Close Deals Faster: The 15 Shortcuts of the Asher Sales Method

Close Deals Faster: The 15 Shortcuts of the Asher Sales Method

by John Asher

Hardcover

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Product Details

ISBN-13: 9781940858395
Publisher: Ideapress Publishing
Publication date: 10/24/2017
Pages: 230
Sales rank: 781,680
Product dimensions: 6.10(w) x 9.00(h) x 1.00(d)

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

Preface 1

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

Conclusion 233

Endnotes 237

Appendix A 241

Appendix B 245

Index 249

What People are Saying About This

From the Publisher

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