Rapport Building & Using Emotional Intelligence for Sales Success

March 1, 2018

As I explain in my new book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method, most buyers are driven by emotions and gut feelings rather than a careful, rational analysis of the pros and cons of your deal. Building rapport with the client and using your emotional intelligence can lead to sales success. This makes the first hurdle any salesperson must overcome to be to get the other person across the desk to like you, otherwise, even if you have the best deal, you will be rebuffed.... read more

Tips to Close a Deal Over the Phone

February 28, 2018

While a great deal of B2B marketing has shifted online, sales remains very personal, as do the various techniques and tips for how to close a deal. Despite predictions, AI salespeople do not rule the roost. I would say, apart from face-to-face meetings, telephone sales are dominant. Selling via video conference has not taken off in a meaningful way, and when conversations start on LinkedIn, they generally evolve into phone conversations.... read more

Sales Closing Starts with the Right Prospects

February 26, 2018

One of the giveaways from a new salesperson is when he asks, “How do I get prospects?”  For experienced sales professionals, this is like asking “How do I breathe?” More so than worrying about sales closing techniques, this is such a silly question because there are so many ways to get leads. With websites, blogs and social media announcing what we do, not to mention personal relationships, to NOT get a good prospect every once in a while would be pretty strange – even if we just sit there!... read more

Trick to Hiring ONLY Salespeople Who Know How to Close a Deal

February 9, 2018

No matter your product or service, it’s not going to sell itself. At least not in enough volume to make your enterprise viable. The solution is to build a marketing team and salesforce capable of capturing business in an ever-expanding sphere. And a certain percentage of your salesforce needs to be very proficient in how to close a deal.... read more

The Weakest Sales Closing Technique – Seeing the Buyer Shift

February 8, 2018

In order for your sales closing techniques to work, your buyer has to be primed. Building rapport, presenting, demonstrating, handling questions and objections – these are all part of that priming process. There is a stage in all these where average salespeople tend to falter, and that is the critical moment where they need to “go for the kill.”... read more

The OLD BRAIN Science Behind EQ for Sales Success

January 19, 2018

At Asher Strategies, we are leading a renewed charge towards emotional selling and using emotional intelligence (EQ) for sales success. The evidence is just overwhelming; appealing to the intellect alone is a limited approach, even in B2B or government sales.

Use Your EQ For More Sales Success

One of the hallmarks of a good salesperson is they possess the natural talent to succeed in the sales profession. At Asher Strategies, we insist that every sales professional, whether inside or outside sales is their specialty, be tested on Read More

Science In Selling Taught by the Top Sales Training Programs

December 21, 2017

They say the quants have taken over marketing. At many firms, “data geeks”who can derive scientific insights from an endless stream of behavioral and purchasing data are more in demand than creative types. But what about sales? Can relationship-based, B2B sellers adopt a data-centric, scientific approach as well? Is science in selling a real thing?... read more

Breaking News – Asher’s Emotional Intelligence for Sales Success

December 12, 2017

As one of the only leading sales training companies that focuses on incorporating the latest neuroscience into its curricula, Asher Strategies constantly peruses studies which might point to more effective selling techniques. We have discovered a very promising area in current research, which we have immediately started emphasizing to great acclaim: using emotional intelligence for sales success.... read more

Learn how to Close a Deal Faster from A Nuclear Submariner!

Those of you who know a little bit of my history know that I was a Naval Commander, in command of two fast-attack nuclear submarines including the USS Pollock. This experience, and my subsequent stint as a Programs Manager at the Pentagon, led me to develop a deep interest in the science of sales, as I was “selling” constantly to both my subordinates (orders and policies) and my superiors (requests for money and resources).... read more

John Asher Discusses How to Close a Deal with Close Deals Faster

November 7, 2017

I recently had a phone call with content marketing expert and blogger Willie Pena to talk about my new book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method. We spoke for about 20 minutes, and we figured it might be of some use as a quick free educational podcast for salespeople looking to close deals faster. So we have placed the recording of the call on YouTube for you to listen to the conversation.... read more

Closing Sales Techniques – 25 Key Ideas from Close Deals Faster

November 3, 2017

As our fast-paced world becomes even more hectic, it pays to be able to close deals faster, before the buyer decides to go elsewhere for the next shiny-new offering. This means the sales process has to be streamlined so all actions move the buyer forward. This book helps you do just that.... read more

