Welcome to SALES with ASLAN, a weekly podcast hosted by ASLAN Co-founders Tom Stanfill and Tab Norris, geared at helping sales professionals and sales leaders eliminate the hard sell. At the end of the day, we believe that selling is serving. ASLAN helps sellers make the shift from a ‘typical’ sales approach, to one that makes us more influential because we embrace the truth that the customer’s receptivity is more important than your value prop or message.

The goal of these interviews is to spotlight various experts in the world of sales and sales leadership – sharing informational stories, techniques, and expert interviews on the sales topics you care about.

The following are notes from EP. 206 Virtual Sales Training: Tips From our Top Trainer

In todays episode, Tom and Tab dive into the world of virtual sales training with Terri Burkhart, one of our most experienced and successful trainers. Discover how to effectively engage and motivate your sales team in a virtual environment. Learn valuable insights on building rapport, delivering impactful presentations, and keeping your audience engaged from start to finish. 

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00:14
Tom Stanfill
Welcome back to one more episode of sales with ASLAN Tab. What are we. We're way over 200 now. 212, 217, 202.3, I think. I mean, it's.

00:25
Tab Norris
Yes.

00:26
Tom Stanfill
No, I'm excited about our topic, and I know we always say we're excited, but we are, because we're excited people. But we're going to talk about something today that we have never addressed, I don't think, on this podcast.

00:39
Tab Norris
I don't think so either.

00:40
Tom Stanfill
Yeah. Is the challenge of training, developing, leading people remotely. We've talked about virtual selling, but I don't think we've ever talked about the challenges because it's here to stay. I mean, you know, the latest, research I read on this is 86% of buyers want to buy virtually, but prefer to buy virtually or meet with or work with sellers virtually. And it's funny because this new, generation of sellers, 92% of them want to sell virtually. So it's a match made in heaven.

01:14
Tab Norris
Right. So Terry's been spending all her time. Yeah. Doing. Done tons of virtual.

01:21
Tom Stanfill
Yeah. So, yeah. Why don't you introduce our guest and her background, because she's the perfect person to talk about this.

01:30
Tab Norris
Yeah. Yeah, I do. Terry Burkhart is with us today, and Terry and I go way back. Terry. And we got almost five years ago, and Terry's from Erie, Pennsylvania, and she decided she wanted to work with us about five years ago, and she did not have a training background. She. She had been in sales, a lot of pharmaceutical sales, as well as medical device, which was. I was very intrigued because we had a lot of clients in that. In that space. And so she. And she was amazing. Looking back, I should have known she was going to be amazing, because she was just so persistent. I kept just like, yeah, we'll get to it. She just made. Made herself become part of the team, which is such a blessing, because she has been.

02:22
Tab Norris
She has really become one of our top trainers, senior consultants, and we really trust her with, you know, any and all of our clients, so. Terry, thank you so. Oh, and by the way, one other thing. She is a new grandmother, so that's probably the most important.

02:42
Tom Stanfill
Very excited about that.

02:43
Tab Norris
No, she's like, whatever. I have a puppy, too.

02:47
Tom Stanfill
You know, were just on a.

02:48
Terri Burkhart
Project together, sitting on my screen behind you, and so when I look up, I'm looking at Emmett.

02:56
Tab Norris
So welcome.

02:58
Terri Burkhart
Thank you. Very warm welcome. I appreciate it.

03:02
Tom Stanfill
Yeah, it was. And tab, were. Terry and I were at a project killer last week.

03:07
Tab Norris
Okay.

03:07
Tom Stanfill
That was about to kill her because Emmett had just been born. And she was like, I'm driving. We were in Orlando. That's a long way from Pennsylvania. She was like, I'm leaving. I'm leaving, Tom. You got it. I'm out of here. I'm like.

03:24
Terri Burkhart
Not quite. I did finish the workshop before I.

03:27
Tab Norris
Took off at break, and nobody never came back. Okay, that's good.

03:33
Terri Burkhart
Yeah.

03:35
Tab Norris
Well, good.

