Let’s demystify Neuro-Linguistic Programming (NLP) so we can sell more stuff. NLP has an imposing name, but it’s not really rocket science. It’s only “brain language” and knowing how to communicate with it can elevate your sales game to the elite level - especially if you combine it with practical applications. Price objections, for example. You can use NLP to shift the customer conversation from price to value. And what salesperson doesn’t want to do that? ----more---- The March 19th Asher Sale...
Mar 16, 2020•20 min•Ep. 70
For this episode of Asher Sales Sense Podcast, Alan Stein Jr., the sales coach will reveal the performance secrets of world-class athletes and how they can inspire and empower you and your team to take immediate action and improve mindset, habits, and productivity. ----more---- Alan has worked as a performance coach with the highest-performing basketball players on the planet, including NBA superstars Kevin Durant of the Golden State Warriors and Victor Oladipo of the Indiana Pacers. He understa...
Mar 15, 2020•9 min•Ep. 69
It’s estimated there are about 25 million people in the US who have sales or business development attached to their titles and job responsibilities. Some are great at their profession and some are not. What does it take to become an elite salesperson? Are you just born to it or does it come with a lot of sweat equity? What factors determine your success? Why do some salespeople make a sale seem almost effortless? ----more---- The March 5th Asher Sales Sense Podcast is “Five Factors for Success i...
Mar 02, 2020•22 min•Season 1Ep. 67
With too much to do, too many emails and too little time, it can be a struggle to finish projects, meet deadlines and get results on time and on target. Many professionals are working reactively and at a rapid pace, just trying to keep up, which often brings feelings of stress, frustration and overwhelm. ----more---- This kind of workday is pervasive and persistent and sadly believed by many to be unchangeable. In addition, a faulty assumption is often made that everyone knows how to manage thei...
Feb 29, 2020•18 min•Season 1Ep. 68
Being Vice President of Sales is a tough job. You’ve climbed your way up in the organization not only through your innate talent as a salesperson but also through your organizational skills. Now’s the hard part: building a sales team that’s as good or better than you at bringing in new clients. You’ve hired the best people you could find, evaluating their natural aptitude, past performance, and fit into your company’s culture. Now what? Send them right out to the field? Maybe that’s rushing it a...
Feb 16, 2020•22 min•Ep. 66
Is it possible to find a “natural-born” salesperson? Of course, says Karen Caplan, President, and CEO of Frieda’s Specialty Produce in Los Alamitos, California. It’s often been said that the hardest thing for business leaders and owners to do is hire good salespeople. ----more---- Dream sales candidates can turn into nightmares and they are expensive and complicated to separate once they’re in the system. What’s most important in hiring salespeople? Experience? Aptitude? Culture? What does an ex...
Feb 10, 2020•7 min•Ep. 65
What’s a key difference between elite salespeople, the ones getting the lion’s share of contracts, and average salespeople? Natural aptitude? Certainly. Training? Of course. But then why do so many gifted and experienced salespeople miss their sales goals? The same way gifted and experienced professional athletes fail to win. Their heads get in the way. What if you could get “unstuck” from good and achieve greatness? ----more---- The February 6th Asher Sales Sense Podcast, “How to Build a Reject...
Feb 02, 2020•25 min•Ep. 64
The Asher Method’s Top Ten Selling Skills have helped thousands of salespeople achieve their sales and professional goals. Like any process, however, some steps can be more challenging than others. What are the three weakest – most difficult – sales skills that salespeople struggle with? If you listened closely to a sales expert give you tips on how could master these, could it make a difference in your sales performance, bonuses, and overall happiness with life? You bet it would. ----more---- T...
Jan 26, 2020•22 min•Ep. 63
Last August on the Asher Sales Sense Podcast we heard from John Asher when he spoke about “How Neuroscience Disrupts the Sales Process.” The current program is a 9-minute extract from that show and it covers: Sales Disruptors The science behind sales New understandings about the sales disruptors Why the average sales representative’s presentations kill the sale How the elite salesperson presents Why the customer’s needs, not yours is the opening gambit for closing the deal ----more---- Why aren’...
