In this episode of Sales with ASLAN, Tom and Tab revisit one of the most critical and often overlooked parts of sales, overcoming barriers.
From treating objections like debates (mistake!) to skipping proper discovery (another mistake!), they break down where most sellers go wrong and introduce a simple, powerful framework: Isolate. Validate. Communicate.
You’ll learn:
Why objections often signal gaps in discovery
How to reframe pushback as an opportunity for collaboration
A 3-step framework that lowers resistance and builds trust
The right way to “drop the rope” and reduce pressure in conversations
