO and C-co-founder Tom Stanfill joins our president Marc Lamson and me to uncover the nuance of this important topic. Enjoy the beer. #salestips #salestraining

This week on #sALESwithASLAN, we welcome back ASLAN®'s CEO Tom Stanfill to discuss how to identify political structure. What do we mean by Political? Formal org chart? The reality is that there's an Informal power structure – rank doesn't equal influence. So the real decision maker, the one that determines what happens, may have more power and lower rank. Why is that important to know? Because you may focus on the wrong person or you may have identified the decision maker, but a key person changes the decision drivers, and if you miss this you could be in jeopardy. #sales tips #salescoaching #salesstrategy #PoliticalStructure

Do you ever get an email from a customer that simply says, please provide me with a description of what you do and how much it costs? They ask you to send your elevator pitch and price book right over, right? Well, this week on #sALESwithASLAN, we take a real-life example and look at how you can give your customers what they want while building your relationship up into #trustedadvisor status. Join me this week and listen to how our CEO Tom Stanfill and his two and a half decades of successful selling handles this scenario. #salestips #salescoaching #salesstrategy

#sALESwithASLAN welcomes Tom Stanfill back to the podcast to discuss 3 key ingredients that ensures a successful sales person. First we must connect our goal to our own person motivation and then we must ensure we break the goals down into daily and weekly chunks. Finally, we have to invest in the development of our skills and knowledge to improve every day. It's not too late to impact your Q4 so listen up and enjoy a beer. #salestips #salesstratagy #salescoaching

#sALESwithASLAN welcomes Tom Stanfill back to the podcast to discuss how we must over prepare for that big presentation. Whether we are selling hardware, software or even services, we have to do these key things to make sure we put our best foot forward. Hint: the biggest opportunity to success or failure comes in our preparation in the weeks prior to the big show. Learn how to ensure you are ready to make the most of the opportunity. #salestips #salesstratagy #salesexecution

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. #salesmanagement #salestips #prospecting

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.

It's the age-old question: If you could do one thing to create the most likelihood of success, 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 that all others can see but we cannot. So how do identify, deal with and apply changes to your challenge areas? Listen and find out. #onething #salestips #salestraining #salesleadership

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? #salesstrategy #salestips #salestraining