Close Deals Faster – ASKING FOR REFERRALS

October 16, 2017

Asking for referrals is one of the pillars of consultative or relationship-based selling. The reason it works so well lies in two factors: 1) most people like to share information with others, especially if it makes them look good 2) most people trust recommendations from people they know. One need only check out their Facebook or Twitter feed to see these factors in play.... read more

Close Deals Faster – LONG TERM RELATIONSHIPS

October 13, 2017

Sales training seminars worth their salt do not teach transactional selling but rather relationship-based or consultative selling. The reason for this is the consultative approach leads to a greater return in the form of repeated business, referrals, and bigger deals.

Assess Your Way to Hiring a TOP HUNTER Salesperson

October 10, 2017

Sales managers everywhere dream of landing top hunter salespeople for their sales teams. These are a rare breed of cat, about as elusive astigers are in the jungle. However, there is a trick to finding these VIPs which I am Read More

Corporate Sales Training – Seven Things NOT to Say to Customers

October 9, 2017

For companies selling B2B, 90 percent of your business next year will come from your current customers: 75 percent from ongoing business and 15 percent from up and cross-selling to them. You should be in continual discussion with your customers, and not just for solving problems. In fact, if the only time you’re talking with them is during a problem, you become the problem in their eyes.... read more

Close Deals Faster – OBJECTIONS

September 22, 2017

There used to be a rule of thumb in sales which stating you needed to endure nine “Nos” to get that one “Yes.” While that ratio can vary quite a bit depending on the industry and the salesperson, it’s nonetheless true that every salesperson will face objections and outright rejection.... read more

Close Deals Faster – LISTENING

September 14, 2017

Have you ever been minding your own business and been approached by someone hawking some useless product who would not let you get a word in edge-wise? They went on and on about the features and benefits until you either escaped or bought the thing just to ease the pressure. Either way, you probably resented that salesperson.... read more

Close Deals Faster – INSIDERS

September 10, 2017

This blog post, #3 of our 10 part series, on inside coaches is from my new book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method. We’ve already covered two chapters, on the topics of FOCUS and RESEARCH. Read More

Close Deals Faster – RESEARCH

September 6, 2017

This is the second blog post of 10 in a series based on my new book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method.The first dealt with the subject of FOCUS, or the fact that the top Read More

Close Deals Faster – FOCUS

September 1, 2017

Do you want to learn how to close deals faster? If you are in sales, or manage a sales force, of course you do.

The Secrets of Selling to Women from the Top Sales Training Programs

August 18, 2017

As I discuss in my forthcoming book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Methodselling to women requires a slight shift in tactics when compared with selling to men. This is true not only in the consumer world, where many women still occupy traditional roles such as keeping house and raising children, but also in the B2B world, where there has been great equalization among the sexes as far as title, pay, and authority. Each still buys differently.... read more

Sales Training Workshops and Selling to the Old Brain(LONG POST)

August 14, 2017

Do you want to have a greater influence on people and earn significantly more money, without doing a lot of extra work? Perhaps it’s time to revamp your selling style. And I am going to suggest doing it in a way you might not have heard of. It’s going to require a bit of a shift for you, unless you majored in psychology.... read more

Tips to Keep Business Sales Training Relevant and Fun

August 2, 2017

Top sales training programs come in various guises. Some are 3-day affairs which you must travel to, while others come in DVD format with workbooks which allow you to train in your own conference room. Subject matters run the gamut from basic presentation skills to advanced neuro-linguistic programming theories.... read more

Inside Sales vs. Outside Sales – Make the Right Fit with an APQ Sales Aptitude Assessment

July 28, 2017

There has been some discussion as to whether the distinction between inside sales and outside sales is still valid, or whether this is an outdated model. Some suggest a hybrid approach, where a salesperson performs both inside and outside functions, is the solution. This jack-of-all-trades salesperson might exist, but I still believe that categorizing salespeople into inside farmers versus outside sales hunters will still bear fruit in the foreseeable future.... read more

Competing in Washington Is Tough! Businesses Need Sales Training to Grow

July 19, 2017

Doing business in Washington DC can be a lot of fun and very lucrative. Many decision makers exist who can directly turn the cash spigot on for entire industries, or even individual companies. However, it can also be extremely difficult, and many firms stagnate over time or have difficulty getting started in the first place.... read more

5 Reasons Robots Will Never Replace B2B Salespeople

June 29, 2017

Every so often, some media pundit raises the alarm about automation and robotics decimating jobs. Then I receive comments at our sales training seminars from attendees who question their job security when marketing automation is becoming the norm and the Read More

20 Tips the Top Sales Training Programs Should Teach You

June 27, 2017

Not going to beat around the bush here…follow these 20 tips top sales training programs should be teaching for greater sales success! Some of them are my own, others I have collected through the years from very smart people.

Customized Sales Training Seminars Boost Your ROI by 50%

June 19, 2017

As you research sales training seminars for your firm, you might wonder whether investing in a completely customized curriculum is worth it. Or, perhaps you should save a few bucks and get an off-the-shelf program and be done.

Top 10 B2B Sales Trends for 2017

May 29, 2017

Well, 2017 is moving along at a fast clip, and hopefully you are meeting your sales goals thus far. If not, there is still plenty of time to make some adjustments. To that end, I’ve noticed a few emerging trends Read More

Hiring the Top Salespeople – Tips for Success

May 18, 2017

In 2007, 52 percent of job turnover was employee driven (quitting) and 48 percent was employer driven (layoffs, firings) per the Job Openings and Labor Turnover report issued by the Bureau of Labor and Statistics. Today, one decade later, this Read More

Build Your Own Business Sales Training Program

May 9, 2017

Cookie cutter business sales training programs may not work for your company. In this post I will give you a few pointers for how you can “build your own training” for your staff, whether you intend to deliver it yourself Read More

5 Benefits of Small-Group Sales Training Workshops

April 29, 2017

You don’t need a massive group to conduct successful sales training workshops. In fact, those huge mega-seminars with 30-foot projection screens and the fancy light shows might be counter-productive and a waste of money.