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Other-Centered® Selling (OCS)

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.

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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
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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.

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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

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What Will Sellers Learn with OCS?

We help your team shift focus to the customer. In turn, accelerating change and driving results.

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%.

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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.

Which roles do we serve?

ASLAN provides B2B sales training programs for:

Sales Representatives

Account Managers 

Inside Sales

Sales Leaders

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Customer Success Managers

Sales Engineers

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“The customer’s willingness to listen is more important than your ability to communicate.” 

What Sales Training Formats Are Available? 

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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.

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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.

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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.

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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. 

Selling Power 2024

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.

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The results speak for themselves.

4.9 out of 5 star Reviews
on
Gartner Peer Insights

Sales Training Trusted by Top Organizations

ASLAN Resources

Before you go, here are some resources to help you investigate our ideas and approach.

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