Podcast - Being Unresponsive - A Better Way to Sell

Home business magazine online

Interview with author and sales training guru Tom Stanfill.

The number of customers who would rather speak to a bot or do a Google search than speak to a salesperson has more than doubled in the last three years. This explains why, despite all the advances in sales enablement tools, the number of sellers who “hit their quotas” continues to decline. Traditional sales approaches stem from the growing number of “unresponsive” decision makers.

Richard “Capt’n” Henderson interviews Tom Stanfill, who has a surprisingly simple solution: shift the focus from creating the perfect message to creating receptivity. Tom Stanfill is CEO of ASLAN Training and author of Unresponsive: A better way to sell, lead, and influence (UnreceptiveBook.com). He shifts the entire art of selling to lasting relationships; that could help you build long-term sales success.

Topics discussed in the podcast include:

What prompted Tom Stanhill to write his book UnReceptive: A Better Way to Sell, Lead & Influence
The approach to “unresponsive” selling starts with removing barriers to selling
Motivating the customer to take action, which can often be a virtual sales connection
“Servant Selling” – What options are there for serving the customer in order to achieve better results in the long term?
To convert the unresponsive, you need to “verify” your customer’s view.
Post-Sale: How do you prevent sales barriers from creeping back in on a customer?
Maintaining long-term leadership and influence with your client throughout the sales process

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Interview guests:

Tom Stanfill, CEO of ASLAN Training and author of unReceptive: A Better Way to Sell, Lead & Influence