September 12, 2018
Ever wanted to join the ranks of sales motivational speakers? Perhaps you just want to be a better presenter in general, in case you need to speak in front of a crowd of peers or employees. You don’t have to attend Toastmasters in order to improve your public speaking skills, especially when simply trying to motivate salespeople.... read more
September 4, 2018
Every day, in conferences, seminars, and summits the world over, keynote speakers deliver informative and motivational talks to audiences in every possible industry. Many of these speakers are big names in business, sports, television, or literature. Most are excellent and deserve every penny earned for their speaking engagement. However, sales and marketing speakers might represent a better choice for companies seeking a direct boost in revenue from their event.... read more
Washington, D.C., Sept. 4, 2018 – Asher Strategies announced today the launch of Asher Sales Sense, a radio show that will feature hosts John Asher and Kyla O’Connell, informed guests and unique conversation on sales strategies. The show will air bi-weekly beginning Sept. 6, 2018 at 3PM EST and will be available on asherstrategiesradio.com for people to listen in on the latest episode.... read more
August 31, 2018
The APQ Sales Aptitude Test is a must-use tool to hire superlative sales talent, especially outside sales hunters. But what about sales executives? After all, since many are wooed over the course of several months, this should give recruiters ample time to judge the potential and pitfall of each candidate, right?... read more
August 30, 2018
A sales motivational speaker can inspire and educate an audience, but did you know they can also boost growth and revenue immediately? The trick is to strategize their engagement and the content wisely so the keynote solves pressing problems and in this way maximizes relevance and follow-up by attendees.... read more
August 29, 2018
Sales team members have the blahs? Consider hiring sales keynote speakers to liven things up and get them back on track. ... read more
August 28, 2018
I have enjoyed being a keynote speaker for several years and attendees always seem to want some kind of magical sales closing techniques which will help them close deals faster. As you probably can guess, there is no magic. It takes a lot of skill and work to close sales, and no single technique works in every case.... read more
August 16, 2018
Marketing and sales go hand in hand. The functions of these departments often overlap, and I have worked with some firms where there is no real distinction – the sales department is the marketing department for all intent and purposes.
That being said, marketing speakers are just as valuable for salespeople as they are for dedicated marketing teams, because it gets them to own the beginning of the funnel and be more proactive in sourcing leads.
Here are two great tips to help your salespeople become better marketers in this digital age.... read more
A great corporate keynote speaker can transform an ordinary seminar or conference into a catalyst for increased sales, but only if you choose the right one. We have all experienced what a poor speaker does to us – it’s a snooze fest and our minds drift to lunch or our cell phones. Not exactly a great ROI on the speaker’s fee. So, event planners need to perform a bit of legwork to ensure a good match and get the biggest sales-boosting bang for the buck.
Here is a roundup of tips compiled from sources across the business world. They offer some food for thought when it comes time for you to book your next corporate keynote speakers.... read more
Emotional intelligence for sales success is no longer a maybe, it is a bona fide requirement for anyone involved in customer-facing positions. We have seen examples of how poor EQ has impacted businesses, such as the Starbucks debacle earlier this year, where the desire to enforce well-meaning corporate policy resulted in the unfortunate arrest of two visitors and enormous public backlash.... read more
August 13, 2018
The image on this post shows a thoughtful person – perhaps a scholar. It’s not an image much associated with business keynote speakers, who generally present a somewhat flashy, driven persona. But I think that the best speakers are not necessarily the guys who jump all over the stage in sweaty, religious fervor. I mean, they can be entertaining for sure, but I don’t believe the theatrics are what make them great business keynote speakers.... read more
July 30, 2018
As you can imagine, there is no single magic bullet to close deals faster, and speed up a company’s growth. Instead, the quest to close deals faster can be accomplished through improvements in several important functions of a business which all dovetail together to boost efficiency in sales and marketing efforts.... read more
July 23, 2018
In the Forbes article, “Five Techniques Top Leaders Use to Close Sales In The Digital Age” by Aditi Ramchandani, the author makes a couple of points which I wholeheartedly agree with, and I think you will too:... read more
July 22, 2018
There’s no doubt the APQ Sales Aptitude Assessment stacks the odds in your favor when selecting qualified sales candidates. It checks the candidate’s scores against the ideal ranges for a wide range of job roles, thus determining suitability for positions such as outside sales hunter, farmer, CSR, or sales manager. This reduces bias in the hiring process and is the recommended scientific approach to sales recruitment.... read more
