Sales Process Management

Asher Strategies has taught the consultative sales process to well over 50,000 individuals in more than 1,200 firms over the last 35 years, all over the world. Our current expansion into Asia reflects our commitment to serve companies on a global scale and help them overcome today’s sales challenges. But, what exactly is a consultative … What is a Consultative Sales Process?

Regular readers of my blog know how much I stress individual salesperson testing and training. But all that is irrelevant if the sales processes used in the firm aren’t geared to support your people once they have been trained to sell. Here, we will explore the top 5 reasons why revamping your sales processes is … Top 5 Reasons to Revamp Your Sales Processes

The notion of using formal sales processes might seem counterintuitive to a small, scrappy startup or to a maverick company that “marches to the beat of a different drummer.” In fact, it might seem to be restrictive or overly bureaucratic — the exact opposite of the way in which most young, free-spirited companies operate. However, … Why Startup Companies Need Formal Sales Processes

The “close” is the moment of truth in sales: the time to test whether all of the massive amount of work and dollars spent in marketing, networking, developing coaches, making presentations, and strategizing to make the sale have been worth it. Done right and salespeople make money. Done poorly, and it means they go back … Three Powerful Closing Approaches for B2B Sales

Asher wants to help you boost your sales into the stratosphere, and so we take our sales training methodology very seriously. We have distilled the best information, from decades of experience as sales professionals and trainers, to come up with what we believe is the premiere solution for how to improve your sales process: the … Need a Bottom Line Boost? Fix Your Sales Process

  What is a “formal sales process”?  Why is having a standard sales process flow important to your company? With a formal sales process in place, salespeople are 50% more likely to meet quota, based on a survey by the TAS Group. It’s been proven that a formal, repeatable process is one of the “5 … The Importance of a Formal Sales Process

Top salespeople approach their careers in a similar fashion as professional athletes. They practice, drill and rehearse all of their skills so that they can execute them without even thinking about it, and do not ignore any area of the sales process. It is useless for a salesperson to make a great presentation if she … Effective Role Playing in Sales Training

An area where consultative selling excels when compared with impersonal, transactional sales is in handling objections. As the consultative selling process establishes a relationship and seeks to build trust before asking for the business, salespeople using this approach are more likely to successfully overcome common stalls and fear in prospects than those trying to “hard … What to do When Your Product is More Expensive than the Competition

Professional Sales coaching teaches a lot of valuable skills which enable a salesperson to take a prospective buyer from unfamiliarity with a product or service all the way to a successful close. The major skills in a salesperson’s repertoire include qualification, presentation, handling objections and closing, but there is another skill which should be taught … Avoiding Buyer’s Remorse

If you have been selling for many years, the following will probably be old hat to you. However, if you have recently joined the sales profession, or you are a veteran who needs to improve his closing percentage, then the following will be one of the most important sales closing techniques you will ever learn. … The Importance of Silence During a Close