The Asher Blog

John Asher headlines a panel of four experts talking on “The Role of Neuroscience and Mindfulness in Developing Consistent Sales Performance”. The Enterprise Sales Forum is bringing together an expert panel to go beyond just buzzwords to give global enterprise sales organization real tools and neuroscience-based sales techniques to dramatically improve sales performance. John Asher’s … John Asher Speaks at the DC Enterprise Sales Forum on March 19

One of the giveaways of 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 … Sales Closing Techniques Starts with the Right Prospects

When interviewing prospects for sales roles, you can sometimes spot who might obviously make a great inside sales farmer, and who might make a great outside sales hunter. The farmer has a nurturing, empathic way about her. The sales hunter has an unmistakable intensity or drive. You can also tell from the way she talks … Why Farmer Salespeople Don’t Need Great Sales Closing Techniques

One of the first priorities when meeting with a prospect is to establish rapport. This can involve some initial small talk about common interests, noticing something in the prospect’s home or office to talk about, or even some innocuous subject such as the weather or sports. Unfortunately, these efforts fall flat sometimes. A talkative salesperson … You CAN Grow Your Emotional Intelligence and Sell More

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 … Rapport Building & Using Emotional Intelligence for Sales Success

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 … Tips to Close a Deal Over the Phone

I would like to begin by thanking everyone who has purchased a copy of my book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method, and for all the positive feedback and Amazon reviews. For those who haven’t picked up a copy, a brief description.  There are many sales books in the marketplace. … Quiz: Are you using 15 Shortcuts to Close Deals Faster?

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 … Sales Closing Starts with the Right Prospects

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

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 … The Weakest Sales Closing Technique – Seeing the Buyer Shift