SALES with ASLAN

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.

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 upThey 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.

We just started a new series that we promise will have you taking notes. In Part 1 of our RFP Series, we dive deep into mastering the art of handling Requests for Proposals (RFPs). Discover how to shift from seller-centric tactics to customer-centered strategies, leverage the 'Big and Bold' approach to engage decision-makers early, and navigate the challenging "dark phases" of procurement. Join Tom and Tab to gain powerful negotiation insights to ensure your solutions are valued beyond price. Tune in to start winning more deals and prepare your team to confidently handle RFPs from day one.