July 21, 2018
Sales training seminars can enhance the lives and performance of salespeople (and the businesses they work for) because of the gains in confidence and competence – not to mention the nice increase in pay from closing more deals.... read more
July 20, 2018
Although I find it easier to close deals in person, certain professionals have mastered the art of closing deals on the phone. Think stockbrokers and telemarketers. However, I would not look to these professions for general guidance in how to close a deal in the B2B world due to the high-pressure and perhaps questionable tactics they have a reputation for using.... read more
July 11, 2018
I love to teach sales closing techniques. Closing is what brings home the bacon and makes the world go round, from national politics to relationships. Without closing skills, salespeople are not salespeople. They are order takers – and only if the buyers decide they want to buy in the first place.... read more
July 9, 2018
Based on feedback received by attendees at our sales training seminars, the jury is still out at many companies whether their investments in social media have paid off.... read more
June 30, 2018
The idea of developing emotional intelligence for sales success is gaining traction. Case in point: an article in the March 2018 print edition of Rough Notes Magazine (a leading trade for insurance agents) is titled “The ‘Other’ Intelligence: Why emotional intelligence is topping leaders’ lists of must-have skills.” In it, writer Kimberley Paterson states “77% of CEOs now see soft skills, like emotional intelligence, as among the most valuable and the hardest to find.”... read more
June 29, 2018
Sales training workshops tend to be a one-off affair, or at best a yearly event for most firms. Many dedicated salespeople attend several per year, but for a large number this is not possible due to economics or logistics.... read more
Sales training seminars are indispensable for any sales organization, even one full of seasoned pros. Conventional wisdom notwithstanding, you can teach an old dog new tricks if you motivate it enough. Not to associate canines with salespeople, but you get the idea – everyone benefits from continued education in their craft.... read more
June 28, 2018
Washington, D.C., June 28, 2018 – Asher Strategies announced today that John Asher, CEO of Asher Strategies is booking a new keynote address for conferences and events. “I want to help businesses grow and share with their salespeople new ideas for making the complex, simple. And how learning to sell to the buyer’s old brain will aid them in exceeding their quotas,” stated John Asher.... read more
June 20, 2018
Salespeople must know how to close a deal in the face of tough objections. First, they must understand the difference between a valid objection, often referred to as a condition, as opposed to simple mental resistance – usually composed of irrational fears.... read more
June 18, 2018
Every salesperson dreams of landing a big account — one that not only will bring in a huge commission check, but also respect from peers and executives. These big accounts, if serviced correctly, tend to bring in other big accounts as well due to social proof – your firm must be good if you handle so-and-so’s business goes the thinking.... read more
June 14, 2018
Closing sales techniques are the key to sales. Similar to plays in sports, they should be practiced over and over in order to build competence and become second nature.... read more
It happens to the best of salespeople. Everything seems to be going smoothly with a buyer, with enough positive signals apparently there to indicate strong interest and a purchase decision. Then, when sales closing techniques are applied to get the commitment, they refuse to close.... read more
June 5, 2018
Washington, D.C., June 5, 2018 – Asher Strategies announced today the book Close Deals Faster, authored by John Asher, CEO at Asher Strategies, has been awarded the 2018 International Book Award in the Business: Sales category. ... read more
May 30, 2018
You can never learn enough closing sales techniques. Even if you don’t use all of them over the course of your sales career, studying closes helps develop a greater competence with the ones you DO use.... read more
One thing which can bruise the egos of salespeople more than anything else is when customers “fire” you and start doing business with a competitor. It feels like a betrayal, doesn’t it?... read more
The absolute best way to tell if someone possesses the emotional intelligence for sales success before hiring them is the Advanced Personality Questionnaire. The test will surface the strengths and weaknesses of a candidate immediately after taking the 25-minute quiz. But what if you have to make a snap decision, with no possibility of getting them tested?... read more
May 27, 2018
For many learning how to close a deal more effectively, whether closing is an art or a science is an understandable confusion. Some salespeople rely strictly on their processes and systems to bring buyers through the sales funnel, while others prefer to engage more organically with prospects and improvise as they go along.... read more
May 15, 2018
