---
title: "Unreceptive: A Better Way to Sell, Lead, and Influence, Tom Stanfill"
description: "Unreceptive: A Better Way to Sell, Lead, and Influence author Tom Stanfill shares his proven method to make every sale on The Sales Podcast"
image: https://thesaleswhisperer.com/hubfs/Imported_Blog_Media/Tom%20Stanfill.png
---
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Dec 09, 2021
# Unreceptive: A Better Way to Sell, Lead, and Influence, Tom Stanfill
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## Learn how to get the prospect to listen
***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***
## [Professional Selling Tips](https://thesaleswhisperer.com/)you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- People make emotional decisions
- Most customers and prospects are emotionally closed to speaking to sales reps
- Our hunger and desire to make a sale works against us
- Think of selling like farming
- The quality/fertility of the soil
- The quality of the seed
- Start with the soil
- In sales we just think of our seed, i.e., the value prop
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLIo8zzmjcvuKKGrnc7RdUVk%2BAKSygq1vZp9KSuqV64%2Ba3Nrn3w%2FWrNB9EQNICdQcVqvzgZP6ZY9psA%2B8yV3gD%2Fe4lZG2bgiYJM9tc2O3XV%2F3VNnMuFyoxCd1qc56saa2DJXVwCzs2ksWN0zlFV%2B7seqbXwpuz8qc3j1UPEaa40jmkAXCzcya5ooXNgG0%2FmhiO8o%2F0MyTxyv&webInteractiveContentId=178194433547&portalId=443614)
> They're not rejecting your solution, they're rejecting your sales call."
- How to get the prospect to listen
- Do the groundwork
- Life is not fair
- [How to hit your number](https://thesaleswhisperer.com/sales-calculator)
- Make it easier to convert these larger numbers
- They're not rejecting your solution, they're rejecting your sales call
- Customers don't want to talk to sales reps
- They will engage with a bot or engage their own network
- It's simple, but not easy to do
- It's easy to understand
- We're the hero of the story at the beginning
- We need to figure out how to get the prospect to want to listen
- The simplest way to get a prospect's attention is to start with "Because you..."
- You need to know what's on their whiteboard
- "You must enter the conversation going on in the mind of the prospect."
[](https://thesaleswhisperer.com/blog/stu-heinecke)
[Get The Meeting with Stu Heinecke](https://thesaleswhisperer.com/blog/stu-heinecke)
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLJv39b5yLZTGI%2Fop8rFYOxokVRefjCBjGYpXWOWzx%2BOjII2szgIsDx8dIleNGIoeVzv%2FC0l1ymLDKGIqia0fxbuc%2FfN0GNp41r%2BybSAr%2BXSTJuiwnNyxM6ED3QaGZa9M%2BgbozGsG4Hr%2FHAUHvb0qv5jygj0oD7K4Os%2F9C2YEXuZ2N11iocDBuGdveOBQRdxtW6kbfABn3J%2BYQ71zDYF1hbC&webInteractiveContentId=184500196010&portalId=443614)
- If you miss, start with something else
- Communicate a disruptive truth like a better way to solve a problem they have
- Be different
- The reticular activation system
- Sales is about alignment
- Speak to others in the organization to find out what's on their whiteboard
- Engage the gatekeeper
- We all have to influence, even at home
- We're never happier than our relationships
- Hearing no early is a win
## [Sales Growth Tools](https://thesaleswhisperer.com/inner-circle) Mentioned In The Sales Podcast
- Get the book and bonus content at "[Unreceptive Book](https://www.unreceptivebook.com/)"
- Get great sales training for your team at [Aslan Training](https://www.aslantraining.com/)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[](https://thesaleswhisperer.com/blog/john-reid-sales-enablement)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Nail The Sales Conversation To Accelerate Sales Enablement, John Reid](https://thesaleswhisperer.com/blog/john-reid-sales-enablement)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jan 17, 2022
Don't bring donuts, bring insight to download the episode.
[Read more](https://thesaleswhisperer.com/blog/john-reid-sales-enablement)
[](https://thesaleswhisperer.com/blog/tom-hopkins)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Tom Hopkins Shares How To Master The Art of Selling](https://thesaleswhisperer.com/blog/tom-hopkins)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Mar 10, 2015
\[ LISTEN NOW ON APPLE PODCASTS \] About Today's Guest on The Sales Podcast Tom Hopkins is an NYT...
[Read more](https://thesaleswhisperer.com/blog/tom-hopkins)
[](https://thesaleswhisperer.com/blog/paul-scheper)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [The Psychology of Improving With Sales Expert Paul Scheper](https://thesaleswhisperer.com/blog/paul-scheper)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Aug 01, 2022
Be willing to make mistakes...once \[ LISTEN NOW ON APPLE PODCASTS \]
[Read more](https://thesaleswhisperer.com/blog/paul-scheper)
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