Consultative Selling Skills
Other-Centered® Selling
Other-Centered® Selling (OCS) is ASLAN's flagship sales methodology and the foundation of everything we teach. It gives frontline sellers a complete, repeatable framework for leading every stage of a sales conversation, from earning a buyer's trust to closing the deal.
Developed from 25 years of research and applied in hundreds of organizations across 42 countries, OCS takes 68 selling behaviors and simplifies them down to 4, giving sellers a practical system they can apply immediately and build on over time.
Why It Works
Technical buyers can pull specs, pricing benchmarks, and engineering trade-offs from AI tools before a rep ever calls. When reps show up with the same information the buyer already has, they read as redundant, not relevant.
OCS is built to change that. Grounded in the Other-Centered® principle, it equips reps to surface risks buyers haven't considered, ask questions that go beyond the spec sheet, and show up as Trusted Partners, not vendors.
What You'll Learn
-
How to lead a conversation when the buyer already knows the specs, and add something they can't get from a data sheet
-
How to surface risks and priorities buyers haven't voiced, even when they think the decision is already made
-
How to build a recommendation that connects the plant floor to the P&L, not just the technical requirements
-
How to advance a deal through a procurement-led evaluation without competing on price alone
Results
-
Trusted Partners outsell transactional sellers and relationship managers by 103%.
-
High-performing reps score 83% higher in discovery disciplines.
-
22x increase in engagement with new decision-makers.
-
Average 44% lift in rep performance.
-
Sellers show up as Trusted Partners, not just vendors.
-
Buyers become more open, more engaged, and easier to lead.
-
Teams win more opportunities and expand account share consistently.
Sales Management Training
Catalyst™
Catalyst™ equips manufacturing and industrial sales managers to lead behavior change instead of just managing activity. It's built around three core responsibilities every frontline leader owns: Lead, Manage, and Coach.
Most managers know their reps need to change how they sell. What they lack is time. Between plant-floor escalations, expedite requests, and daily fires, coaching is the first thing that gets pushed to next week, then next quarter.
Why It Works
Coaching that only happens when there's time isn't a system, it's a coincidence. Without a consistent rhythm, reps repeat the same gaps deal after deal, and the shift OCS and SAM are supposed to drive never actually takes hold in the field.
Catalyst™ gives managers a structured way to diagnose what's actually holding a rep back, whether it's desire or capability, and coach to the real gap instead of guessing. It turns coaching from a one-time event into a habit that survives a busy quarter.
Who It's For
-
Current sales managers
-
Emerging sales leaders
What You'll Learn
-
How to diagnose whether a rep's gap is desire or capability before you try to coach it
-
How to build a coaching rhythm that survives escalations, expedite requests, and daily plant-floor fires
-
How to hold reps accountable to a plan without falling back into pure activity-tracking
-
How to coach in real time, on live deals, instead of saving feedback for a quarterly review
Heading Text
-
44% lift in team performance
-
365% increase in field engagement
-
1.5 months of time saved annually
AI-Powered Coaching & Reinforcement
Meet ASLAN+
ASLAN+ is an AI-powered sales enablement platform built on ASLAN's Other-Centered® methodology. It gives sellers the skills, tools, and just-in-time resources they need to perform at their best, right inside their daily workflow.
Most training fades because nothing reinforces it. Managers are too stretched to coach consistently. Reps forget. Support arrives after the deal is lost. ASLAN+ puts development inside the workflow so growth happens in the moments that matter, not in a separate event reps have to find time for.
Why It Works
ASLAN+ is a performance platform built around the same Other-Centered® principles that drive ASLAN's live programs. Reps practice real, technical sales conversations, get coached in the moment, and build habits that survive a long, multi-stakeholder sales cycle.
What You'll Experience
-
AI role-play simulations to practice high-stakes technical sales conversations
-
An AI assistant that delivers instant answers and guidance in the field
-
Tailored learning paths that build consistent habits across long sales cycles
-
Manager tools and AI-powered insights that make coaching more effective, even across dispersed teams
Results
-
22x more meetings booked.
-
365% increase in engagement.
-
44% average increase in rep performance.
-
Reps get support in the moment, not after the deal is lost.
-
Managers coach more consistently without adding to their workload.
-
Training sticks because reinforcement is built into the daily workflow.
$1.5B