03:36
Tom Stanfill
Well, wonderful, Terry. Well, seriously, thank you. When we kind of hatched this idea of having you on the podcast, I thought, you know, this is really important because so many, obviously, we work with sellers, leaders, trainers, and this. And you do a ton of training virtually, which I have never done.

03:55
Tab Norris
That's not true.

03:56
Tom Stanfill
It is.

03:57
Tab Norris
Really?

03:57
Tom Stanfill
Yeah. I don't like it. I don't like now. I love meeting like, this, meeting with people virtually, you know, it's fine. But the idea of trying to have the same level of engagement virtually as you do, you know, when you on site, you know, whether you're coaching, selling, trying to develop your team, there's some challenges to remote. So, you know, I'd love to hear just some of what you've learned over now, what, four years of this. I guess this is kind of. We've all been. Yeah, yeah.

04:32
Terri Burkhart
Well, I, you know, I was just sharing with tabs thrown into that virtual environment because I had no experience with the virtual environment either. I was face to face. My education, my. My formal background is teaching. So it was always the desire. But that's. That's a classroom. That's. You're in front of people. And. Yeah, when I came on board with Aslan two weeks later, Covid hit. And so it was all figuring it out. My only exposure to the virtual world was when I would use Uvu or Skype to talk to my family across the United States.

05:10
Tom Stanfill
Right.

05:10
Terri Burkhart
So it was trying to, you know, trying to figure it out. The good thing was were able to figure it out together. The rest of the world, as well as us at Aslan or anybody in the facilitating environment.

05:24
Tab Norris
Yeah. What did you think? What was the biggest challenge when you first kind of stepped into that world of virtual?

05:34
Terri Burkhart
I think it was we at Aslan, I think does it so amazingly, because we do bite size these micro learnings, we don't do an all day workshop online. And so it's really just, I think, getting movement within that four squares of your computer, whether you're engaging via polls or flipping the camera to do something behind you, but really continuing to get that movement so people aren't just sitting at one square. I think that was the biggest thing to adjust to is, how do you do that? How do you get people moving like you do in a classroom, in the four squares of your computer?

06:19
Tab Norris
Yeah.

06:19
Tom Stanfill
Yeah. Is if. Go ahead, Terry.

06:24
Terri Burkhart
No. So I was gonna say that I think that was the biggest challenge because once you do that, people tend to be engaged, people you know, you're switching to, oh, wait, let's. Let's get involved in a poll. They have no choice but to be engaged and to get involved.

06:40
Tab Norris
Right?

06:41
Tom Stanfill
Yeah. If you do, have you learned any secrets to getting people to engage when they're not talking to you? Like, in a classroom, you can look at people, you can walk over to them, you can call on them. And I know you can still do that virtually. I mean, I've had meetings where people just. Nobody turns their camera on.

07:02
Tab Norris
Right?

07:03
Terri Burkhart
Yeah.

07:03
Tom Stanfill
Right. Or you can tell because of their glasses that they're on the computer and they're like the reflection in their glasses. I'm like, I know you're watching something there. You know, all. Any things that you've learned to do when you're trying to pull people in besides an exercise.

07:19
Terri Burkhart
And so there happen. Let me. Let me just paint that. There has been. I did one workshop, and people were multitasking. It was for a company, and they had something else going on, and every camera was off, and I felt like I was talking to myself that those aren't ideal situations. More times than nothing, I just ask, you know, if you have the ability to have your camera on. I almost think so. I would. Being in person, there's nothing like it. I like, I prefer being in person for the reasons that you just said, but I do find that virtually I can see everyone and exactly what they're doing. And so if Tab's head is down and he's doing something else, I can say, hey, Tab, what are your thoughts on this?

08:06
Terri Burkhart
It's easier for me, actually, to see everybody sitting in everybody's face right there on that zoom or teams or whatever platform you're using. So that, to me, isn't so much a challenge because I have better view of everybody in a very tight space, so I have a good sense of, hey, who's involved and who's not, and then just drawing them in with questions.

08:31
Tab Norris
Well, I was just watching you because I was trying to pull some things to share with somebody, and I just was going to ask you, how do you keep such high energy all the time? How do you do it?

