SALES with ASLAN

Hosted by ASLAN Training and Development

Business

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Episodes

253

Latest episode

Sep 2026

Language

EN-US

About the show

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. 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. Learn more about ASLAN: https://tinyurl.com/3wr6w555

Listen to episodes

60 recent

September 2, 202630 min

EP. 251 Emotions Plus Logic Drive Decision Making- Truth 14

Why do buyers agree with your business case but still hesitate to act? Understanding the benefits isn’t always enough. They also need to care about what the change will mean for them. In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris explore Truth #14: Emotion + Logic = Action. They unpack how emotions drive decision-making in sales and how sellers can connect credible evidence to the outcomes customers care about, without creating pressure or manipulating the decision. You’ll learn how to: Connect your recommendation to the buyer’s priorities using ASLAN’s three C’s: connect, contrast, and convince. Use word pictures to make unfamiliar value easier to understand. Tell success stories customers can see themselves in. Make the payoff tangible through demonstrations and assessments. Discuss the consequences of inaction alongside a realistic vision of a better future. Whether you’re leading a sales team, coaching reps, or navigating complex B2B buying decisions, this conversation offers practical ways to help customers move beyond understanding the benefits to seeing why they matter. Follow Sales with ASLAN for more from our 30 Truths for 30 Years series. Learn more about ASLAN: https://tinyurl.com/3wr6w555

August 13, 202630 min

EP. 250 The Best Way to Respond to Objections is with Truth- Truth #13

In Truth #13 of Sales with ASLAN , Tom Stanfill and Tab Norris tackle one of the biggest challenges sellers face: handling tough objections. The answer isn’t a better rebuttal or a more polished script. It’s the truth. Tom and Tab explain why the best sellers validate the customer’s point of view, isolate the real objection, and share what is genuinely in the buyer’s best interest. They also unpack the difference between influence and manipulation, why assumptions derail conversations, and when the most credible answer is simply, “I don’t know yet.” Listen to Truth #13: The Best Way to Handle Objections Is With Truth to learn how to turn resistance into a more honest, productive sales conversation. https://tinyurl.com/3wr6w555

August 5, 202632 min

EP. 249 Drop the Rope® - Truth #12

In Truth #12 of ASLAN’s 30 Truths for 30 Years series, Tom Stanfill and Tab Norris unpack one of ASLAN’s most practical and counterintuitive principles: Drop the Rope® When a customer, colleague, or family member becomes resistant, our instinct is often to push harder, defend our position, and prove why we are right. But the more pressure people feel, the more likely they are to pull back. Tom and Tab share real examples from sales, parenting, and leadership to show why control is an illusion, how pressure shuts down receptivity, and why influence often begins when we give people the freedom to choose. In this episode, you will learn: Why arguments end influence How to reduce pressure without giving up What it means to put all options on the table How to stay in the conversation without becoming controlling Why “Drop the Rope” is not passive selling How this principle can improve sales conversations, coaching, leadership, and personal relationships The goal is not to walk away. It is to release the tension, stay engaged, and create the openness needed for a productive conversation. https://tinyurl.com/3wr6w555

July 20, 202620 min

EP. 248 Your Metamessage is The Real Message- Truth #11

Your words are only part of what people hear. In Truth #11 of ASLAN’s 30 Truths for 30 Years series, Tom Stanfill and Tab Norris explore the power of the metamessage, the meaning communicated through your tone, expression, attention, body language, and motive. They discuss how a technically correct question can still sound accusatory, why customers can sense when a seller is focused on the deal instead of the person, and how preparing for bad news can help you respond with genuine concern rather than self-interest. You will also learn how to recognize when your metamessage is creating resistance, use feedback and call reviews to identify patterns, and repair the conversation when you communicate something you did not intend. Because in sales and leadership, people do not only respond to what you say. They respond to what they hear. Learn more about ASLAN: https://tinyurl.com/3wr6w555

July 13, 202620 min

EP. 247 You Can't Improve What You Can't See- Blind spots 101- Truth #10

We all have blind spots, habits, strengths, and limitations that other people can see more clearly than we can. In Truth #10 of ASLAN's 30 Truths for 30 Years series, Tom Stanfill and Tab Norris explore why feedback is one of the most important tools for growth in sales, coaching, and leadership. They discuss why even successful people need outside perspective, how feedback can reveal strengths as well as weaknesses, why repeated patterns are hard to ignore, and how leaders can create more coachable teams by going first. Because the truth is simple: you cannot improve what you cannot see. Listen to the full episode of Sales with ASLAN to learn how seeking the right feedback can help you uncover blind spots, challenge limiting assumptions, and keep getting better. You can learn more about ASLAN and our unique training approach here --->https://tinyurl.com/3wr6w555