Jan 21, 2020•9 min•Ep. 62
Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. It’s often been said that the hardest thing for business leaders and owners to do is get good help. Hiring goes on all the time, but too often it goes south. Dream candidates can turn into nightmares and they are expensive and complicated to separate once they’re in the system. What’s most important in hiring salespeople? Experience? Aptitude? Culture? What does one experienced CEO of a hi...
Jan 14, 2020•23 min•Ep. 59
Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. How much should you be investing in digital marketing? What kind of ROI should you expect to receive and how can you measure it? If you’re not sure of the answers, listen to this episode of Asher Sales Sense. ----more---- Host Kyla O’Connell, who founded a marketing firm and now is a senior partner at Asher Strategies, will ask these questions of guest Hube Hopkins, President of WSI B2B Ma...
Jan 07, 2020•9 min•Ep. 61
This is an excerpt from an episode in October. Here's the punchline: What's the cost of doing nothing? Is it something that I can just ignore? Probably more specifically, the question that should be asked is, what if I don't do anything about this but my competitors are doing it? Well, you're all competing for the same buyers. ----more---- If your competitor knows what their buyers are doing, when they're doing it, getting the right information that they need at the right time, they're tracking ...
Dec 23, 2019•8 min•Ep. 58
Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. Your employees are working hard, your customers are delighted, and all’s well. Or is it? Are you and your management staff just a moment away from a crisis? Are you prepared for what can come at you in the blink of an eye and wipe out the value you’ve worked so hard to build? Or do you have a roadmap to business invincibility? ----more---- This Asher Sales Sense Podcast, “Build Brand Invin...
Dec 15, 2019•24 min•Ep. 57
This short episode is part of the complete episode: From Bagels to Boardrooms: My Personal Journey in Business Development In this selection, Kyla and Wendy discuss the way Italian Studies paid off to position Taradel as the solution for the US Post Office and other postal services around the globe. ----more---- Taradel is now the provider of turnkey direct mail and digital marketing for customers of the U.S. Postal Service. A pretty significant accomplishment. What does that mean for Taradel? W...
Dec 09, 2019•8 min•Ep. 56
Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. The sales process has been with us since before recorded history. It has been surveyed, examined, distilled, analyzed, and assessed. It would seem we’ve identified all we need to know about how sellers and buyers meet and agree. And yet, research into the human condition shows that ancient elements in sales processes are more deeply rooted than we previously thought. The September 5th Ashe...
Dec 02, 2019•20 min•Ep. 55
The Asher Sales Sense Podcast with host John Asher features his guest Chuck Reaves in “Chuck Reaves Says Customers Don’t Allow Mulligans on the John Asher Podcast.” Chuck is the Founder of Sales Suites and a top-rated corporate speaker. Asher and Reaves discuss: All decisions are subliminal Sales is more science than art Sales is a scientific process Chuck compares sales to surgery The four elements of a sales process ----more---- Tune in and hear his Chuckisms, such as “IN THE HISTORY OF RECORD...
Nov 20, 2019•14 min•Season 1Ep. 54
Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. You’re an experienced sales professional and you know everything there is to know about your offerings and have seen every customer situation imaginable. You should be at the top of your game. But your closing results are soft. Maybe, it’s a not so small thing you’ve forgotten over time: Your Inferior posturing with the prospect. ----more---- Guest host Debb Borchardt interviews Kyla O’Con...
Nov 18, 2019•20 min•Ep. 53
Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. Successful sales leaders use personality assessments for hiring, but many of them stop at that point. What if there was an easy, low-cost way for sales leaders to not only discern aptitude for sales in new hires but also coach their current salespeople to increased productivity? ----more---- This Asher Sales Sense session with Christy Soderlund examines the pluses and minuses of different ...
Nov 12, 2019•8 min•Ep. 51
Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. Every organization is struggling with digital transformation, involving new and evolving technology solutions. Disruption seems to be the new normal. The business-to-government information support marketplace is particularly challenging. Government contractors must find ways to automate processes with cost-effective solutions without creating more problems than they solve. The key is to re...
Nov 04, 2019•21 min•Ep. 48
Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. Because life is like Instagram , you have to take control of your Brand. Everyone judges you in seconds and you must take advantage of the opportunity. No, it isn’t about you as much as it is about the value you bring to others. ----more---- Branding is more important than ever. Many people claim they understand what branding means. But then why do so many people get it wrong? There are he...
