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Traditional selling is working against you

Sellers don’t have a pipeline problem, an access problem, or conversion problem — They have a receptivity problem.

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Receptivity is the key to building your pipeline, growing accounts and closing deals

But in the age of 5,000 daily messages across hundreds of platforms, customers are rapidly growing unreceptive.

Receptive

re·cep·tive / rəˈseptiv / adjective
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Audience is emotionally open and willing to listen

Unreceptive

un·re·cep·tive / ˌənrəˈseptiv / adjective
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Audience is emotionally closed to a meeting or hearing about a new solution

%

decline in customers who are willing to talk to sellers when evaluating a solution

Improve engagement rates by 22X

%

of reps missing quota

Overcome the 5 barriers that keep you from wining & growing accounts

%

response rate to emails

Improve response rates by 366%

The solution?
Abandon the traditional approach to selling

Who is this book for?

Business_Developer_icon

Business Developers

Get more meetings and convert more opportunities

Account_Manager_icon

Account Managers

Expand your reach and grow account share

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Sales Leaders

Coach the un-coachable and expand your playbook

Recommendations

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Someone asked me recently why I've sold more than 2 times the nearest seller and get 25% more appointments. The simple answer is most reps don't understand how to create receptivity. I've used this other centered approach to selling since 2015. It completely reframes how you think about selling and that's why it works.

Tyler Bergman
Regional Vice President, Financial Services
2x
sales
quote

Selling is dumb. Don’t sell things. Listen, be genuine, be curious. This philosophy and approach helped me find my voice as an account manager. Instead of providing me with antiquated sales scripts, I learned how to navigate the roadblocks that were keeping me from growing my accounts and it’s helped me consistently exceed both my professional and quota goals.

Blake Schlukbier
Global Account Manager, Red Hat
quote

This strategy and methodology moved my team from good to great, outperforming teams four times our size. We are now guides and managers of the sales process rather than pushers and pullers. Employing these techniques opened doors with decision makers who consistently denied access in the past. Bottom line, it worked in the toughest market we’ve ever faced.

Robert Zeman
District Sales Manager, Aflac
 

Meet the author

Tom Stanfill

Hometown: Atlanta, GA
Tom Stanfill is CEO and Co-Founder of ASLAN, a global company providing sales training to a wide range of clients including household name corporations such as HP, Aflac, Johnson & Johnson, Merck, and FedEx. ASLAN has served more than 100,000 sales professionals in over 35 countries. For nine years in a row, Selling Power magazine, the premier industry publication for sales professionals, has named ASLAN one of the nation’s top sales training companies.
  • Connect with Tom

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Adopt a radically new approach to sales

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Download an excerpt

To better understand this new approach and determine if it will help you, please download an excerpt from UnReceptive, one of our most popular ebooks: “How to Write Irresistible Sales Emails & Get More Meetings”

UnReceptive Resources

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