Our guest today is Tom Stanfill. Tom is an expert at adapting sales teams and processes to the new reality that the buyer is in control and that the buyer does not want to be sold. In today’s episode, we will discuss ideas and principles that Tom wrote about in his book, UnReceptive: A Better Way to Sell, Lead & Influence. If you apply his principles, you can grow your sales; especially with customers that haven’t given your services or product serious consideration. Tom Stanfill is CEO and co-founder of ASLAN Training, a global sales enablement company appearing for nine consecutive years in the Selling Power Top 20. Since 1996, ASLAN has worked with many Fortune 500 companies, training more than 100,000 sellers and leaders in over 35 countries. Tom is dedicated to helping sellers eliminate buyer resistance and cultivate receptivity. After listening to today’s episode, visit Tom’s website to learn how to turn disinterested buyers into receptive buyers.