Most books about sales are one good idea stretched over 100 pages. What if there was a book that incorporated key ideas from all major sales institutes and numerous best-selling sales books into a unique set of sales skills with fifteen shortcuts to make sales happen faster? Close Deals Faster is the only book providing a robust, repeatable sales process for both business-to-business and business-to-government sales. It’s applicable to companies of any size - from startups to Fortune 500 enterprises.
It’s a complex, changing and challenging business world out there. Salespeople selling undifferentiated commodities are being replaced by online sales. Prospects are considering more and more transactions as commodity sales. Sales cycle times are longer and salespeople can’t qualify leads quickly enough. Only a few elite salespeople are selling the most new business. And as consultative selling has increased in importance, the sales aptitude of the sales force becomes more important than ever. For sales based on overall value, most salespeople don’t have the right kind of skills to complete successful consultative transactions.
John Asher’s passion is to make the complex simple! His experience as a Navy submarine commander, successful business leader, and award-winning speaker is that when you make the complex simple, you create greater success in life for everyone. That’s the passion, cause, purpose and belief at ASHER Strategies. It’s why John and his highly experienced team do what they do. Based on that passion, they provide robust revenue growth strategies for CEOs and their sales teams. They do this by consolidating best practice sales methodologies and sales aptitude research into the following three areas of sales enablement:
- 10 fundamental sales skills, the “blocking and tackling” of sales
- 15 simple shortcuts to help close sales faster
- 4 easily learnable levels of emotional intelligence to allow salespeople to expertly connect with and influence customers and prospects
John and his team have provided sales advisory services to over 2,000 companies in the last two decades. The average increase in revenue for these companies was 18% in the first year. By reading Close Deals Faster and adopting these winning skills and processes, you too can bring in new clients faster, upsell and cross-sell to current customers better and increase your emotional intelligence to where consultative sales are successful for both you and your growing customer base.
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About the Author
In his first career, John Asher was captain of two nuclear-powered fast attack submarines. In his final job in the Navy, he was the program manager of a billion dollar software development program. In John's second career he co-founded an engineering company that grew at a 42% per year growth rate compounded for 14 straight years. Along the way, the firm acquired seven other companies and John gained key insights into what it takes to develop a fast-growing business where everybody in the company is in sales. In his third career, John started a sales and marketing advisory business to share the lessons he learned from being on the front lines of selling complex sales for over twenty years. He and his team have trained over 70,000 salespeople in 22 countries on his efficient and effective sales process to quickly close new business. He is a managing director of the Business Growth Alliance and Headwaters, S.C., a midcap investment banking firm, and is also a special advisor to the private equity divisions of Goldman Sachs and Indian Rivers Advisors. Over the last two decades, John has mentored a large cadre of speakers and trainers that have fueled the growth of ASHER. He is a recipient of the Lifetime Speaker Achievement Award for extraordinary contributions to Vistage, an international organization of CEOs. He lives in Washington, D.C.
Table of Contents
Introduction. We're All in Sales 5
Part I Before Your First Call 21
Chapter 1 Focus on a Few Top Prospects 23
Chapter 2 Thoroughly Research Prospects and their Organizations Prior to First Contact 53
Chapter 3 Use Insiders to Fully Understand Prospects and their Requirements 65
Part II Selling to Close 95
Chapter 4 Sell Yourself by Building Rapport 97
Chapter 5 Ask the Right Questions, Listen, and Guide the Conversation 119
Chapter 6 Use Powerful Marketing Messages 141
Chapter 7 Act As a Business Consultant and Expertly Handle Objections 161
Chapter 8 Recognize When the Buyer is Ready to Buy (Buyer's Shift) and Know How to Close the Sale 177
Part III Managing the Customer 197
Chapter 9 Build Long-Term Relationships with the New Customers 199
Chapter 10 Ask for Referrals 221
Appendix A 241
Appendix B 245
What People are Saying About This
"Perfect. A complete program for sales success. Best sales training ever."
— Senior VP for Sales Development, Green Bay, WI
"Well organized and well presented with references and “proofs” that it really works."
— TEC Group Chair, The Executive Committee (TEC), Baltimore, MD
"I learned many useful skills; how to research prospects, develop relationships, ask questions, listen, and watch for buyer shifts and how to close the sale."
— President, Oak Creek, WI
"I learned more useful information in 2 days than my 4 year marketing degree."
— Business Portfolio Manager, San Diego CA
"A terrific seminar. We need to get the right people in the right jobs. All of our new sales people need this training."
— CEO, SIMEKS, St. Paul Park, MN
"First class training! Great overview of the basic concepts and lots of ideas for making professional selling a process."
— CEO, Cedarburg, WI
"Fabulous! Most useful was understanding the “best practice” sales process."
— President, Jacksonville, FL
"Top grades across the board. Sales theory combined with practical application and numerous reference material referrals. Other sales people in our organization could use this training."
— President and CEO, Jacksonville, FL
"Mind opening. Made me realize what we are doing wrong and how to fix it."
— Government manager, San Diego CA
"Excellent. Very helpful for sales, sales management and marketing. Our other sales people need this training."
— CEO, Paterson, NJ
"Great! I am excited about implementing these tools and techniques. I learned many ways to be more effective with warm leads and closing new opportunities."
— President and CEO, Jacksonville, FL
"Top grades across the board. The exercises and group participation were most effective."
— CEO, Jacksonville, FL
"Outstanding. Much new information to think about and practice. Most useful was the value of the handout and the seminar leader’s ability to get everyone engaged and involved."
— President, Milan, MI
"Excellent. Valuable. Well organized. Handout full of best practices, studies and research."
— President, Jacksonville, FL
"Your sales training is responsible for the 60% increase in sales and 70% increase in profits that our organization enjoyed during the past year."
— Vice President, Huntsville, AL
"Amazing! An hour later, we had several nuggets of opportunity, changed the rest of our presentations to meet the prospect’s needs and ended up with five million dollars of new work on the spot. My most sincere thanks for changing the way we do business development."
— President, Arlington, VA
“A great sales seminar. It is now clear to me how to proceed for greater success in additional revenue generation.”
– CEO, Prince George, BC
“A truly phenomenal experience. It has led me to re-think much of what/how I do things on a day to day basis, and from only one seminar I believe vast improvements will follow. It was refreshing, motivating, energizing and entertaining.”
– Division Manager, Ft. Lauderdale, FL
“It is with conviction that I say your sales seminar is the best I have ever attended! ASHER provides focus, understanding and real-time relevant insight for today’s competitive sales environment.”
– Executive Vice President, Toledo, OH
“All of my people have previously taken this training with GLOWING reviews and immediate notable improvement in their sales results”
– President, Vancouver, BC
“An awesome learning experience. The role playing was most useful.”
– Director of Operations, Houston, TX
“We all walked away with valuable information and things we need to work on to be better salespeople and overall better team members.”
– HR Manager, Atlanta, GA
“I’m so glad I came; very worthwhile! My sales skills are re-ignited! The point about the 12 touches to make a sale will help me pursue opportunities more effectively.”
– Vice President, Raleigh, NC
“The numbers don’t lie, the ASHER system works!!”
- Food Service Manager, Chicago, IL