June 1, 202630 min

Ep. 246 Discipline is Greater Than Talent- Truth #9

Discipline beats talent in sales because talent may create early momentum, but discipline creates repeatable results. That is the simple truth behind the latest episode of Sales with ASLAN . Tom and Tab unpack an idea that isn't the flashiest idea in the series, and it is not new to most leaders. But it may be one of the most important reminders for sales organizations trying to improve performance, especially when teams are surrounded by more tools, more messaging, and more pressure than ever before. The best sellers are not always the most charismatic, naturally gifted, or quick on their feet. They are often the ones who know what matters, build a plan around it, and consistently do the work other sellers avoid. Key Takeaways Discipline creates consistency that talent cannot guarantee: Natural ability can help, but disciplined sellers are more likely to follow the process, stay focused, and keep executing when the work gets difficult. Outworking the competition is a sales advantage: The seller who prepares more deeply, personalizes more carefully, and follows through more consistently often separates from competitors with more resources or name recognition. Lack of discipline often starts with lack of clarity: Sellers struggle to stay disciplined when they are not clear on what they want, what actions matter most, or what plan they are actually following. Small, smart choices compound over time: Sales improvement rarely comes from one heroic push. It comes from consistent behaviors repeated long enough to create a meaningful difference.

May 28, 202633 min

Ep. 245 Attention Follows Need or Novelty- Truth #8

In a crowded market, attention is harder to earn than ever. Buyers are overwhelmed by emails, messages, meetings, AI-generated outreach, and competing priorities, so generic sales messaging gets filtered out quickly. In this episode of Sales with ASLAN , Tom Stanfill and Tab Norris continue the “30 Truths for 30 Years” series with a simple but critical idea: attention follows need and novelty. They unpack why buyers pay attention to what is already on their “whiteboard,” how sellers can create relevance before asking for time, and why a disruptive truth can break through when product-centered messaging falls flat. Listen in to learn how to:- Connect messaging to the buyer’s real priorities- Use need and novelty to earn attention- Avoid generic personalization in an AI-driven outreach environment- Create disruptive truths that build credibility- Lead with the buyer’s world before introducing your solution Because buyers do not owe sellers their attention. Sellers have to earn it.

May 13, 202634 min

Ep. 244 Top Sellers Focus on Identifying Barriers, Not Closing- Truth # 7

Most salespeople stumble at the finish line because they focus too much on closing rather than uncovering the real barriers that prevent deals from closing. What if the secret to more sales isn’t about closing harder, but about understanding what’s genuinely stopping potential clients in their tracks? In this eye-opening episode, sales experts Tom and Tab reveal how top sellers don’t focus on closing, but on identifying barriers that stand in the way of progress. You’ll discover why pushing for a close often backfires and how a shift to barrier-focused conversations can transform your results. They share practical tactics for diagnosing the true hesitations, asking better questions, and creating a partnership mindset that builds trust—resulting in more commitments and fewer stalled deals. This isn’t just theory; Tom and Tab share real-world stories, practical frameworks, and mindset shifts that unlock the secret to closing more deals without pressure or sleaze. This series is perfect for sales leaders, account managers, and entrepreneurs eager to build trust, reduce friction, and see sustained growth. Are you tired of the pushy sales tactics that kill deals? Want to master the art of barrier diagnosis and make every conversation count? Tune in now to transform your approach and start closing smarter today.

May 7, 202629 min

Ep. 243 Customers Trust Partners, Not Reps- Truth #6

In the latest episode of Sales with ASLAN , Tom Stanfill and Tab Norris unpack new research from nearly 500 buyers and 500 sellers. New buyer-seller research shows buyers are less dependent on sales reps for information. Learn why sellers need to become trusted partners, not product representatives. The headline is simple, but uncomfortable: buyers don’t need sellers for information the way they used to. AI, digital research, peer networks, and internal buying committees have changed the role of the rep. But that doesn’t mean sellers matter less. It means the standard for earning trust has gone way up They dive into why ... - Buyers don't want representatives but partners - Unique Insight and custom solutions create movement - Lack of prep loses trust - Business discovery has to replace product pushing Tune in to learn what this research means for you and how you can help shift your team in the direction buyers want.

April 9, 202635 min

EP. 242 Clear Your Mental Cache- Truth #5

What if your expertise is actually making you less curious? In this episode of Sales with ASLAN , Tom Stanfill and Tab Norris are joined by bestselling author and sales engineering expert Chris White to unpack the idea of “clearing your cache.” They explore why sellers often rely on assumptions instead of truly listening, how paraphrasing builds trust, and why customers need to feel uniquely understood before they are open to influence. If you’ve ever jumped to the answer too quickly, this episode is for you. Key Takeaways - Customers decide when they feel understood- Paraphrasing builds trust and clarity- Expertise can make sellers less curious- Virtual meetings make emotional cues easier to miss - Influence starts with understanding, not assumptions