The Asher Blog

Sales can be a tough profession, full of pressures from management seeking to drive revenue, difficult customers, and income woes if there are insufficient closings in any given month. It is no wonder a 2011 Harvard University study reports that roughly 30% of the nation’s sales force quits every year. Despite these challenges, salespeople employing … Improve Your Attitude – And Your Closing Ratio!

The lifeblood of every sales style, including consultative selling, is having a steady flow of prospects in order to build a pipeline of potential closings.  Without continuous prospecting, even leading companies will suffer from stagnation as customers are lost to competition, macroeconomic conditions, or other factors. Here are five prospecting tips help develop leads using … Prospecting for Dollars – 5 Tips to Generate a Steady Stream of Leads

Many small businesses have embraced inbound marketing as an effective way to increase their revenue. According to a report by eMarketer, 36% of small businesses are using Search Engine Optimization to grow their businesses and 35% are using social media. However, if roughly 35% of small businesses are using inbound marketing tactics, 65% are not. … Small Business Growth Strategies: 5 Reasons to Start an Inbound Marketing Program

During sales training, one adjustment that often has to take place in salespeople is to reduce the amount of time spent talking and increase the amount of time spent listening. Through listening, we find out about the prospect and her business, and determine the best way to address her concerns with our offerings. In every … How to Ask the Right Questions to Overcome Sales Objections

Many hopeful men and women become involved in sales work with visions of closing big deals and earning top dollars. Unfortunately, a large number of them never realize these dreams. It is estimated that the sales profession experiences a 30 percent annual turnover, according to a 2011 Harvard University study of 100,000 business to business … Optimize Your Sales Process with Courage

Your marketing message has the potential to make or break your sales campaign. If you don’t have just the right message, you simply won’t reach your prospects in the way they need to be reached. Not only do you need to find the right way to impart your product or service’s benefits, you may also … 5 Ways to Find the Right Marketing Message for Your Consultative Sales Process

In sales, external factors are less important to success than the actions performed by a salesperson. Meaning: even in a bad economy, with a high price-point and perhaps even an inferior product to the competition, salespeople can still win if they become extremely competent and knowledgeable about their tools and products. However, one external factor … 3 Tips to Overcome Negative Perceptions of Your Company or Product

In examining the various styles of salesmanship, it can be seen that there has been a major shift over the past few decades from the used car salesman or slick stockbroker approach, which can be expressed as “hook ‘em, get the money…and run,” to a more consultative style.  This style relies less on overwhelming the … Become A Trusted Advisor by Using a Consultative Sales Process

Handling prospects often requires a consultative sales process. This is a needs-based approach that requires a strong relationship between the sales person and the prospect. This relationship must be built on trust and that can often be a difficult commodity to come by in today’s marketplace. In order to build trust with your prospects, you … 5 Easy Ways to Build Rapport With Your Prospects

If you are noticing that your sales numbers are lagging, or you just can’t seem to meet your goals, it is vital to take a look at how you are selling and how you are handling your prospects.  Thoroughly researching your prospects is a necessary part of sales process improvement. Let’s take a look at … Research Your Prospects to Improve Your Sales Process