Washington, D.C., May 15, 2018 – Asher Strategies identifies 15 trends influencing sales people in 2018. “We want sales teams to be successful and Close Deals Faster,” John Asher, CEO for Asher Strategies said. “With effective sales teams, companies can increase their revenue. They need to understand how trends impact them to help both be successful.”... read more
In sales, to close deals faster means greater growth. In fact, speed alone can determine the viability of an organization.... read more
May 12, 2018
Developing emotional intelligence for sales success is an oft-neglected part of sales training. This is despite evidence which indicates emotional intelligence, rather than IQ, is key in both selling and interpersonal relationships.... read more
May 7, 2018
The APQ sales aptitude test has been instrumental in turning around low-performing sales teams for several decades, in conjunction with sales training and coaching. In the past, sales executives and hiring managers had to rely on imprecise recruitment methods, such as gut instinct and interview performance. With the development of the APQ sales aptitude test they could glean deeper insights into a candidate’s personality and determine with much greater accuracy whether he or she was the right fit for the job.... read more
May 1, 2018
March Madness is the annual college basketball tournament which separates the wheat from the chaff. It’s a dramatic end to the season for hundreds of players for whom the stakes are high: prestige, recognition, and a possible shot at a lucrative NBA career.... read more
April 26, 2018
Sales and marketing today have evolved into more scientific, efficient practices thanks to raw computing power and advances in data science. While psychology has always played a part in sales, we now understand better which parts of the mind and personality most affect success in these fields due to the sheer amount of transactional data and analyses available.... read more
April 23, 2018
The first impression you make with a potential buyer can make or break a deal. We used to think that it took several seconds or minutes for this first impression to form, but recent research shows that it only takes fractions of a second. Once it’s made it is hard to overcome, and a negative one makes it difficult to close deals faster – the goal of all salespeople.... read more
April 18, 2018
April 13, 2018
If you want to become a great salesperson, you need to practice everything from your presentations to the way you ask for referrals. And of course, your sales closing techniques should be rehearsed over and over until you have them down pat.... read more
April 9, 2018
Greater importance is being paid today to emotional intelligence (EQ) than traditional IQ when it comes to sales success. The shift comes after research has proven that EQ is the major factor to better selling, and this is likely due to emotion being the primary driver of decisions – not rationality or intelligence.... read more
Great sales team training ideas don’t always involve booking a trainer, travel, and a meeting hall. There are many activities you can do right in your conference room or as part of your regular sales meetings to keep skills sharp.... read more
April 6, 2018
Why are there so many different workshops to choose from for you or your sales team? Do we really need hyper-specific courses, such as the 75+ ones listed by this company alone?... read more
B2B selling doesn’t have to be a somber, serious affair. In fact, I feel the more fun you have, the better you do. Of course, if you aren’t doing so hot in meeting your quota, it’s going to be hard to have fun. But as your success grows, things tend to lighten up.... read more
March 26, 2018
As stated in my new book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method, “In a globalized, Internet based economy, there is no excuse for a salesperson not to have done thorough research on the buyer and their company prior to the first meeting.”... read more
March 23, 2018
In Chapter Three of my book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method, I talk about the importance of using “coaches” or “insiders.” In this post I will explain what these are, why they make a difference, and how to close a deal by leveraging the information they provide.... read more
March 22, 2018
Washington, D.C., March 22, 2018 – Asher Strategies announced today the Close Deals Faster book, authored by CEO John Asher, is among the best sellers at the nation’s airport book stores.... read more
In, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method, I cover the importance of listening when on a sales call. Closing sales techniques depend on having enough information to strike the right chord with the buyer.... read more
March 16, 2018
Sales training workshops have been a mainstay in the corporate sales world for decades. Whether conducted in-house by company trainers, or at a special conference by sales leaders, millions of sales professionals have benefitted from the knowledge shared and camaraderies developed.... read more
Emotional intelligence (EI or EQ) is the secret sauce in sales. Studies of top sales people have confirmed it is far more important than IQ for the sales professional. Emotion cuts through all logic and rationale and spurs the buying decision, so those who understand their own emotions and how they affect others’ can make more money. This is what is called emotional intelligence for sales success.... read more
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