The Asher Blog

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

Achieving success with a sale is a great feeling, so wouldn’t you want to experience it over and over again? Knowing what to work on, and what your customer needs on a continuing basis requires exploration. For this kind of sales process improvement, seeking customer feedback is an effective means to staying on top. Solicit … Sales Process Improvement: How Customer Feedback Can Help

Achieving success with a sale is a great feeling, so wouldn’t you want to experience it over and over again? Knowing what to work on, and what your customer needs on a continuing basis requires exploration. For this kind of sales process improvement, seeking customer feedback is an effective means to staying on top. Solicit … Sales Process Improvement: How Customer Feedback Can Help

Part of good customer service is to respond well to any complaints. Solving problems is one of the key sales process steps. Fix problems immediately, and customers are more likely to want to conduct business with you again. A good sales person will see a complaint as a chance to create goodwill, and to win … Sales Process Steps to Success: Handling Customer Problems

There are many positive opportunities along the way. Effective sales process management can put you in the position to keep customers happy, solve problems, and possibly even generate new business. It can be challenging to respond appropriately to your customers, though, if you aren’t in line with how they are thinking, and with their needs. … Sales Process Management – Staying on Top of Customer Service

It’s simple… much like it works for personal relationships, nurturing those that are special requires a small effort, but can yield great results. So consider ways you can nurture your top customer relationships for better sales optimization. The courtship is over, you’ve made the sale, and now you are engaging in an ongoing interaction with … Nurturing Relationships for Better Sales Optimization