Sellers don’t have a pipeline problem, an access problem, or conversion problem — They have a receptivity problem.
But in the age of 5,000 daily messages across hundreds of platforms, customers are rapidly growing unreceptive.
re·cep·tive / rəˈseptiv / adjective
Audience is emotionally open and willing to listen
un·re·cep·tive / ˌənrəˈseptiv / adjective
Audience is emotionally closed to a meeting or hearing about a new solution
decline in customers who are willing to talk to sellers when evaluating a solution
Improve engagement rates by 22X
of reps missing quota
Overcome the 5 barriers that keep you from wining & growing accounts
response rate to emails
Improve response rates by 366%
Business Developers
Get more meetings and convert more opportunities
Account Managers
Expand your reach and grow account share
Sales Leaders
Coach the un-coachable and expand your playbook
Someone asked me recently why I've sold more than 2 times the nearest seller and get 25% more appointments. The simple answer is most reps don't understand how to create receptivity. I've used this other centered approach to selling since 2015. It completely reframes how you think about selling and that's why it works.
Selling is dumb. Don’t sell things. Listen, be genuine, be curious. This philosophy and approach helped me find my voice as an account manager. Instead of providing me with antiquated sales scripts, I learned how to navigate the roadblocks that were keeping me from growing my accounts and it’s helped me consistently exceed both my professional and quota goals.
This strategy and methodology moved my team from good to great, outperforming teams four times our size. We are now guides and managers of the sales process rather than pushers and pullers. Employing these techniques opened doors with decision makers who consistently denied access in the past. Bottom line, it worked in the toughest market we’ve ever faced.
Hometown: Atlanta, GA
Tom Stanfill is CEO and Co-Founder of ASLAN, a global company providing sales training to a wide range of clients including household name corporations such as HP, Aflac, Johnson & Johnson, Merck, and FedEx. ASLAN has served more than 100,000 sales professionals in over 35 countries. For nine years in a row, Selling Power magazine, the premier industry publication for sales professionals, has named ASLAN one of the nation’s top sales training companies.
Connect with Tom
To better understand this new approach and determine if it will help you, please download an excerpt from UnReceptive, one of our most popular ebooks: “How to Write Irresistible Sales Emails & Get More Meetings”
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