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
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
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
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
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
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.
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
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
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
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.
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
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
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
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
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
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
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
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
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
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
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
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