The Asher Blog

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

Do you need to cut costs and want to potentially improve your sales process? Using an outside sales force could be the answer. While many companies hire and train their own sales people, there are benefits to relinquishing a little bit of control, and bringing in manufacturer’s representatives to do the sales work for you. Manufacturer’s reps … The Bottom Line – Why Using Manufacturer’s Reps Should Be Part of Your Sales Process Improvement

You’ve identified a prospect and are ready to begin your sales process. You have great product knowledge, you have information about the prospect’s needs, you may have even begun to formulate your opening pitch. But what happens if your style of communication, or area of focus doesn’t sit well with your contact? Psychology may not … Add Prospect Personality Assessment to Your Sales Training

Knowing what sort of personality you are dealing with has an impact on your sales process. Understanding how to approach different personalities requires an assessment on your part, and that assessment will drive your choices when it comes to communication, style, and timing. Just as there are no two snowflakes that are alike, people are … Personality Types: How They Impact Your Sales Process

You’ve done your research and learned about your prospect’s company and their needs. What else can you do to prepare for your meetings? Using a little psychology with your sales process steps is something to consider. Understanding what type of personality you’ll be dealing with can mean the difference between a struggle for closing, and success. Last week we introduced you to the Driver … Assessing Buyer Personality as Part of Your Sales Process Steps

Your sales training has helped you to identify your company’s products or services, and to craft a solid, persuasive argument. Is this enough to make you a truly effective sales person? There is one part of the equation that is often left out, and that is reading people. Understanding, and being able to tailor your approach to different … Assessing Buyer’s Personalitites, What Your Sales Training May Not Have Taught You

Be prepared. This may sound like a well-known Boy Scout motto, but it is also a phrase any good sales organization should exercise. Following a well-thought-out sales process is the key to achieving your goals. Some companies, though, seem to “wing it”. Few have a formal sales process in place, or have the proper tools … Sales Process – Ten Steps Towards Success

Capturing new business is essential to your company’s success, but it can be challenging and often companies are not well prepared for effectively taking action. Does your sales process support your goals when it comes to bringing in fresh prospects? There are various tactics you can employ to help generate good leads, identify opportunities and … Developing an Effective Sales Process for Capturing New Business

Where does most of your business come from? Reports show that referrals top the chart when it comes to gaining initial contact with a prospect. Proper sales training can help you to not only get those referrals, but to follow up on those leads for increased retention. Sources More than organizations, trade shows, marketing, or … Sales Training Mission: Generate Business Through Referrals