The Asher Blog

We do it everyday. We engage in conversation and inevitably ask questions to understand the other individual. The power of question holds a lot of gravity, especially when getting to know your buyer. Fully understanding their needs comes from proposing a series of strategic questions and holding onto their answers. Once you understand what their … The Power of Questioning

The next time you’re in the process of a sale – ask yourself, “What am I really selling?” Most of the time, your obvious answer will be the product or service that you represent. Sure, the product will address their immediate needs but keep in mind that the buyer is always thinking long-term. They want … Solution Selling

Sure, you make your sales quota every month. You are pretty well educated in your field and an expert in related fields. But what distinguishes you from the top salespeople? The top salespeople are trusted by the buyer to help advise them on any questions they may have. A customer knows that a top salesperson … Becoming a trusted advisor

Meryl Streep was probably (arguably) born a very talented woman. But it is her focus and mindset that pushed her to be one of today’s leading ladies. The same goes for a stellar salesperson. You can be naturally gifted and have a way with talking to people, but you must be in the correct mindset … How to be in the mindset of a top salesperson

To generate new clients and retain your existing ones, there is an essential need to connect. There are many tips for building rapport but they must all be grounded in a very real and authentic desire to build trust. People can smell genuineness from a mile away, so there’s no real “faking it” in this … Building Rapport

When working with a potential buyer, many tools and tips are racing across our minds. From how to shake their hand all the way down to how present your services, we are full with an overwhelming list. These lists are very helpful and work efficiently but it is important to not become overwhelmed with what … The Classic Five Buyer Decisions

You never get a second chance to make a first impression First impressions occur on a very subconscious level and are quickly set in stone. When meeting someone new, we’ve only got a short amount of time to start things off right. According to Zig Ziglar, it takes just 7 seconds for a first impression … First Impressions

Just like a soft handshake, a poor opening statement can negatively color the rest of a critical conversation with your buyer. With new buyer conversations being a delicate line to walk, why not do everything you can to start it off right? Placing a lot of gravity on your opening statement will train you to … Preparing for your opening statement with a new buyer

Research Techniques How can you relate to your prospect company? How can you really know what is best for the company? Researching your prospect company is essential for full, well-rounded understanding. Do your homework Researching about your prospect company must be completely on your end. Keep in mind that prospects, especially top executives, have minimal … Research Techniques for getting to know your prospect

To create dead-on messages, you have to know the ins and outs of your prospect – from daily struggles to big-scheme goals. Getting an in-depth knowledge of your prospect involves looking outside of the box. Don’t just rely on what the company’s “About Us” page can offer or a few insider comments. Get to know … Understanding your prospects