Using Cognitive Biases to Positively Influence Sales Prospects.
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 Asher Sales Sense Podcast, “Using Cognitive Biases to Positively Influence Sales Prospects,” continues John Asher’s discussion featured in his previous show, “How Neuroscience Disrupts the Standard Sales Process.” John is the CEO of Asher Strategies, a Washington DC-based business providing sales advisory services to clients from startups to Fortune 500 companies. In his US Navy career, John was a submarine commander and manager of a $2 billion combat systems program. In his second career, he co-founded an engineering services company that grew at a compound rate of 42% for 14 straight years. John and his current enterprise provide sales aptitude assessments, sales training, and sales process improvement workshops globally. John is the author of Close Deals Faster, available through Amazon.
This Asher Sales Sense session covers how an understanding of cognitive biases can assist sales professionals in the sales process. Cognitive biases are systematic patterns of deviation from rational decisions, well-known to psychologists and behavioral economists. There are over a hundred cognitive biases and many of them overly influence the buying process, often to the frustration of salespeople. What if you could employ practical applications of cognitive biases to help prospective customers make better decisions? Tune in on September 5th and find out how you can take buyer confusion out of the sales process and close deals faster.
John Asher, CEO, Asher Strategies
John is an experienced international speaker on sales, sales management, and marketing for Vistage, a worldwide network of CEOs. He co-founded an engineering firm in 1986. He and his team grew the company at a compounded growth rate of 42% per year for 14 straight years. During his tenure as CEO, the company acquired seven other engineering and software development companies. His team sold the company in 1997 after growing annual revenue to $165m. In 1998, he co-founded a sales advisory services practice that has grown into a global leader in sales strategies. These strategies include sales, sales management, and marketing. His team has trained over 80,000 Executives, Salespeople and other customer-facing managers in 22 countries over the past 19 years. His team has advised a number of Global Fortune 5000 companies including Goldman Sachs, General Dynamics, Alibaba, China Mobile, and 1400 other small and medium-sized companies.
In his first career, John was the captain of two nuclear submarines like the Dallas in the movie “Hunt for Red October”. He completed his Navy career in the Pentagon as the Program Manager (buyer) of a $2B nuclear submarine combat systems program. John is a graduate of United States Naval Academy with degrees in
mathematics and nuclear engineering. He has an MBA from George Washington University. He is the author of numerous sales training manuals and “Doing Business with the West”, published in China in 2012, and “Close Deals Faster” in 2017.
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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.