08:49
Terri Burkhart
You have to have fun. None of this is not me. Hey, I'm going to sit up here and I'm going to talk for 3 hours. I often say nobody wants to hear me talk for 3 hours. Nobody wants to hear me talk for an hour. So I don't know how long this podcast is, but in advance, I'm sorry.

09:05
Tom Stanfill
That's probably a good breakthrough for me.

09:10
Terri Burkhart
Just asking questions, keeping it live, keeping it real. I mean, I think that's the other thing. It's really, how is this applicable in your world? Let's talk about, here's the concept. You bring it to life. You tell me, because you guys are the ones that do it every day, make it theirs. It's theirs. It's really in a lot of, you know, this isn't a plug for aslan, but I truly, these capabilities are things that I use every day in my real life. And after every workshop I do a self assessment. What could I have done differently? How could I have done, how could I have pulled people in more? What could I have said here that would have created that light bulb moment?

09:50
Terri Burkhart
And so I think it's just really practicing what we preach and making sure that, hey, whoever I'm talking with, you're the priority. It's not about what's behind me and what I'm trying to share with you. It's, hey, what do you want to learn? How can I take this and make it relevant to you?

10:07
Tom Stanfill
Yeah, I think there's energy.

10:10
Terri Burkhart
I'll be really honest, I just think it's fun.

10:12
Tab Norris
I mean, genuinely, it comes across, I.

10:15
Terri Burkhart
Mean, obviously, yeah, I was just talking with, I think it was Jesse or one of the other folks at Aslan and, you know, originally have, when I stopped you, it was really okay. My idea was I wanted to get away from sales and move into this role full time. And in my head I thought, you know, if I could work just one or two days a week, I'd be happy. Now I can't get enough of it. I can do it every day and it's not enough. I really.

10:44
Tom Stanfill
Because you see the light bulbs go off.

10:46
Terri Burkhart
Yeah, it's fun. It's fun. Yeah.

10:49
Tom Stanfill
I think a challenge that I know I have, sellers have and coaches have is they think they're more successful when they're talking. You know, it's, and I, I mean, I fall into this trap where I'm like, okay, I'm about to unpack something, right. I know what I want to say about it. I can control how long it's going to take me to talk about something. I can control the message. Then you give the mic to other people. You help. You know, what do you think about this? Then all of a sudden you don't know where it's going.

11:19
Tom Stanfill
So talk a little bit about how you're effective at doing that because obviously whether you, again, whether you're a coach, right, and you're coaching somebody, you're training, speaking how even or selling, are there any trick, any tips that you could share about how do you pull. I know. Tab, you're good at this as well. This is something that doesn't come natural to me. It's like how do I, then I just start talking about it versus have them unpack because they, you're more effective when they're talking.

11:49
Terri Burkhart
So just a question to you. Do you know, do you think you're an introvert or an extrovert?

11:55
Tom Stanfill
Clearly an extrovert.

11:59
Terri Burkhart
Extroverts have a harder time. I'm an introvert, believe it or not.

12:03
Tom Stanfill
Are you really rather ask you a.

12:06
Terri Burkhart
Question and get you talking then I don't have to. So I can talk about a concept, share it with you and then throw it back to you and then I want to hear from you and then I'm doing less talking, which genuinely I don't, I'd prefer not to talk. I prefer to listen. So I think that makes it a little easier because my natural inclination is to just kind of sit back and watch and listen.

12:32
Tom Stanfill
So be more like an introvert if you're an extrovert.

12:34
Tab Norris
Well, and I'm a good example of that because I'm in totally, clearly I'm an extrovert and I like to talk. My default is I can't wait to just talk. Let me tell you seven stories. And I mean, that's what I want to do and so I have to really work at it. But you're, but that's why it's so great just watching you this week is you just, you're exactly right. You naturally are very curious and I.

13:02
Terri Burkhart
Think that comes from years of not wanting to talk. I'll go to a party and I will literally sit in a corner and not say anything. I'll, people watch or, you know, but just truly does lend itself being genuinely curious because you want other people to share those stories. So I want other people to share those stories. So then I don't have to.

