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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.

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Chuck Reaves Says Customers Don’t Allow Mulligans on the John Asher Podcast

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The Asher Sales Sense Podcast with host John Asher features his guest Chuck Reaves in “Chuck Reaves Says Customers Don’t Allow Mulligans on the John Asher Podcast.”  Chuck is the Founder of Sales Suites and a top-rated corporate speaker. Asher and Reaves discuss:

  • All decisions are subliminal
  • Sales is more science than art
  • Sales is a scientific process
  • Chuck compares sales to surgery
  • The four elements of a sales process 

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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. 

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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?

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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

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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.”   Read the rest of this entry »

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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