In the latest episode of Sales with ASLAN, Tom, Tab, and ASLAN president Marc explore one of the most important (yet often overlooked) dynamics in modern B2B sales: the rise of the non-seller. Engineers, consultants, lawyers, and other technical experts are now more involved than ever in influencing buying decisions. But here’s the problem, they don’t see themselves as “salespeople.”
And that’s exactly where the opportunity lies. Tune into to learn how to equip and motivate "non-sellers". In this episode we cover how to...
Ask for permission to explore the problem together.
Focus on the client’s desired outcomes, not just the features of your product or service.
Avoid information overload- simplify, clarify, and guide.
Reframe objections as opportunities to understand deeper resistance.
