The sales training program that solves the #1 problem sales reps face – receptivity
What is Other-Centered® Selling (OCS)?
Other-Centered selling is a sales training program. OCS is simply about a shift from “selling” to determining how to serve customers through each stage of the consultative process. When the customer’s needs are understood, embraced, and addressed, barriers are eliminated and buying becomes easier.
The Game Has Changed
The sales landscape looks very different than it did 10 years ago. More reps are struggling because buyers have changed…but sellers haven’t.
Due to the tsunami of information, the vast majority of customers are no longer receptive to working with a “seller” - driving rep turnover and decline in reps hitting their targets.
5x
Info increase in the last decade
120%
Receptivity decrease in the last 3 years
Our Approach is Different
Sales organizations don’t have a sales problem, they have a buyer receptivity problem.
To drive buyer engagement and influence decisions, sellers need to redefine their role, adopt a new mindset, adjust their process, and develop new skills.
Sales Tools That Simplify Today’s Complex Sales Challenges
Each member of your team has unique goals. We are here to help them:
1
Grow their accounts
2
Shift from selling a product or service to selling a solution
3
Win competitive opportunities
What Will Sellers Learn with OCS?
We help your team shift focus to the customer. In turn, accelerating change and driving results.
01
Build Trust
Earn a seat at the table by becoming a trusted partner
02
Discover the Truth
Learn to lead the consultative process by focusing on the customer’s white board
03
Dive Deeper
Elevate discovery from learning about product/service needs to learning about who and what drives a business
04
Gain Influence
Help the customer see a better way to solve their problem
05
Simplify Buying
Remove risk and design a process that helps the customer make the best decision
Want the full curriculum?
Download a complete guide to the Other-Centered Selling curriculum.
Learning this radical customer-centric process is not easy, but it is simple and the payoff is clear. Other-Centered Sellers outperform their peers by an average of 44%.
What Makes OCS Different?
Change is hard – we make it easier by taking a radically different approach.
Address Resistance
The hesitancy to sell is an elephant in the room that has to be addressed. We remove this barrier by reframing the role as one focused on service, as opposed to pushing a product.
Shift Mindset
The process begins and ends with an Other-Centered mindset, where sales revolves around uncovering customer needs, whether stated or unstated.
Create Value
When reps choose to serve, they can clearly see the difference between pushing a product, and proactively leading a customer to solutions that address specific needs or challenges.
Transform
Transformation is the goal, as reps become trusted advisors they transition from…
Reactively responding to customer requests to leading the conversation
Making scripted offers to providing unique recommendations
Being uncomfortable with closing to offering the best option for advancing the call
Meeting the customer’s service expectations to exceeding expectations
Improve Loyalty
When the service is the focus, everyone wins. Reps are happy, customers have their needs met, and relationships with customer loyalty improves.
Most sales training isn’t geared for contact centers. The hesitancy to sell is an elephant in the room that has to be addressed. We remove this barrier by reframing the role as one focused on service, as opposed to pushing a product.
Shift Mindset
The process begins and ends with an Other-Centered mindset, where sales revolves around uncovering customer needs, whether stated or unstated.
Create Value
When reps choose to serve, they can clearly see the difference between pushing a product, and proactively leading a customer to solutions that address specific needs or challenges.
Transform
Transformation is the goal, as reps become trusted advisors they transition from…
Reactively responding to customer requests to leading the conversation
Making scripted offers to providing unique recommendations
Being uncomfortable with closing to offering the best option for advancing the call
Meeting the customer’s service expectations to exceeding expectations
Shift Mindset
The process begins and ends with an Other-Centered mindset, where sales revolves around uncovering customer needs, whether stated or unstated.
Which roles do we serve?
ASLAN provides B2B sales training programs for:
Sales Representatives
Account Managers
Inside Sales
Sales Leaders
Customer Success Managers
Sales Engineers
“The customer’s willingness to listen is more important than your ability to communicate.”
What Sales Training Formats Are Available?
Onsite
Classroom delivery is an immersive training experience where hands-on learning is the name of the game. Role plays, group discussions, and interactive activities help reps shift their mindset and accelerate change.
Virtual
Working with a remote salesforce? Virtual training is delivered with a live ASLAN instructor, where participants get the same classroom experience even if they are operating globally.
On-Demand Learning
Looking for a self-paced sales training option? We offer extensive on-demand learning modules that package all of our instructors' knowledge into an easy-to-follow format for a variety of sales positions.
Train the Trainer
Already have internal resources in place? Our content can be packaged, and with our three-cycle certification process, your training team will be equipped to coach and drive change.
What are the Benefits of Our Sales Training Program?
Overall improved customer experience.
44% average increase in rep performance.
We take 68 selling behaviors and simplify them down to 4.
We help reps live better and sell better.
Sales Excellence Redefined.
Our methodology goes beyond traditional sales tactics by helping representatives connect with customers and understand their unique challenges. This authentic, customer-focused approach has consistently earned us recognition from Selling Power Magazine as one of their Top Sales Training Companies.
The results speak for themselves.
4.9 out of 5 star Reviews on Gartner Peer Insights
Aslan facilitated our two-day training and was extremely engaged with each attendee, well spoken, and able to personally connect with our team to better understand the services Aslan offers and how we implement it into our field of business.
Sales and Business Development Construction Industry
Aslan has dramatically enhanced my sales career by equipping me with a customer-first mindset. It has provided practical strategies to help me foster genuine connections with prospects and clients. The servant minded leadership has helped me build trust with my clients, resulting in strong relationships and a huge boost in my sales performance.
Our team recently completed ASLAN's OCS training, and the impact has been nothing short of transformational. The focus on understanding the customer's perspective and needs has reshaped how our sales reps approach client interactions.
Product Management Healthcare and Biotech Industry
Communication has provided a different perspective to the sales process. Organizationally, we are general managers over various processes of which sales is one aspect of my role. Having the coaching process helps me refine how we pursue our market.
Sales Training Trusted by Top Organizations
ASLAN Resources
Before you go, here are some resources to help you investigate our ideas and approach.
