6 Tips to Choose a Corporate Keynote Speaker to Boost Sales

August 16, 2018

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

What Makes for Great Business Keynote Speakers?

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

Using APQ for Coaching – 3 Great Tips

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

How to Close a Deal on the Phone

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

You CAN change your Emotional Intelligence in Business – Here’s How

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

Was your Sales Training Seminar Successful?

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

How to Close BIG Deals

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

Is Closing the Deal an Art or a Science?

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

Reviewing the Basics of Sales Aptitude Testing

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

3 Ways How March Madness Teams Close the Deal

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

Hiring Great Salespeople Needs to Be Scientific. Use the APQ Sales Aptitude Assessment.

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

Making a Good First Impression will Close Deals Faster

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

Simple EQ Lessons for More Sales Success

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

What’s New in 2018 for Sales Training Seminars

The new year is well underway, and I am happy to say that sales training seminars are not the “same old – same old.” This year promises to build on many exciting new developments made in 2017. New technologies, improved science in sales techniques, and steadily improving teaching techniques are being incorporated by top sales training companies.... read more

Are You Closing Deals Faster? Learn Simple Metrics to Measure and Improve

Deal velocity is an indication of power for any sales organization. The more deals you can move through the pipeline, and the faster, the better your sales department is running. If deal velocity is slow, then overhead alone could crush a business. You need a significant amount of closed deals within a certain time period to survive, let alone thrive. It’s why learning to close deals faster is a worthwhile endeavor.... read more

Sales Closing Techniques Starts with the Right Prospects

March 7, 2018

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 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

Why Farmer Salespeople Don’t Need Great Sales Closing Techniques

March 3, 2018

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 to you that she possesses closing sales techniques.... read more

You CAN Grow Your Emotional Intelligence and Sell More

March 2, 2018

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.... read more

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