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
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