Closing Deals Faster Leverages Your Growth
May 15, 2018
In sales, to close deals faster means greater growth. In fact, speed alone can determine the viability of an organization.... read more
Answer these 5 Questions – Learn Your Sales Emotional Intelligence
May 12, 2018
Developing emotional intelligence for sales success is an oft-neglected part of sales training. This is despite evidence which indicates emotional intelligence, rather than IQ, is key in both selling and interpersonal relationships.... 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
Don’t Know How to Close a Deal? No Problem! 3 Top Closes to Learn.
April 18, 2018
Want More Sales? Practice Your Closing Techniques
April 13, 2018
If you want to become a great salesperson, you need to practice everything from your presentations to the way you ask for referrals. And of course, your sales closing techniques should be rehearsed over and over until you have them down pat.... 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
3 Fun and Challenging Sales Team Training Ideas
Great sales team training ideas don’t always involve booking a trainer, travel, and a meeting hall. There are many activities you can do right in your conference room or as part of your regular sales meetings to keep skills sharp.... read more
Why Are There So Many Different Sales Training Workshops
April 6, 2018
Why are there so many different workshops to choose from for you or your sales team? Do we really need hyper-specific courses, such as the 75+ ones listed by this company alone?... read more
Top 5 Funniest Named, but Effective, Closing Sales Techniques
B2B selling doesn’t have to be a somber, serious affair. In fact, I feel the more fun you have, the better you do. Of course, if you aren’t doing so hot in meeting your quota, it’s going to be hard to have fun. But as your success grows, things tend to lighten up.... read more
5 Keys to Being a LinkedIn Sales Research Expert
March 26, 2018
As stated in my new book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method, “In a globalized, Internet based economy, there is no excuse for a salesperson not to have done thorough research on the buyer and their company prior to the first meeting.”... read more
How to Close a Deal – A Little Spy Work to Close More Deals
March 23, 2018
In Chapter Three of my book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method, I talk about the importance of using “coaches” or “insiders.” In this post I will explain what these are, why they make a difference, and how to close a deal by leveraging the information they provide.... read more
Close Deals Faster Achieves Best Seller Status at Airport Book Stores
March 22, 2018
Washington, D.C., March 22, 2018 – Asher Strategies announced today the Close Deals Faster book, authored by CEO John Asher, is among the best sellers at the nation’s airport book stores.... read more
Closing Sales Techniques – 3 Simple Tests to Tell if You Were Listening in a Sales Call
In, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method, I cover the importance of listening when on a sales call. Closing sales techniques depend on having enough information to strike the right chord with the buyer.... read more
Are Sales Training Workshops Obsolete?
March 16, 2018
Sales training workshops have been a mainstay in the corporate sales world for decades. Whether conducted in-house by company trainers, or at a special conference by sales leaders, millions of sales professionals have benefitted from the knowledge shared and camaraderies developed.... read more
EI is the IQ for Top Salespeople – What’s Yours and How Do You Improve It
Emotional intelligence (EI or EQ) is the secret sauce in sales. Studies of top sales people have confirmed it is far more important than IQ for the sales professional. Emotion cuts through all logic and rationale and spurs the buying decision, so those who understand their own emotions and how they affect others’ can make more money. This is what is called emotional intelligence for sales success.... 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
John Asher to Participate in Enterprise Sales Forum March 19
March 15, 2018
Washington, D.C., March 15, 2018 – Asher Strategies announced today that CEO John Asher will participate in a panel at the Enterprise Sales Forum in Washington, DC, March 19.... read more
John Asher Speaks at the DC Enterprise Sales Forum on March 19
March 14, 2018
John Asher headlines a panel of four experts talking on “The Role of Neuroscience and Mindfulness in Developing Consistent Sales Performance”.... 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
Quiz: Are you using 15 Shortcuts to Close Deals Faster?
February 27, 2018
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.... 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.
Why Techniques and Skills to Close Sales are Critical
January 18, 2018
Ever see a successful sales person fly by the seat of their pants? They apparently don’t use techniques and skills to close sales, but somehow charm their way into getting orders.
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
Why Asher Offers the Best Modern Sales Training Seminars
Discuss how the book, focus on old brain and the psychology of selling, and EI impact has revolutionized John’s sales training seminars.
Avoid the “Fear of Closing” – Know How to Close Deals
My new book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method,covers many tips on salesmanship and speeding up the sales process. It does presuppose that the reader knows the basics of how to close a deal in Read More
How to Use 15 Shortcuts to Close Deals Faster
January 15, 2018
Close Deals Faster: The 15 Shortcuts of the Asher Sales Method is based on 15 tactics which, when utilized together, form a sales methodology which will increase business for any B2B sales operation. The key word in the previous sentence is “utilized,” because if you simply read it and don’t put the precepts into practice, it won’t do much good.... read more
Last in the Sales Process, First in Priority – Sales Closing Techniques
January 11, 2018
If you don’t ask, you don’t receive. This simple sentence sums up what selling is all about: asking for something you want. Of course, very few are going to give you what you want for nothing, so you have to Read More
Five of the Best Sales Closing Techniques, or ‘Get Out of Sales’
January 9, 2018
Many of the best sales closing techniques have been developed over the years, and there are a few key ones which are worth highlighting due to their effectiveness. You will find them here in this blog post.
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
Learn These Three Sales Closing Techniques for Success
December 14, 2017
Sales closing techniques are some of the most enjoyable things to learn. They put you solidly in control of the conversation. Plus, when you know the right things to say, you feel very confident. Every salesperson needs to practice sales closing techniques in the mirror or with a colleague until they flow smoothly.... 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
Corporate Sales Team Reactions to Close Deals Faster
If you oversee a corporate sales team, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method, is a must-buy. In fact, every person on your sales team should own a copy, and it will help with closing sales. Improvements will ripple through the entire department and you will be very pleased with the bottom line results.... read more
2 Opposite Short Stories of Closing a Sale – Won One, Lost One
Every sales professional has had some mishaps in their career, especially when they first started out and weren’t sure how to close a sale.... read more
Selling to the Old Brain and Using Emotional Intelligence for Sales Success
November 21, 2017
Asher Strategies is one of the only major sales training firms which emphasizes science in selling. We pay attention to the newest research surrounding the human mind and how it responds to things. And some of the most interesting developments around using emotional intelligence for sales successinvolve selling to the old brain.... 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
15 Business Building Shortcuts to Close Deals Faster
October 26, 2017
My brand-new book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method,is written around the most important sales principles gleaned from a large body of material and decades of personal experience. These 15 shortcuts, if applied, will give any salesperson an edge and lead to more sales and a happier career.... read more