364 unReceptive by Tom Stanfill
The Marketing Book Podcast
Douglas Burdett
5.0 • 869 Ratings
🗓️ 31 December 2021
⏱️ 69 minutes
🧾️ Download transcript
Summary
unReceptive: A Better Way to Sell, Lead, and Influence by Tom Stanfill
About the Book:
A large and growing number of people are distracted, overwhelmed, and isolated today and this has resulted in a steep decline in receptivity to another sales pitch, call, or email.
And the harder you try to sell, the greater the resistance.
Unreceptive reveals the surprisingly simple and refreshing solution to this problem that is a sharp contrast to traditional approaches to selling, revealing why the receptivity of an audience is far more important than the power of the message.
In this groundbreaking new guide, 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.
This book 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.
About the Author:
Tom Stanfill is CEO and co-founder of ASLAN Training, a global sales enablement company appearing nine consecutive years in the SellingPower Top 20. Since 1996, ASLAN has worked with many Fortune 500 companies, training more than 100,000 sellers and leaders in over 35 countries.
And, interesting facts – he and his wife Claire have 14 grandchildren, and in the hot Georgia summer of 1980, Tom had the dream job of riding in a non-air-conditioned truck delivering 500 Coca Cola machines. He got the job because he was dating the Coca-Cola company president's daughter!
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/unreceptive-tom-stanfill
Transcript
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| 0:00.0 | This is Tom Stanfield, author of Unreceptive, a better way to sell, lead, and influence, and you are listening |
| 0:08.7 | to The Marketing Book Podcast. |
| 0:10.8 | Welcome to The Marketing Book. podcast. marketing. And now here's your host, Douglas Burdett. |
| 0:25.0 | Hello and thanks for joining me on the marketing book podcast where each week I publish an interview |
| 0:29.7 | with the author of a new marketing or sales book and which was named by Forbes is one of |
| 0:33.6 | 11 Smart Podcasts that will keep you in the know and named by LinkedIn is one of |
| 0:38.7 | 10 podcasts that will make you a better marketer. Don't worry about taking |
| 0:42.1 | notes you can find links to Don't worry about taking notes. |
| 0:42.7 | You can find links to everything linkable |
| 0:44.4 | in this episode's website page |
| 0:46.3 | at marketingbook podcast.com. |
| 0:48.8 | And since you're a listener to the marketing book podcast |
| 0:51.2 | and I read every book featured on the show, if I can recommend a specific. marketing book, |
| 0:53.0 | podcast, and I read every book featured on the show. If I can recommend a specific marketing or sales book or |
| 0:57.0 | any other resource I know of for whatever challenge you're facing, |
| 1:00.0 | send me a LinkedIn connection invite with a message indicating you're a listener |
| 1:04.0 | So I won't mistake you for a spammer and ignore you and I will do my best to get you pointed in the right direction |
| 1:10.4 | I do this podcast to help me and my listeners keep up with the latest ideas that matter most in the quickly changing and somewhat overwhelming world of modern marketing and sales. |
| 1:20.0 | My day job is running a marketing agency that helps manufacturers, industrial companies |
| 1:25.2 | grow their revenue. |
| 1:26.5 | To learn more about the problems we solve and how we do it, visit sales artillery.com. |
| 1:32.4 | All right, enough yackin, let's get on with the show. Today we |
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