The Asher Blog

The DISC assessment has been a go-to tool for assessing the personality style of job applicants and current employees across many industries since the early 1970’s. The assessment is named after the four major personality styles:  Dominance, Influence, Steadiness, and Conscientiousness. It is thought that by testing someone and plotting their answers against DISC’s established … Why you should not rely on the DISC assessment to hire salespeople

  There’s been this international consortium of neuroscientists in 70 countries, sharing their research, sharing their studies in the cloud. So all of them get to see what everybody else is doing. The growth of this knowledge is really just exponential. If you go to Wikipedia and type in cognitive bias, see there are 184 … Six Most Important Cognitive Biases for Salespeople to Master

We have all heard the phrase ‘practice makes perfect’ before. Well legendary Green Bay Packers coach Vince Lombardi saw the flaw in this expression. Lombardi said that, “Practice does not make perfect. Only perfect practice makes perfect.” While Lombardi was speaking about football specifically, it is clear this phrase can be applicable to so much … Reasons Why Sales Training Fails

When most people think of sales training, they view it as something that exclusively benefits salespeople. I mean it only makes logical sense right? Sales training is just for salespeople. Wrong. Sales training has lessons and benefits that can help everyone inside an organization. Sales methodology is the backbone of any innovative enterprise. The bottom … Benefits of Organization-Wide Sales Training and Coaching

Join these two authors, John Asher and Vincent Burruano, talking about what took them so long to write their books. That leads to the motivation behind Vincent’s latest book, “A Daily Dose of Sales Wisdom“. This takes us to an important distinction regarding being nice can be unkind. What Vince means is that honesty is … Being Honest Isn’t the Same as Being Mean or Brutal, But It’s Necessary

Sales is a results driven business, there is no way around that. Salespeople’s performance is often measured under a microscope every month, quarter, and year. Applauded when they surpass goals and criticized when they fall short, it’s easy to measure the performance of a salesperson. Go one step above them though, and things get a … 5 Ways to Measure the Performance of a Sales Manager

You have just decided that you want to invest in your employees, and you want to award them with a top-notch B2B sales training program. If you search up sales training programs on the internet, you’ll get thousands of results. How do you know where to start? How do you know which programs are worth … Sales Training Program – How to Choose The Best B2B Training

Closing a business deal with any prospect can be an anxious experience. They may have loved your demo and seem highly interested, but nothing is official until you get pen on paper. So what comes next? How do you show your prospect you’re serious about getting a deal done and ready to move this conversation … 3 Powerful Sales Closing Questions That Will Seal The Deal

We have all heard the phrase ‘it’s time to sink or swim’ before. While this may be a great thing to tell your football team who is losing at halftime, or what you said before a test in high school, it is not a good ideology for managing your sales reps. You need to empower … Sales Coaching is The Best Way to Empower Your Sales Team

Outside of the business world being a good negotiator is a useful skill. Being able to get a good price on a new car or convince someone to do something for you, are both helpful. However, in the world of sales being a good negotiator is necessary. In the business world, your job is centered … Why Sales Negotiation Skills Are Important