The Asher Blog

A prospective client can read about all of your services, read your blog, meet with your salespeople, but will still not have a 100% idea of what you can offer. A great way for people to really get a feel for your business is through a testimonial letter. What better way to get a feel … Testimonial letters – how to display loyalty

An ROI analysis is the “why buy at all” segment that is of high significance when relating to the buyer. It is a strategic, honest way of giving the buyer a glimpse at how you can bring them success. Most purchases are made to either solve problems (pain) or grow business (gain). 40% of solutions … Return-On-Investment Analysis

As a salesperson, it’s of paramount importance to know your company’s key discriminators. If you can define these succinctly and honestly, you’re in a good position to answer two pivotal sales questions – why should the buyer choose you? And, what sets you apart from the competition?   Exemplary Key Discriminators include, but are definitely … Key Discriminators – Why Choose Us?

One of the most successful marketing messages that your company can utilize is the “done it before” approach. This message has been developed over the years by top marketers and is successful because it allows you to honestly differentiate yourself from the competition, while answering logistical questions. The best way to reduce possible risk in … Killer Arguments

In the corporate world, we are constantly thinking about image. We analyze how are perceived by others, both negatively and positively. As forward thinkers, our culture tends to highlight the positive perceptions and push the negative under the rug. I can tell you that if you sincerely care about your image as a whole, sweeping … Overcoming Negative Perceptions About Your Company

After reviewing over 15 branded sales methodologies, we found that in the spectrum of sales training methodologies, the training is oriented from transactional sales (very short sales cycle times) to very complex sales with long sales cycle times (years).  According to one methodology, you can teach anyone to sell. Perhaps true, but how well? One of the … Sales Training That Will Stick

When we hear the beginnings of an objection, our first instinct is to feel rejected. We feel that objection equates to negativity. We shut off and assume the buyer is uninterested. But what if we started to look at objection as a pathway to refining. What if we looked at objection as constructive criticism? When … Handling Objections

Now that you’ve acknowledged a salesperson’s two biggest fears (product knowledge and rejection), it’s time to think about what types of fears your buyer has. Believe it or not, you’re not the only one that is anxious about the ordeal. In fact, the buyer’s biggest fear is that they don’t fully understand the value of … Understanding your buyer’s fears

Let’s be honest, being a salesperson isn’t easy. There are many attributes that come with the career that can lead to fear. The two biggest fears of a salesperson are product knowledge and rejection. Here are a few tips to help you overcome those fears and get you saddled up to do your best. Fear … Overcoming The Salesperson’s Two Biggest Fears

Even though it may seem like the conversation between you and your buyer is an equal give-and-take, you’re probably talking too much. Start using your ears and you’ll see results like you’ve never seen. Take it straight from the buyer: according to Amacon, 95% of buyers think you talk too much. But there’s still hope! … Stop talking and start listening!