13:23
Tom Stanfill
And so that you come by naturally. But for people that where it doesn't come natural, we have to prepare. Like I do say I'm my natural approach to this. If I'm coaching this gap or even to a customer and say, hey, you need to do something. The easiest thing for me to do is to tell them, right. But that's the least effective thing to do, is to say, okay, here is why. Is this true, right. Or is this true? What is your perspective on it? And work with where they are and let them talk themselves through the process of landing where you want them to land, which is kind of. Which is a high level skill.

13:59
Tab Norris
Yeah. And you just said something, Tom, that I was going to piggyback on. What kind of prep do you do in order to pull that off? I know you're naturally curious, but I know you do prep. Can you give us some insight into some of that?

14:14
Terri Burkhart
Yeah, so my prep is crazy when I'm working with them. It really is probably more as I.

14:22
Tom Stanfill
Saw 530 in the morning at the last project tab.

14:25
Tab Norris
Oh, really?

14:27
Terri Burkhart
Yeah.

14:28
Tom Stanfill
I was coming in from the night before.

14:32
Tab Norris
So if you took her prep and my prep and we put them together, it would be perfect.

14:36
Tom Stanfill
Right. I was coming in to take a shower.

14:41
Terri Burkhart
Together to do, like, the night before, to say, okay, let's just align. And I think, Tom, you said, are you going to be down there at seven? And I was like, I'm down there at 530. What do you mean? I'm already set up. And, yeah, so my prep, I do like to two types of prep. One is the prep on the client, the company, or the organization that I'm working with. I want to know everything it is to know about that company. I want to. As though I am an employee of that company, because then what we share, we can bring to life in their world. And so a lot of the techniques and the capabilities that we talk about, I go back and I look at every single slide, and how can I make this relevant to their world?

15:29
Terri Burkhart
And so it's writing the notes and then saying those notes. And what does that sound like in your world? Because the way it sounds like in company b's world is much different. So I do a lot of prep, and it probably more than I need to do, but it's what I can do to feel confident walking in front of a client or, you know, in a Zoom meeting.

15:53
Tom Stanfill
I think that's the most important prep, and that's. That is when I'm selling, I naturally, I'm more tuned into that. That's the hardest prep, is to say, okay, how can I impact everything I want to talk about with them, related to them? How can I begin the sentence with, because you. Right, that's the hard. That's the hardest prep. And I will tell you where I dropped the ball is when I'm coaching, because these are existing relationships, it feels easy. But I need to prep just as much for coaching than I would if I'm going to be performing in a class or performing trying to win a deal, as I would for those I need to prep for coaching. That's a really gets a good reminder.

16:40
Terri Burkhart
Yeah. The coaching, for me, coaching one is not more fun than the other. They're just different. And I enjoy both of them, the coaching piece. I do less of the company prep because by then, tom, like you said, I have a relationship. I know, but I do want to help create that light bulb moment for them, and I don't want to say to them, hey, here's your gap. And so we ask the gap questions to help them uncover those gaps themselves. And it's really spending time on what questions could I ask to help create that light bulb moment? How can I help them recognize that gap? So I spend equal amount of time, just a different type of time on those sessions, you know, and just my mind, I process things slowly. We were talking about, you know, how do we.

17:36
Terri Burkhart
How do we make those connections? And how do we make things come to life and get other people to talk? And one of the things that I work on all the time is when we're connect. When I'm connecting with people, you know, there's two different types of ways we can connect. We could say, oh, you know, Tom, if you say to me, I'm going to Italy next week, I could say, okay, great. I was in Italy last week, and this is what I loved about it. And then I'm talking about myself. Or we can connect by asking questions. Oh, you're going to Italy. Tell me, where are you going? Where are you going to travel to? How are you getting there?

18:12
Terri Burkhart
And so whenever I'm in those situations, instead of trying to connect and bring things to life with my examples, I try to do that, asking questions.

