"The rate at which sales professionals achieve their targets is declining every year."
DID YOU
KNOW?
Source: ASLAN Training Research — 25+ Years of Sales Behavior Research
Common Problems Many Organizations Face
Sales teams explain product and service features but fail to uncover the buyer’s real priorities and hidden needs.
Sales teams explain product and service features but fail to uncover the buyer’s real priorities and hidden needs.
As soon as the seller starts talking, buyer resistance increases — prospects become defensive in the first meeting.
As soon as the seller starts talking, buyer resistance increases — prospects become defensive in the first meeting.
Opportunities increase, but close rates remain low; time and energy are spent on unqualified opportunities.
Opportunities increase, but close rates remain low; time and energy are spent on unqualified opportunities.
Leaders tell salespeople to “make more calls and visit more prospects,” but the problem is not activity levels — the sales process in most companies is seller-centric rather than customer-centric.
Leaders tell salespeople to “make more calls and visit more prospects,” but the problem is not activity levels — the sales process in most companies is seller-centric rather than customer-centric.
Sales teams explain product and service features but fail to uncover the buyer’s real priorities and hidden needs.
As soon as the seller starts talking, buyer resistance increases — prospects become defensive in the first meeting.
Opportunities increase, but close rates remain low; time and energy are spent on unqualified opportunities.
Leaders tell salespeople to “make more calls and visit more prospects,” but the problem is not activity levels — the sales process in most companies is seller-centric rather than customer-centric.
The Hidden Costs Of These Problems
Performance Cost
57% of sales teams fail to meet their annual quota. (Salesforce State of Sales Report)
Cultural Cost
75% of buyers trust their own research more than a salesperson. (Gartner B2B Buyer Research)
Strategic Cost
Competitors gain market share without you realizing it — because your salespeople are still selling the old way. (Gartner)
If These Problems Continue
10 Days
During sales conversations, the buyer becomes defensive and the seller tries to persuade. A few days later the dialogue breaks off. In sales meetings, it is simply said that “the customer didn’t respond.” No root-cause analysis is conducted — it is treated as normal. The negative impact is not yet felt.
10 Months
The sales team continues repeating the same behavior. The pipeline is filled with unqualified or suddenly disappearing opportunities. Salespeople fall behind their annual quotas. Pressure increases, salespeople become more aggressive — which further increases buyer resistance. The vicious cycle continues.
10 Years
The company’s growth loses sustainability. Toxic behaviors of short-term, aggressive sellers are tolerated because they generate quick wins. Massive discount requests are approved. A “sell and close at any cost” culture forms. Top performers leave the organization. Market share permanently shrinks — and by the time this is realized, it is too late.
What Competency Is Required To Solve This?
Receptivity®
Creating Mental Openness in the Buyer
The salesperson’s ability to remove the buyer’s mental barriers before entering the persuasion stage, positioning themselves as a trusted business partner and making the customer open both to the seller and to new ideas.
What Is This Program?
OCS is ASLAN Training’s flagship program, based on 25+ years of research and a methodology tested in 42 countries.
It is listed every year in the “Top Sales Training Companies” ranking by Selling Power Magazine The program is built on a single reality:
The biggest barrier to sales success is not a lack of persuasion — it is buyer resistance.
25+
Years
42
Countries
68 → 4
behaviors
🏆 Selling Power • Top Sales Training
Learning Outcomes
Breaks Buyer Resistance
Salespeople move away from the “sell and persuade” model and become trusted partners in the customer’s decision journey.
Accelerates Cold Outreach
Cold calls increase by 300% within the first four months, and revenue grows within existing accounts. (Source: ASLAN Training Client Research)
Measurable Results
Improvements are visible and measurable across four layers: mindset, activity, capability, and revenue.
Client References
(Source: ASLAN Training Client Spotlights)
Schneider Electric
$1.5B new revenue · 80% share growth
Cox Business
Growth from $700M → $2B
ScanSource
$25M new revenue · 875% ROI
Zillow
39% quota attainment increase in 90 days
Getty Images
Discount rates reduced from 28% → 12%
Merck Animal Health
46% competency increase · 10 countries (including Turkey)
Suburban Propane
Customer churn reduced by 50%
CorVel
InsurMark
3-year record growth · 49% YoY growth · 78% conversion rate
Who Is It For?
This program is ideal for:
Organizations that are missing sales targets and want to understand why
Leaders who want to elevate their salespeople into trusted business partners
Teams seeking to adopt a consultative approach in B2B / complex sales cycles
Sales teams focused on customer retention and account expansion
This program is NOT suitable for:
Organizations unwilling to place sales transformation on the executive agenda
Sales leaders who believe “our industry doesn’t work that way”
Companies unwilling to confront resistance to change within their sales teams
Multinational companies that already have global sales training programs and assume localization is unnecessary
Firms that treat sales training as a one-time event
Those seeking quick closing tactics instead of mindset and behavior change
Organizations that assume “we already have sales training” without questioning effectiveness
HR or L&D professionals who previously selected ineffective sales training programs and continue to repeat the same procurement mistakes
Urgent
Why Now?
1.
If your sales targets were not met last year and cannot be achieved again this year, what happens? Budgets tighten, investments are cut, teams shrink, and market share shifts to competitors — and recovery may take another year.
2.
In Turkey, relationship-based selling is still strong — but familiarity alone is no longer enough. As purchasing decisions involve multiple stakeholders, you also need to make your voice heard by people who do not already know you.
Forrester predicted this shift in 2015: Order Takers and Explainers would disappear — leaving room only for Trusted Advisors.
Artificial intelligence is now accelerating this transformation exponentially. We are entering a period where companies delegate routine sales tasks to AI, reducing the need for traditional sales roles, while increasing demand for Trusted Advisors who can build genuine relationships with customers. Microsoft recently eliminated thousands of traditional sales roles — replacing them with AI-enabled consultative sellers.
The question is no longer “Will this transformation happen?” The question is “How many people in your sales team are truly Trusted Advisors?”
Customer Voice
“This is no longer just an OCS program — it will define how this organization sells for the next 10 years. I have been part of many initiatives, but none have been this impactful.”
— Executive Director, Merck Animal Health
Implemented across 10 countries, including Turkey
Related Solutions
Program Details
ASLAN Other-Centered® Selling
Product Name
ASLAN Training
Partner
INSM-PTP-OCS-SP-SMT-CRO-GRO-PER-085
SKU
INSM · GROC · PERC · TALS · STRG · LOWE
Challenge
PERFORM
Flywheel
Sales Teams
Target Audience
Min 8 - Max 16
Number of Participants
2 Days
Duration
In-Person · Live Online · E-Learning
Delivery Format
TR / EN
Language
Pre-Assessment
Optional
Customization
Optional
OMG Sales Candidate Assessment / OMG Salesperson Evaluation
Inventory
Pre-Work
Optional
Training Kit
Available
Gamification
Available
Certificate
Available
Awards
Available
Additional Resources
Available
Post-Training Reinforcement
Optional
ROI Measurement
Optional
ASLAN Sales Management Training · ASLAN Strategic Account Management · RMP for Salesperson Performance
Follow-Up Programs
