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SALES with ASLAN

122 EpisodesProduced by ASLAN Training and DevelopmentWebsite

This podcast series is intended to be a light and fun way to talk about a serious subject: selling. Buyer behavior has changed dramatically over the last several years, and salespeople have failed to change with the times. Our commitment is to help organizations "bridge the gap"​ in their sales forc… read more

36:20

Ep. 81 – 4 Challenges Prospects Have with the New Virtual Buying Process

This week on #sALESwithASLAN, we flip the script and look at life through our prospect’s eyes. What has changed for prospects as it relates to the Virtual Buying Process and how do we adapt our approach to serve them. @MarcLamson helps unpack 4 different challenges that are new in 2020. First, prospects are more distracted than ever. Second, they are using a different decision process and what we call a “mass audit” in a shorter timeline criterion. Finally, when prospects are in the meeting, they are having trouble paying attention.  So, what do we do about all this? Find out. #salesrep #salestips #virtualselling

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