18:23
Tom Stanfill
That's so good. That is. And it's so funny, so obvious that we should do that. But it's so rare that somebody won't say, well, when I went to Italy, here's where I stayed. Or here's another thing. I love it. I'm going to Italy. Where are you staying? I'm staying there. Oh, I wouldn't go there.

18:39
Terri Burkhart
Well, I booked and paid for it already.

18:44
Tom Stanfill
You don't want to go there. You don't want to go.

18:46
Terri Burkhart
Yeah, don't do that.

18:47
Tom Stanfill
Yeah, I'm like, seriously? Did you just say that? That's great. Have you learned any secrets to remote coaching? Because I know you do a lot of coaching. Virtually any best practices or tips that you would share related to how you do that effectively and how it's different.

19:11
Terri Burkhart
In a coaching environment. Yeah. I think a good, really good coaching session could be done in ten minutes or less. I don't think a coaching session needs to be. I mean, sometimes they take more because there's conversation around it. But you know what, how do you think the call went? What would you do differently? Okay, well, how did this happen? You know, just a couple of really good questions. Okay. What do you, how do you plan on addressing that? What are your thoughts on that? Okay, let's make a goal on that. It doesn't take long and I think a mistake that some people make is scheduling an hour for a coaching session and then it just feels so sterile and heavy and it's just. Let's have a conversation. Yeah, let's talk about that.

20:02
Tab Norris
Good. I mean, that's such good insight. It really is. Because you're exactly right. Because that's why people don't like coaching. It's like, oh, you're coming in the principal's office, we're going to have an hour together and he's going to rip me apart and I'm going to talk about all the things that are bad in my life and you're right. I say you're a personal trainer.

20:21
Tom Stanfill
Yeah.

20:21
Terri Burkhart
Or beat a dead horse. Okay. I heard. Yeah. I could have done that differently. Okay. Yep. Talk about it anymore. Yeah. It's short and quick and, you know, and then getting back to. All right, that's great. So now that you're going to do that, how you can apply that to your. What are you going to do with all that success? You know, and then I. Making it real and relevant and. Yeah, it doesn't have to be a negative.

20:45
Tom Stanfill
Yeah, well, that's back to your Italy point. It's about them. So if they get it's their session. It's their coaching session. So it's like, help them land on what they want to work on and if they don't want to work on it, the coaching session ended. Now we're, now we're having to. Now it's about, okay, what's going on here? You, obviously something else is happening and let's take the trip and figure that out. But.

21:10
Terri Burkhart
Yeah, that's right.

21:12
Tom Stanfill
But nothing challenge specific challenge to remote coaching, because I've, I, you know, I don't, and I don't have it done a ton, obviously, internally, but I haven't done a ton of remote coaching. Do you see any less engagement, any different approaches are needed for my coaching?

21:31
Terri Burkhart
It's, it's not, there's not really a challenge there. There is a challenge for managers that are coaching remote reps because they're not physically there. It's hard to coach when you don't hear a call or see a call and you're not there to observe because all you're relying on is what you're told from the sales rep. And so I think it's really making that conscious effort, being very intentional about having those conversations more often, because if you're relying on the rep to tell you how the calls went, you need to have a lot of those conversations versus if I spend a day with you in the field, then I see multiple calls in one day.

22:12
Tom Stanfill
Right.

22:12
Terri Burkhart
So the challenge is. Yeah, the challenge is less for me, coaching managers. I see the challenge for the managers that only have remote reps. I mean, my whole career, I was in sales for 20 something years. I've never. That's not true. My first five years, I walked into an office. Beyond that 20 plus years, I only worked remotely.

22:38
Tab Norris
There was no, I didn't know that.

22:40
Tom Stanfill
I didn't know that either.

22:41
Terri Burkhart
Yeah, there's, it was only remote. I either had, you know, five states as a territory or whatever the case was, I never had an office. And so you learn, you just have to have a lot of those conversations.