How Will My Corporate Sales Team Ever Remember All They Learned in Sales Training

November 1, 2017

The human mind can be likened to a sponge which soaks up interesting new knowledge and stores it for later use. Unfortunately, a sponge is also full of holes which can evaporate its contents, similar to how a mind forgets new information within about 90 days. For companies which have just invested tens of thousands of dollars in corporate sales training for their staff, this is a big problem.... read more

Close Deals Faster – ASKING FOR REFERRALS

October 16, 2017

Asking for referrals is one of the pillars of consultative or relationship-based selling. The reason it works so well lies in two factors: 1) most people like to share information with others, especially if it makes them look good 2) most people trust recommendations from people they know. One need only check out their Facebook or Twitter feed to see these factors in play.... read more

Close Deals Faster – LONG TERM RELATIONSHIPS

October 13, 2017

Sales training seminars worth their salt do not teach transactional selling but rather relationship-based or consultative selling. The reason for this is the consultative approach leads to a greater return in the form of repeated business, referrals, and bigger deals.

Assess Your Way to Hiring a TOP HUNTER Salesperson

October 10, 2017

Sales managers everywhere dream of landing top hunter salespeople for their sales teams. These are a rare breed of cat, about as elusive astigers are in the jungle. However, there is a trick to finding these VIPs which I am Read More

Corporate Sales Training – Seven Things NOT to Say to Customers

October 9, 2017

For companies selling B2B, 90 percent of your business next year will come from your current customers: 75 percent from ongoing business and 15 percent from up and cross-selling to them. You should be in continual discussion with your customers, and not just for solving problems. In fact, if the only time you’re talking with them is during a problem, you become the problem in their eyes.... read more

Close Deals Faster – OBJECTIONS

September 22, 2017

There used to be a rule of thumb in sales which stating you needed to endure nine “Nos” to get that one “Yes.” While that ratio can vary quite a bit depending on the industry and the salesperson, it’s nonetheless true that every salesperson will face objections and outright rejection.... read more

Close Deals Faster – LISTENING

September 14, 2017

Have you ever been minding your own business and been approached by someone hawking some useless product who would not let you get a word in edge-wise? They went on and on about the features and benefits until you either escaped or bought the thing just to ease the pressure. Either way, you probably resented that salesperson.... read more

Close Deals Faster – INSIDERS

September 10, 2017

This blog post, #3 of our 10 part series, on inside coaches is from my new book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method. We’ve already covered two chapters, on the topics of FOCUS and RESEARCH. Read More

Close Deals Faster – RESEARCH

September 6, 2017

This is the second blog post of 10 in a series based on my new book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method.The first dealt with the subject of FOCUS, or the fact that the top Read More

Close Deals Faster – FOCUS

September 1, 2017

Do you want to learn how to close deals faster? If you are in sales, or manage a sales force, of course you do.

The Secrets of Selling to Women from the Top Sales Training Programs

August 18, 2017

As I discuss in my forthcoming book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Methodselling to women requires a slight shift in tactics when compared with selling to men. This is true not only in the consumer world, where many women still occupy traditional roles such as keeping house and raising children, but also in the B2B world, where there has been great equalization among the sexes as far as title, pay, and authority. Each still buys differently.... read more

Sales Training Workshops and Selling to the Old Brain(LONG POST)

August 14, 2017

Do you want to have a greater influence on people and earn significantly more money, without doing a lot of extra work? Perhaps it’s time to revamp your selling style. And I am going to suggest doing it in a way you might not have heard of. It’s going to require a bit of a shift for you, unless you majored in psychology.... read more

Tips to Keep Business Sales Training Relevant and Fun

August 2, 2017

Top sales training programs come in various guises. Some are 3-day affairs which you must travel to, while others come in DVD format with workbooks which allow you to train in your own conference room. Subject matters run the gamut from basic presentation skills to advanced neuro-linguistic programming theories.... read more

Inside Sales vs. Outside Sales – Make the Right Fit with an APQ Sales Aptitude Assessment

July 28, 2017

There has been some discussion as to whether the distinction between inside sales and outside sales is still valid, or whether this is an outdated model. Some suggest a hybrid approach, where a salesperson performs both inside and outside functions, is the solution. This jack-of-all-trades salesperson might exist, but I still believe that categorizing salespeople into inside farmers versus outside sales hunters will still bear fruit in the foreseeable future.... read more