The Asher Blog

“She’s born with it.” “It’s just a knack he has.” Have you ever heard the above in reference to a superlative salesperson? More importantly, have you heard it from a not-so-stellar salesperson when explaining why a colleague constantly outperforms them? Chances are, you have, and might have wondered if there is some truth to these … The Natural Born Salesperson: Stuff of Legend?

In the quest to better their selling skills, some sales professionals might resort to all sorts of gadgetry; from smart phones and tablets, to special apps supposedly designed to help them close more sales. Too many of them seek out the latest “surefire” gizmo while neglecting to use one of the most powerful pieces of … Selling Skills: How Much Time Do You Spend Actually Listening?

Although the value of formal sales training is known to most organizations, managers can often observe a lack of follow through after attendees come home from those pricey seminars. This doesn’t mean that they didn’t learn anything — it could simply indicate that these newly-trained salespeople “know the notes but cannot play the tune.” What … Developing a Killer Selling Strategy and Bringing In New, Quality Prospects

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

Regular readers of this blog know that we are big on sales training courses, particularly ones that teach a consultative selling approach. While we can be said to be biased in recommending that every salesperson receive formal training (since we provide training courses), there is also a genuine desire to raise the status and competence … Deciding What Sales Course is Right For You

“When in Rome, do as the Romans do.” This oft-quoted bit of common sense has an application in closing sales techniques.  People tend to buy from those they like and trust, and one of the best ways to get them to like and trust you is to emulate their personality type when presenting and closing … Understanding Personality Differences When Closing Sales

Corporate sales training has seen a shift towards the consultative approach in the past 30 years, but there is still a long way to go. It seems the whole concept of “trusted advisor” is not fully understood in corporate business sales, which leads to the failure to close and a lack of confidence in this … How a Trusted Advisor Will Boost Your Corporate Sales

Taking a prospect out to lunch is one of the classic sales techniques which seems to have fallen by the wayside in many sales organizations, perhaps seen as too costly or simply impractical due to the time involved. But how much does a lost sale truly cost in terms of revenue and personal income? And … 5 Sales Techniques To Use When You’re Out To Lunch

  What is a “formal sales process”?  Why is having a standard sales process flow important to your company? With a formal sales process in place, salespeople are 50% more likely to meet quota, based on a survey by the TAS Group. It’s been proven that a formal, repeatable process is one of the “5 … The Importance of a Formal Sales Process

In most business markets, we are in a culture of rapidly changing, buying and selling rules. 2013 will be a banner year for changing trends and your sales teams will have to adapt rapidly. This post looks at 4 Major Sales Trends for 2013 and Sales Process Improvements you can implement to increase your company’s … How to Increase Sales in 2013