22:55
Tom Stanfill
You know, that's a really good point. One thing I would recommend for those of you that have trouble observing your reps and face the challenge that you just described or like not seeing them. So I'm trying to learn, discern from my conversation with the rep what actually happened is I, what I found when we shifted to remote coaching and we, you know, and when we didn't have a recorded Zoom call that I could review is I would actually, we would just record a scenario. So we would do a semi, we do a role play and we would record the role play, and then the rep would listen to the role play. And so it was, it maybe it wasn't obviously authentic in the sense that it's a.

23:38
Tom Stanfill
But you could kind of create a lot of situations in a short period of time, and then they listened to it and you have the same coaching moment. I found that super effective.

23:47
Terri Burkhart
You know, you bring up a great point. I just did this with one of our clients is that we had them come to the table. It was doing just like what we're doing. Come to the table with an actual account recall plan. What are you going to do? How's your discovery roadmap going to look like? Where are you build value. And it was, I was one of the, I was the observer and then the VP of sales was a client and the manager was a client. And we did a dry run and then went through and said, okay, your call, your actual meeting is next week. What are you going to do differently? What went really well and what will you do differently? And instead of doing like a mock role play, we just, we called it a dry run.

24:30
Tom Stanfill
Yeah.

24:31
Terri Burkhart
And so they, yeah, it's really fun. Was really fun and so helpful because then they got the kinks out of, you know, oh, that wasn't really, that question didn't really land or, wow, I need to prime that question because that. They are really prickly there, you know, so. Yeah, I forgot we did that. That was a really fun exercise because they're remote reps. Yeah.

24:54
Tom Stanfill
So anything that you learned, Terry, from selling remotely within that you said the 20 plus years you were saying because you were doing it before remote virtual selling was cool, right?

25:07
Terri Burkhart
Yeah, we didn't have a choice. I mean, were, you know, I came from the medical space, so pharma and device, we're just in the field and we're all remote, so I wasn't. I was a remote worker. I wasn't selling remote.

25:21
Tab Norris
Yeah, she was just in the field all the time.

25:26
Tom Stanfill
I'm sorry. When you said that, I was picturing some work that we've done for one of the pharma who had a. Literally, they were selling virtually, but they were. Yeah. Not in this building. Got it. Yeah, yeah.

25:35
Terri Burkhart
Now.

25:36
Tom Stanfill
Yeah, yeah. Gotcha, gotcha.

25:39
Tab Norris
Well, good. Well, any other. I mean, any other t. Like, like nuggets or, you know, things that we, you know, could take away from. From the brilliance that you are. As I, as I watch you do your virtual thing, you know, I think.

25:56
Terri Burkhart
I think it's just about being genuine and just really. Here's my thought. I shouldn't say this to the two of you, but here's my thought process is whenever I'm in front of a client, whether it's coaching, my philosophy is I work for you, I work for them. I don't, you know, it doesn't matter where I get my check, Terry, that.

26:18
Tom Stanfill
Is not a good.

26:20
Tab Norris
For Aslan. We're Aslan.

26:23
Tom Stanfill
Stop serving our customers and serve Aslan.

26:26
Terri Burkhart
Both so other centered. You'll be okay with me saying it, but that's my philosophy, and I. Yeah, that's perfect. Whether you're in sales or you're a manager, if you have the philosophy, I work for whoever I'm talking with, and I'm going to do what's in your best interest, I think then you'll win. You know, whether you're selling something or you're coaching or you're leading, you will win if you're doing always what's in the best interest for the people that you're talking with. Those are my words of wisdom.

26:54
Tom Stanfill
That's my nuggets of you're striving to pull them in. Yeah, it's all. And it's funny because when we feel like things aren't going well, we tend that we get self centered, which is the last thing versus saying, hey, you turn natural thing.

27:11
Tab Norris
I know for me, to this day, I've been doing this for 100 years, and I still have to tell myself, this is not about me. I mean, I just. I'm here to serve. I'm just here to take care of them, take the eyes off myself. And you've always done that, but I.

27:30
Terri Burkhart
Always work on it. I mean, you know, we. We say you have to make the decision to make it about somebody else because human nature has its making it about ourselves if we know it has to be intentional. And I remind myself that tab, just like you, every single time I get in front of a client or every time I'm talking to my family, I'm talking to, I want my kids to do something, I have to remind myself this isn't about what I want, it's what's best. And so I fail often in doing that in my personal life. But I'm working on it.

