1105: Find Common Ground to Convert Unreceptive Buyers with Tom Stanfill

Tom Stanfill is the Co-Founder and CEO of ASLAN Training and the author of UnReceptive. A customer's willingness to listen matters more than your ability to communicate. Tom discusses the concept of receptivity and how unreceptive buyers refuse to be influenced by sellers. Tom digs into identifying emotionally closed customers and honing skills beyond playbooks and strategies to influence a customer's willingness to listen. Andy also puts a spotlight on many sellers’ reliance on top of funnel and a rather lazy acceptance of low rin rates. HIGHLIGHTS Find common ground in the customer's whiteboard Observing a shift from salesy to authentic sales behavior Influence a customer's willingness to listen Low win rates: Product-market fit or bad selling?  QUOTES Persuading an emotionally-closed person will backfire - Tom: "It comes from this principle that I call the Cornerstone Principle because it's a cornerstone of everything we teach is that, when someone's emotionally closed, the more you try to persuade them, the more closed they become." Start a conversation based on the customer's whiteboard - Tom: "Most people really do have a whiteboard. If they don't, metaphorically, they have a whiteboard and the whiteboard is real simple. They want something. Everybody wants something, and then they have a plan to get there. Everybody. And so, if I start with what's on their whiteboard, it always captivates their attention."  Helping customers authentically creates a competitive advantage - Tom: "Drop the rope. Don't try to manipulate people and control them because control's just an illusion, and people will respond. And that is a competitive advantage that you will have that will separate you from the 98 other people that are sending the same emails and the same LinkedIn requests and the same message over and over again." Find out more about Tom in the links below: LinkedIn: https://www.linkedin.com/in/tomstanfill/ Company website: https://www.aslantraining.com/ Book website: https://www.unreceptivebook.com/ More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

Om Podcasten

With more than 1,100 episodes and millions of downloads, Sales Strategy and Enablement with Revenue.io is the world’s most-trusted sales podcast. Each week, host Howard Brown delivers inspiring conversations with the world’s greatest sales leaders about sales engagement strategies and tactics, sales enablement, artificial intelligence, revenue intelligence, tech maturity, sales psychology and more. Through discussions with the world’s top CROs, CSOs, CEOs, researchers, authors and technologists, listeners glean rare insight into game-changing strategies, tactics, and technologies, with particular focus on how AI is being used to make sellers more productive and effective than ever before. In addition, check out classic episodes hosted by Andy Paul, the author of three award-winning sales books. Ready to take your sales game to the next level? Join us on our mission to help your reps grow revenue and pipeline faster and more efficiently than ever before. Visit Revenue.io/podcasts for more.