Oct 30, 2019•21 min•Ep. 49
Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. This program is an extract with guest Beth Berman from the program, Are You Running Your Business or is Your Business Running You? In this portion of the program, Beth discusses says, “At the highest level when we look at a business, there are three main areas that we look at and can strengthen in order to have a business grow and scale. And they're interdependent. The three are vision, tr...
Oct 24, 2019•2 min•Ep. 47
Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. You’re an experienced sales professional and you know everything there is to know about your offerings and have seen every customer situation imaginable. You should be at the top of your game. But your closing results are soft. Could it be headwinds in your marketplace? Time of year? Sunspots? Maybe, just maybe it’s the small things you’ve forgotten over time or never paid much attention t...
Oct 13, 2019•20 min•Ep. 46
Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. In the new economy, business leaders are challenged to find the right kind of talent and get it distributed throughout their entire organizations. The old economy featured public companies offering products, lengthy careers, talent at the top, long-range plans, and annual performance reviews. The new economy features private companies offering services, composite careers, talent throughout...
Sep 29, 2019•21 min•Ep. 45
Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. Topics covered during the program include some myths about LinkedIn, and the bare minimum every professional needs to have on their LinkedIn profiles and the hidden power of Linkedin’s Sales Navigator. ----more---- Our host for this episode is Kyla O’Connell, Senior Partner and Sales Facilitator at Asher Strategies. Kyla’s guest is Judy Schramm, CEO of ProResource, a marketing agency that ...
Sep 27, 2019•7 min•Ep. 37
Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. With too much to do, too many emails and too little time, it can be a struggle to finish projects, meet deadlines and get results on time and on target. Many professionals are working reactively and at a rapid pace, just trying to keep up, which often brings feelings of stress, frustration and overwhelm. ----more---- This kind of workday is pervasive and persistent and sadly believed by ma...
Sep 16, 2019•23 min•Ep. 44
The sales process has been with us since before recorded history. It has been surveyed, examined, distilled, analyzed, and assessed. It would seem we’ve identified all we need to know about how sellers and buyers meet and agree. And yet, research into the human condition shows that ancient elements in sales processes are more deeply rooted than we previously thought. ----more---- The September 5th Asher Sales Sense Podcast, “Using Cognitive Biases to Positively Influence Sales Prospects,” contin...
Sep 05, 2019•20 min•Ep. 43
It’s now two thirds of the way into 2019. How are you coming along on those personal and professional goals you set for yourself at the first of the year? Not so great, huh? Well, you’re not alone. Few of us make real progress on our goals because we don’t set ourselves up for success. We ignore the process and leave the content in the wish list. ----more---- The Asher Sales Sense Podcast “Goal Setting for Results: Close Deals Faster” with host John Asher features Shawn Doyle, professional speak...
Aug 27, 2019•21 min•Ep. 42
Buyer indecision can kill your sales. Why do customers procrastinate in making buying decisions, and what can you do about it? Research from Gartner to Forrester indicate sales cycles are getting longer and more complex, and this is creating stress for sales organizations and salespeople. ----more---- This 5 minute Asher Sales Sense Podcast “Creating Urgency: How to Get Customers to Facilitator, Business Coach and producer of the award-winning Trans4mers webinar Take Action Faster” with host Joh...
Aug 26, 2019•5 min•Ep. 41
Let’s face it. Creating the kind of sales team you need to meet urgent sales goals is difficult. You look at resumes and they all seem the same. You conduct interviews and no candidate stands out from the others. What do you do? Take a flier on the one you like or look for more data? ----more---- The correct answer is to look for more data. Successful sales leaders use personality assessments for hiring, but many of them stop at that point. What if there was an easy, low-cost way for sales leade...
Aug 12, 2019•20 min•Ep. 40
This program is an extract from John Ashers program: How Neuroscience Disrupts the Standard Sales Process In four minutes John outlines how sales has changed from just the process and art of sales to a science-based discipline. The sales process has been with us prior to recorded history. In modern times it has been surveyed, examined, distilled, analyzed, and assessed. ----more---- It would seem we’ve identified all we need to know about how sellers and buyers meet and agree. And yet, just as w...
Aug 05, 2019•4 min•Ep. 39
