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
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
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.
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
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
Data-driven marketing has come of age, largely replacing the “go with your gut” methodologies of ages past as A/B testing reveals that one’s instincts are often wrong when it comes to influencing buyers.
Corporate sales training can be a significant investment of time, energy, and money. It is usually very worthwhile, but sometimes it is just not in this year’s budget. So what can you do to keep the saw sharp among your Read More
One of the things which sets Asher Strategies apart from other top sales training programs is our emphasis on practical application. We emphasize doing because it’s the best way to learn.
The use of sales aptitude assessments for hiring has been a big boon for our customers, who now have a scientific method for determining a candidate’s fit for certain sales job roles.
This is post 8 of my 10 part series on “Closing” based around my new book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method.I have touched upon topics such as building rapport, performing research, effective listening and handling objections. Now, I will cover the topic which separates the wheat from the chaff in sales: CLOSING.... read more
Here is the part 6 of my 10 part blog series highlighting concepts from Close Deals Faster: The 15 Shortcuts of the Asher Sales Method available on Amazon. In this post, I will cover how to create powerful marketing messages in order to close deals faster.... read more
Here is the fourth installment of a series of 10 posts based on my brand-new book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method. Each post covers some of the material from a specific chapter of the book, and up next is Chapter Four: “Sell Yourself by Building Rapport.”... read more
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
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
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
Do you want to learn how to close deals faster? If you are in sales, or manage a sales force, of course you do.
As of this writing, the Trump Administration has yet to persuade Congress to repeal Obamacare and move forward with a new healthcare plan acceptable to most people. This battle is likely to continue until some form of plan amenable to Read More
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
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
It’s ironic that one of the biggest strengths of elite salespeople, the ability to confidently speak about their product or service with just about anyone, is also their biggest liability.... read more
Business development teams are responsible for creating new market opportunities, often through the introduction of a new product or a new use case for an existing product. Sometimes they even work directly with their R&D departments to come up with new products to serve a market opportunity.... read more
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
One of the main struggles faced by sales trainers and the businesses they serve is to improve the retention of data by sales training seminar students. Unfortunately, most people forget up to 90 percent of what they learn at seminars within about three months. This is a whole lot of money down the drain.... read more
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
Are sales hunters and sales farmers so different? Personality and aptitude testing revealthat yes, they are different in many ways, and therefore a farmer might not do well in a hunter role, and vice versa. For both kinds of salespeople, however, there are some common training needs which top sales training programs must address in order to create productive salespeople.... read more
Sales training workshops have been a staple of corporate growth strategies for decades. From Fred Herman’s K.I.S.S. (Keep It Simple Stupid) to Dale Carnegie’s programs and countless others, CEOs and other executives have long realized the power of putting their sales teams through formal educational sessions rather than learning strictly on the job.... read more
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
While opinions of Trump’s track record in his first few months as President are mixed, no one can argue that he and his administration could do a better sales job in getting his policies accepted by the American people as Read More
I have heard from countless people over the years, “You should write a book.” The problem is,I really haven’t had much interest in writing or being recognized as an author.
The best salespeople seem to have something magical about them. Whether they have an easy demeanor, or come across as flashy and with A-type personalities, they tend to draw business to themselves like moths to a flame. Finding these salespeople, Read More
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
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.
Business sales training is a must for any company, from small mom and pop shops to mega-corporations. Why? Because without the ability to prospect and close sales, there is no revenue – and cash is the lifeblood of every enterprise, Read More
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.
An article in North Carolina’s Mountain Xpress sheds light on a looming crisis: there will soon be a mass retirement of baby boomers, who own about 50 percent of all American businesses, and very few have any sort of succession Read More
What are the factors that makes some salespeople perform better as inside sales farmers rather than outside sales hunters? It’s too simple to say things such as, “Well, inside sales people tend to be less aggressive and more caring, and Read More
Delivering business sales training in Washington DC for the past three decades has been a rewarding and challenging, endeavor.
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
Do you like motivational speakers? Most of us do. They make us feel good and pumped up with adrenaline, at least for a couple of hours. But what happens when the glow of a motivational speech wears off in a Read More
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
If I had to strip everything out of the top sales training programs except for ONE element, and still deliver content which packs a powerful punch for our client companies, what would this element be?
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
You can gauge the health of a company’s revenue by sitting in on a few sales meetings. If the sales meetings are well-organized, informative, and centered around goals and solutions, they tend to correspond to great sales teams – and Read More
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.
One of the more frustrating challenges for sales managers is dealing with the salesperson who, while productive, could be so much more productive if he could handle that ONE little flaw in his personality which hurts sales.... read more
At Asher Strategies sales training seminars, we like to marry classic, tried-and-true sales techniques with cutting edge information to ensure attendees get as many tools to boost revenue as possible. In addition to our proprietary curriculum, we curate the best Read More