Asher Strategies Radio

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How to Get Salespeople to Avoid the Inferior Posturing Trap in the Sales Process

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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. 

Guest host Debb Borchardt interviews Kyla O’Connell about what she’s learned during years of successful sales coaching and working inside companies to bring out the best in their sales talent. Debb is Vice President of Asher Client services and Kyla is Senior Partner and Sales Facilitator at Asher Strategies. They discuss:

  • Why is proper posturing language so important?
  • Why don't salespeople close for the next step 48% of the time? 
  • Why does a salesperson get timid?
  • What happens to a sales person's assertiveness in the sales process? 
  • How inferior posturing helps a salesperson lose traction and control of the sale!
  • Why does a salesperson act like a prospect is doing them a favor? 
  • What useful phrases can you use in connecting with customers from their perspective?
  • How can you maintain leverage throughout the entire sales process?
  • And what’s a vital but often overlooked thought process at closing? 

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Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense. 

ASHER Strategies   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Why Using Personality Assessment for More Than Selection is Vital - 7 Minute Podcast

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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?

This Asher Sales Sense session with Christy Soderlund examines the pluses and minuses of different personality assessments and reveals how certain ones can also provide metrics and data to enable struggling salespeople to become productive and good salespeople to become even more productive. Listeners will learn about the importance of EQ in their sales teams and sales processes, how to “stretch” their personality traits, and how such techniques can be used to better connect with even the most difficult customers.

Host Kyla O’Connell and guest Christy Soderlund discuss how sales leaders can boost their sales teams and crush their sales goals.  Christy is Director of Business Development and a sales trainer at Asher Strategies, specializing in the Advanced Personality Questionnaire (APQ) and Emotional Quotient (EQ) development.

This program is an extract from a 20-minute program that explores personality assessment testing and the benefit it brings for successful sales teams.

For the complete program listen here: How to Get More Out of Personality Assessments

About Kyla's Guest - Christy Soderlund, Director of Business Development and Sales Trainer

As the Director of Business Development at Asher, she specializes in developing relationships and growing revenue with B2B professionals. She also supports a large number of Asher’s APQ clients and lead APQ sales for the company. In this role, she trains CEO's, HR directors and sales managers on the use and administration of the Asher personality assessment, while growing APQ sales and leveraging additional training services.

Subject Matter Expertise

  • Certified APQ specialist, trainer, coach, and consultant
  • Trainer specializing in EQ development and account management
  • Organizational development coach
  • Over 20 years’ experience in sales and business development in various industries and services, including information technology, pharmaceuticals, and corporate training and personality assessment training

 

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Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense. 

ASHER Strategies   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

How Digital Transformation is Disrupting Government Information Support Solutions

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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 rethink, re-plan, and rebuild information environments with changes to both technologies and cultures. How do successful government contractors provide disruptive solutions that don’t disrupt the customer?

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Perception Trumps Reality-Standout to be Credible, Yes it is the B-Word with Steve Brazell

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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. 

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Learn the 3 Things Leaders Master for Growth, Scale, and Success - Beth Berman 5 Minute Podcast

Beth Berman - Compellications Consultancy on Asher Sales Sense

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, traction and healthy.” 

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Three Techniques Elite Salespeople Leverage During the Sales Process

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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 to the artful techniques that separate elite salespeople from
the pack.

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Sales and Incentives in the New Economy

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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, fast-moving markets, and performance reviews on demand. It’s a seismic shift that requires the most out of sales professionals. How are you going to compensate them? How are you going to make them happy and keep them?

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Every Salesperson Must be on Linkedin: a Vital 4 Minute Podcast with Judy Schramm

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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.

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Revolutionize HOW You Work for Maximum Efficiency and Better, Faster Results

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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.

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Using Cognitive Biases to Positively Influence Sales Prospects.

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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.

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