HeyJaredSALES with ASLAN
Selling is serving. Let us serve you with tips, stories and experts on topics you care about.Buyer behavior has changed dramatically. Customers have more information available to them, and therefore are unreceptive, or closed, to sellers.
- Indexed episodes, last 90 days
- 7
- Latest publication
- Sep 14, 2026
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- Earliest in this view
- Jul 13, 2026
Latest episodes
EP. 253 You Can't Overcome False Objections- Truth #16 (opens the original)
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What if the objection you’re trying to handle isn’t actually an objection at all? In this episode of Sales with ASLAN , Tom Stanfill and Tab Norris break down the difference between a real objection and a false objection , and why treating them the same can create even more buyer resistance. A real objection means the buyer is engaged and wants an answer. A false objection is often something else entirely: a way to avoid the sales conversation, reduce pressure, or create distance from a seller t
EP. 252 People Buy You Before They Buy Your Recommendation Truth #15 (opens the original)
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What makes a buyer trust one seller over another, even when the solutions look similar? In this episode of Sales with ASLAN , Tom Stanfill and Tab Norris unpack one of ASLAN’s foundational sales truths: people buy you before they buy your recommendation. They explore why trust, motive, expertise, confidence, and an Other-Centered® approach shape how buyers interpret everything a seller says. You’ll hear real sales stories where the relationship with the seller became the deciding factor, plus pr
EP. 251 Emotions Plus Logic Drive Decision Making- Truth 14 (opens the original)
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Why do buyers agree with your business case but still hesitate to act? Understanding the benefits isn’t always enough. They also need to care about what the change will mean for them. In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris explore Truth #14: Emotion + Logic = Action. They unpack how emotions drive decision-making in sales and how sellers can connect credible evidence to the outcomes customers care about, without creating pressure or manipulating the decision. You’ll lea
EP. 250 The Best Way to Respond to Objections is with Truth- Truth #13 (opens the original)
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In Truth #13 of Sales with ASLAN , Tom Stanfill and Tab Norris tackle one of the biggest challenges sellers face: handling tough objections. The answer isn’t a better rebuttal or a more polished script. It’s the truth. Tom and Tab explain why the best sellers validate the customer’s point of view, isolate the real objection, and share what is genuinely in the buyer’s best interest. They also unpack the difference between influence and manipulation, why assumptions derail conversations, and when
EP. 249 Drop the Rope® - Truth #12 (opens the original)
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In Truth #12 of ASLAN’s 30 Truths for 30 Years series, Tom Stanfill and Tab Norris unpack one of ASLAN’s most practical and counterintuitive principles: Drop the Rope® When a customer, colleague, or family member becomes resistant, our instinct is often to push harder, defend our position, and prove why we are right. But the more pressure people feel, the more likely they are to pull back. Tom and Tab share real examples from sales, parenting, and leadership to show why control is an illusion, h
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