The Asher Blog

The sales process involves many steps, from quantifying and qualifying leads, to building a relationship with your prospects and determining their needs. Once these things are accomplished, the final step of the process, making the sale, will hopefully occur. But what can you do for sales process improvement within your organization? While there is no … Get on the Inside Track – Use Neuro-Linguistic Programming to Improve Your Sales Process

Success in sales is largely determined by the actions taken on a daily basis, and these in turn derive from a blend of the salesperson’s knowledge and attitude.  Basic attitude directs how situations are approached and is probably the single largest factor in whether a salesperson does the effective thing or sits idly by while … Customer Complaints are Sales Gold – Use Them!

Account servicing might be looked at as simply a time consuming, unproductive activity by both salespeople and their managers, unless a major fire has to be put out to prevent an account from being lost. After all — as most top sales trainers teach — the top money making activity is actively selling, not doing … Three Ways to Leverage Account Management to Develop More Business

A 2011 survey of 80,000 business customers performed by H.R. Chally Group indicates that the most important factor in choosing a vendor for their purchasing solutions is the salesperson’s competence. This tops the suitability of the offering, product quality, and price, and indicates that any sales process improvement is very worthwhile. Research reveals, however, that … The Importance of a High-Quality Sales Process in Driving Sales

The term “consultative sales process” frequently gets bandied about without much understanding. A salesperson, especially a rookie, might tend to assume that it means to simply adopt some professional-type mannerism and tell the prospect that, as their consultant, they recommend such-and-such product. While adopting an air of authority and professionalism does not hurt, the backbone … Consultative Selling – It’s Not About You!

One of the basic truisms used in training sales people to develop a consultative sales process is “sell people how they wish to be sold, rather than the way you want to sell them.” This requires, for some, a dramatic shift in how they view the sales cycle and, even more fundamentally, how they communicate … Listen to Improve Your Consultative Sales Process

Successful businesses will strive for growth. Sales optimization will improve if a company’s reach and abilities are not static. For small businesses, growth represents potential in several areas, including increased survival rate, greater profits, and marketplace power. There are many ways to measure growth, with profitability being the leading indicator. Sales, number of employees, and increased … Increase Sales Optimization Through Organizational Growth

In a competitive marketplace, how do you differentiate your offerings from all of the others? You can achieve sales optimization by clearly defining the attributes that make your product or service better, or worth the price. This is known as value-added selling.   Value-added selling is a technique that is a flexible and customized approach. It calls … Sales Optimization Through Value-Added Selling

The numbers say it all. There are millions of people in sales. A recent US census reveals that there were 25 million B2B salespeople. How many of them are top-notch? A Harvard study shows that 4% of the country’s salespeople sell the vast majority of the country’s goods and services. This indicates that roughly one million sales … Top Ten Skills of “Super Salespeople”: Sales Training to Inspire Them

Your bottom line is important, so you’ve determined that one way to help manage expenses is to use independent sales reps. In our previous posting, we talked about how reps can benefit your company. Managing one, or more of them poses different challenges than managing an “in-house” sales team. </ br> Set up for success … 5 Steps to Managing Independent Sales Reps: Sales Coaching Tips You Can Use