Consultative Sales Process

The emergence of cloud technologies have made an array of powerful tools, including CRM and ERP suites, available to businesses that previously could not afford them. As more information becomes available to businesses and sales professionals, the complexity of these tools continues to increase as well. While most businesses pay lip service to understanding the … Make Your CRM Actually Work with Sales Consultancy Services

Many businesses struggling in a difficult economy have found success by hiring sales consulting services. While each company has its own DNA and improves in different ways, the successes all boil down to establishing a solid framework for finding prospective customers and then using sales techniques to get them involved in the most efficient way … What Can I Improve with Sales Consulting Services?

When deciding what to look for in sales training companies, make sure that one of the offerings is private coaching.  In the sales training hierarchy, individual coaching tends to be the least utilized methodology due to its perceived cost and time commitment. And while it is true that private coaching requires a bit of both, … The Power of Personalized Sales Coaching

At Asher Strategies, sales force consulting is something we are constantly evolving and improving on in order to help our clients make more money. Sales is the primary business driver in any organization, regardless of the industry, product, or service it deals in, and we feel strongly that sales consulting should be adopted by every … 10 Reasons Your Employees Need Sales Consulting

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  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