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