unReceptive: A Better Way to Sell, Lead, and Influence

by Tom Stanfill

Overview

Receptivity of your audience is far more important than the power of your message. Learn how making this simple change in focuscan make all the difference in your ability to influence and succeed in the world of sales.

In this groundbreaking new guide, ASLAN co-founder and CEO Tom Stanfill shares his proven methodology, road-tested over decades by hundreds of thousands of sales professionals, workshop participants, and industry experts, on how to convert even the most disinterested prospects and customers. unReceptive will show you how to:

• Eliminate resistance and make selling easy and enjoyable, while experiencing a deeper sense of purpose.
• Overcome the five receptivity barriers – the customer’s perception of you, opening a “closed” door, uncovering the unfiltered truth, changing beliefs, and motivating the customer to take action.
• Adopt the tested and true operating system used by the most persuasive and influential people.

When you shift the focus from crafting the perfect message to creating receptivity, you flip the entire art of selling on its head and form lasting relationships that set you and your customers up for lasting success.

Product Details

ISBN-13:	9781400225804
Publisher:	HarperCollins Leadership
Publication date:	11/09/2021
Pages:	272
Product dimensions:	9.10(w) x 6.10(h) x 0.70(d)

About the Author

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 eight 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. Hometown: Atlanta, GA.

Table of Contents

Introduction ix

1 Traditional Selling Doesn't Work 1

Part I The First Barrier-Changing Their Perception of You

2 Drop the Rope 15

3 Reset Your Compass 30

Part II The Second Barrier-Opening a Closed Door

4 The RAS and the Power of Your Position 49

5 Email and the 10-30-3 Introduction 66

6 You Can't Overcome a False Objection 86

Part III The Third Barrier-Discovering the Unfiltered Truth

7 Take the Trip 99

8 The Discovery Roadmap 113

9 How to Get Anyone to Tell You Anything 123

Part IV The Fourth Barrier-Changing Their Beliefs

10 Setting the Stage 143

11 A Formula for Changing Beliefs: Action = Belief + Care 152

12 Word Pictures and Success Stories: Making the Emotional Connection 177

13 Six Myths About Objections 189

Part V The Fifth Barrier-Taking Action

14 An Other-Centered Approach to Advancing the Relationship 215

15 Receptivity Is a Way of Life 229

Index 247

About the Author 257