28:01
Tab Norris
It's awesome.

28:03
Tom Stanfill
One last question before we let you go. You know, we. You hear a lot about fatigue, like the virtual fatigue. And I feel it, like, if you go call, or, you know, I mean call, virtual call, virtual meeting, it's more fatigue because it's not, as, you know, I don't know. It just doesn't release the same level of endorphin when you're with people face to face. It's not as enjoyable. We move faster. I think it's also we move faster. We try to cram more in. We have more meaning. It's more. It's also we spend. I feel like we spend more time on tactile tactical things, task oriented things versus relational. That's one of the things I think it's easy to go. Okay, here we are.

28:47
Tom Stanfill
We're having our meeting, and boom, because we've had so many meetings stacked together, we don't have a lot of windshield time. So anything about, you know, fatigue that you've learned to address or change or tips there?

29:03
Terri Burkhart
Yeah, well, you know, as you were saying, we move. We move physically in the real world, if we're in front of a client or we're selling, we're moving this fatigue. You're sitting in one spot. You're looking at 113 inch, 17 inch, whatever your screen is. So my recommendation is move. Have the ability to physically get up and move. Move to another end of your screen. Have the team get up and take breaks, breakout rooms, if you're meeting, figure out a way to keep the momentum.

29:42
Tom Stanfill
Get a treadmill. Get a treadmill.

29:45
Tab Norris
There you go.

29:47
Terri Burkhart
I had meetings where I hear people and they're so out of breath, and I think, okay, you're definitely one of those. Walking, just moving your screen, having them move into a breaker. So you are not looking at that same four, you know, four corners of your computer. So otherwise, you will get that fatigue. And I'm a big believer. I know some people want those eight hour workshops or those, you know, four hour small bite size. Just bite size. Take a break, come back, refresh. You know, you need to be mentally refreshed. So, yeah, breaking for yourself, you know, making time to say, okay, listen, I'm not going to go meeting, meeting. I'm going to go meeting. Take a five minute break, run around the house, do whatever you need to do, and just kind of take that cleansing breath.

30:36
Tom Stanfill
Yeah, that's good. Have anything you want to add to that?

30:39
Tab Norris
No, I just. I'm just so happy that we got to spend a little time with you and kind of share some of the things that you've done so well, because, I mean, you've just done such a great serving our clients for. For these last four or five years. So thank you.

30:53
Terri Burkhart
Well, thank you for.

30:56
Tom Stanfill
Go ahead, Terry.

30:57
Terri Burkhart
Terry, I was going to say thank you for letting me join you on the podcast, but thank you for letting me part of this Aslan journey, because it's like nothing else. I truly, genuinely love it.

31:08
Tom Stanfill
We can tell, and the clients love you. So thank you. I do want to take this second, and we're talking to sales leaders for a minute about managing people remotely. I think it's easy to skip the relationship building of what I call the connecting times, really, because we don't have it. You know, you don't go to lunch as much. You don't have the windshield time. You don't have the downtime together. You don't see people in the quote unquote break room that I think we have to be more intentional about. We're still emotional creatures. And how do we build, take time to build relationships with our team. Create some space. That's right. If you can get it done in 30 minutes, set up a 45 minutes meeting and spend 15 minutes, you know, how are you doing?

31:56
Tom Stanfill
I mean, it is, I am the most relational person, but when I get in these virtual meetings, it just feels more task oriented. So that's, I think it's a good reminder for all of us, and thank you for reminding us that, Terry. Well, thank you for joining us. It was amazing. I hope you'll come back and.

32:14
Terri Burkhart
Yeah, appreciate it. Thank you.

32:16
Tom Stanfill
Yeah, it was great working with you last week, and as always, the client loved you, and the scores were amazing. So. And for those out there, thanks for joining us for another episode of sales with Asmund. Always love comments and feedback. We'd want to know, as Terry said, how can we better serve you? That's what this is all about. Thank you.