The Asher Blog

An area where consultative selling excels when compared with impersonal, transactional sales is in handling objections. As the consultative selling process establishes a relationship and seeks to build trust before asking for the business, salespeople using this approach are more likely to successfully overcome common stalls and fear in prospects than those trying to “hard … What to do When Your Product is More Expensive than the Competition

Professional Sales coaching teaches a lot of valuable skills which enable a salesperson to take a prospective buyer from unfamiliarity with a product or service all the way to a successful close. The major skills in a salesperson’s repertoire include qualification, presentation, handling objections and closing, but there is another skill which should be taught … Avoiding Buyer’s Remorse

If you have been selling for many years, the following will probably be old hat to you. However, if you have recently joined the sales profession, or you are a veteran who needs to improve his closing percentage, then the following will be one of the most important sales closing techniques you will ever learn. … The Importance of Silence During a Close

Professional sales training emphasizes that salespeople should have a high degree of “stick-to-it-ness,” meaning that getting hit with objections or flat-out rejection should not dissuade them from continuing to try to make the sale. In fact, they are taught that objections are actually milestones along the route to getting the final “yes,” as they show … Reasons to Walk Away From a Sale

A significant amount of time, effort and money is wasted annually by sales organizations in recruiting, sales coaching, and eventually losing individuals that, while seemingly good candidates at first, never really had the “right stuff” to achieve lasting sales success with their companies. While some of this has to do with a mismatch in culture, … How to Find Competent Sales People

Sales and marketing training specialists these days tend to focus on content creation and social media as the most effective ways to build a brand and make yourself known to the world. While the stats on the number of “engaged visitors” gained by many businesses through content marketing and social networking are impressive, especially when … How to Win in Sales Using Effective E-Mail Techniques

The media often depicts businesses as being overnight successes, similar to the way certain celebrities and professional athletes are glorified when they finally break through with a runaway hit or other major achievement. In reality though, there are usually years of blood, sweat and tears poured into each one of those successes, which often goes … The Four Major Growth Processes Every Business Needs to Succeed

A  company’s sales process management needs to address all steps in the sales cycle, including those which occur well before the appointment, in order to qualify its sales process as a thorough system. Handling gatekeepers is one of these steps — an art form that is not stressed enough. Gatekeepers are defined as the assistants, … Gatekeeper: Friend or Foe — It’s Up to You

Of all the objections that salespeople are hit with, the one that seemingly causes the most trouble relates to the price of their offerings. To inexperienced sales staff, phrases such as, “it costs too much” or “we can get it cheaper elsewhere” seem to be solvable only through price reductions, which take a chunk out … Overcoming the Dreaded “Price” Objection in Sales

The cost of hiring the wrong salesperson can be substantial, even for companies that do not pay a base or draw against commissions. Once advertising, trade shows, hiring bonuses, training expenses and lost revenue opportunities are tallied, the price tag for each failed salesperson can reach many thousands of dollars, even potentially reaching six figures … The Five Characteristics of Super Salespeople – Is Natural Talent a Myth?