Tag Archives: consultative sales process

What is a Consultative Sales Process?

Asher Strategies has taught the consultative sales process to well over 50,000 individuals in more than 1,200 firms over the last 35 years, all over the world. Our current expansion into Asia reflects our commitment to serve companies on a global scale and help them overcome today’s sales challenges.... read more

Posted in Sales Process Management, Sales Training Skills | Tagged | Leave a comment

The Four Major Growth Processes Every Business Needs to Succeed

The media often depicts businesses as being overnight successes, similar to the way certain celebrities and professional athletes are glorified when they finally break through with a runaway hit or other major achievement. In reality though, there are usually years of blood, sweat and tears poured into each one of those successes, which often goes unremarked upon and therefore paints a false picture of what it takes to really “make it.”... read more

Posted in Business Growth, Consultative Sales Process, Featured Articles, Sales Process Management, Sales Training Skills | Tagged | Leave a comment

How to Make More Money Using a Formal Sales Process

Salespeople are in the fortunate position of being almost fully in control of their earning power. While external factors, such as a recession, competitors, and government regulations do of course play their parts, in reality fortunes are made in sales even when those conditions are present. The difference in those that make the big money, and those that don’t, lies in the actions each performs on a daily basis.... read more

Posted in Business Growth, Consultative Sales Process, Sales Process Management, Sales Training Skills | Tagged , | Leave a comment

Sales Training Skills: Become the Problem Solver

One of the first things you will learn as a sales person is the power of consultative selling. Unlike other types of selling, this method relies on providing solutions and acting as a trusted consultant to your client. Once you’ve developed this kind of relationship, the selling portion of the process becomes very easy, in fact, you won’t even have to do anything special once you’ve reached this point.... read more

Posted in Sales Training Skills | Tagged , | Leave a comment

Small Business Growth Strategies: 5 Reasons to Start an Inbound Marketing Program

Many small businesses have embraced inbound marketing as an effective way to increase their revenue. According to a report by eMarketer, 36% of small businesses are using Search Engine Optimization to grow their businesses and 35% are using social media. However, if roughly 35% of small businesses are using inbound marketing tactics, 65% are not.... read more

Posted in Business Growth | Tagged , , | Leave a comment

5 Ways to Find the Right Marketing Message for Your Consultative Sales Process

Your marketing message has the potential to make or break your sales campaign. If you don’t have just the right message, you simply won’t reach your prospects in the way they need to be reached. Not only do you need to find the right way to impart your product or service’s benefits, you may also need to fine-tune your marketing message for each prospect.... read more

Posted in Uncategorized | Tagged | Leave a comment

Become A Trusted Advisor by Using a Consultative Sales Process

In examining the various styles of salesmanship, it can be seen that there has been a major shift over the past few decades from the used car salesman or slick stockbroker approach, which can be expressed as “hook ‘em, get the money…and run,” to a more consultative style.  This style relies less on overwhelming the prospect with the pitch and more on becoming an expert advisor to the prospect that builds trust in order to win the business.  This new approach pays off in many ways, not limited to glowing recommendations and reduced marketing expense as clients are not “churned and burned,” but instead come back for more.... read more

Posted in Sales Process Management, Sales Professionals | Tagged | 1 Comment

Research Your Prospects to Improve Your Sales Process

If you are noticing that your sales numbers are lagging, or you just can’t seem to meet your goals, it is vital to take a look at how you are selling and how you are handling your prospects.  Thoroughly researching your prospects is a necessary part of sales process improvement.  Let’s take a look at a few easy ways that you can find the gold hidden in your prospect list.... read more

Posted in Sales Process Management, Uncategorized | Tagged , | Leave a comment

Get on the Inside Track – Use Neuro-Linguistic Programming to Improve Your Sales Process

The sales process involves many steps, from quantifying and qualifying leads, to building a relationship with your prospects and determining their needs. Once these things are accomplished, the final step of the process, making the sale, will hopefully occur. But what can you do for sales process improvement within your organization?... read more

Posted in Uncategorized | Tagged , | Leave a comment

Customer Complaints are Sales Gold – Use Them!

Success in sales is largely determined by the actions taken on a daily basis, and these in turn derive from a blend of the salesperson’s knowledge and attitude.  Basic attitude directs how situations are approached and is probably the single largest factor in whether a salesperson does the effective thing or sits idly by while business goes to the competition.... read more

Posted in Uncategorized | Tagged , | Leave a comment