June 20, 2018
Salespeople must know how to close a deal in the face of tough objections. First, they must understand the difference between a valid objection, often referred to as a condition, as opposed to simple mental resistance – usually composed of irrational fears.... read more
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
June 14, 2018
Closing sales techniques are the key to sales. Similar to plays in sports, they should be practiced over and over in order to build competence and become second nature.... read more
It happens to the best of salespeople. Everything seems to be going smoothly with a buyer, with enough positive signals apparently there to indicate strong interest and a purchase decision. Then, when sales closing techniques are applied to get the commitment, they refuse to close.... read more
June 5, 2018
Washington, D.C., June 5, 2018 – Asher Strategies announced today the book Close Deals Faster, authored by John Asher, CEO at Asher Strategies, has been awarded the 2018 International Book Award in the Business: Sales category. ... read more
May 30, 2018
You can never learn enough closing sales techniques. Even if you don’t use all of them over the course of your sales career, studying closes helps develop a greater competence with the ones you DO use.... read more
One thing which can bruise the egos of salespeople more than anything else is when customers “fire” you and start doing business with a competitor. It feels like a betrayal, doesn’t it?... read more
The absolute best way to tell if someone possesses the emotional intelligence for sales success before hiring them is the Advanced Personality Questionnaire. The test will surface the strengths and weaknesses of a candidate immediately after taking the 25-minute quiz. But what if you have to make a snap decision, with no possibility of getting them tested?... read more
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
May 15, 2018
Washington, D.C., May 15, 2018 – Asher Strategies identifies 15 trends influencing sales people in 2018. “We want sales teams to be successful and Close Deals Faster,” John Asher, CEO for Asher Strategies said. “With effective sales teams, companies can increase their revenue. They need to understand how trends impact them to help both be successful.”... read more
In sales, to close deals faster means greater growth. In fact, speed alone can determine the viability of an organization.... read more
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
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
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
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
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
April 18, 2018
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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.
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.
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
Discuss how the book, focus on old brain and the psychology of selling, and EI impact has revolutionized John’s sales training seminars.
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
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
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
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.
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
You can now have access to the same PROVEN Sales Assessment test over 25,000 companies use to decrease expensive turnover by up to 70%, simplify sales coaching, and empower employees to manage their own time, stress, and career goals.