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

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.