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How to Hire a Natural Born Salesperson - Karen Caplan

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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.   

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 experienced CEO of a highly successful business value most?  She values the natural born salesperson and has learned how to find them.

This could be the most rewarding 6 minutes you’ll spend all year.

This program is an extract from an interview with Karen Caplan on January 14th with host John Asher of Asher Sales Sense: Two Things CEOs Should Look for in Hiring Top-Performing Salespeople

About Karen Caplan

Karen Caplan knows jack…fruit, among many other exotic fruits and vegetables. After all, produce is in her blood. 

The eldest daughter of produce trailblazer Dr. Frieda Rapoport Caplan, founder of Frieda’s Specialty Produce and the first woman to own a produce company in the U.S., Karen graduated from UC Davis with a Bachelor of Science in Agricultural Economics and Business Management and entered into the family business. 

Now the co-owner, president, and CEO of Frieda’s, Karen is a produce industry leader. She was the first female chairperson of the United Fresh Produce Association and the first female president of the Southern California-based Fresh Produce & Floral Council. She has served on numerous boards and leadership positions, including as chairman and vice-chairman of the USDA Fruit & Vegetable Industry Advisory Committee and board member of the Federal Reserve Bank, Los Angeles branch, and the Second Harvest Food Bank of Orange County. Karen currently serves on the boards of the California Agricultural Leadership Foundation, CSU-Cal Poly Pomona Dean’s Advisory Board, and UC Davis Agricultural Issues Center. She is also the current president of The Trusteeship, the Southern California chapter of the International Women’s Forum. 

Karen is a frequent keynote speaker and panelist on leadership, innovation, and produce trends. She also writes a weekly blog, “What’s on Karen’s Plate?”. Connect with Karen on Twitter @Karen_Kiwi and on LinkedIn.

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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 to Build a Rejection-Proof Sales Mindset

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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?

The February 6th Asher Sales Sense Podcast, “How to Build a Rejection-Proof Sales Mindset” with host John Asher features Umar Hameed, CEO of No Limits Selling, making salespeople and sales teams awesomer! Umar is an expert in changing individual behavior and improving team dynamics. He uses techniques and tools from the world of Applied Neuroscience and NLP to make individuals and organizations more successful. Umar’s new adventure is an app, NeuroBoosterz, that allows YOU to take charge of your mindset so you can decide how you want to feel and act in any situation.

How important is mindset to being successful in sales and in life? How do beliefs impact sales performance? Why do people second-guess their abilities? What drives human behavior? Why do some people give up too easily? Tune in on February 6th to hear Umar Hameed reveal how you can get your head out of the way so you can swing for the fences and hit those sales home runs.

About John's guest:

Umar Hameed is an expert in changing individual behavior and improving team dynamics. He uses techniques and tools from the world of Applied Neuroscience and NLP to make individuals and organizations more successful. He works with leaders, salespeople, and teams that want to become exceptional.

Umar says, “Every behavior and team dynamic has a belief that drives it. You can’t create change unless you address the underlying belief.”

Umar’s new adventure is an app, NeuroBoosterz allows YOU to take charge of your mindset so you can decide how you want to feel and act in any situation. This will allow you to show up as your best self in every area of your life.

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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 Elite Salespeople Present and Appeal to the Customer’s Needs

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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

Why aren’t buyers listening to what you are saying? Why don’t buyers select an obviously good offer? This Asher Sales Sense podcast delves into reasons why the sales process has more to it than one would think and provides disruptive techniques you can easily use to pull ahead of your competitors. 

You may access the full program here: 

How Neuroscience Disrupts the Standard Sales Process

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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

Overcome Cognitive Biases and Close Deals Faster - John Asher Podcast

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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.

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.

Read the rest of this entry »

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.

Read the rest of this entry »

It Ain’t Money, It Ain’t Food, and it Ain’t Romance, It’s all about the Passion: 4 Minutes with John Asher

This program is an extract from John Ashers program:

How Neuroscience Disrupts the Standard Sales Process

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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.

Read the rest of this entry »