Most books about sales are one good idea stretched over 100 pages. What if there was a book that incorporated key ideas from all major sales institutes and numerous best-selling sales books into a unique set of sales skills with fifteen shortcuts to make sales happen faster? Close Deals Faster is the only book providing a robust, repeatable sales process for both business-to-business and business-to-government sales. It's applicable to companies of any size - from startups to Fortune 500 enterprises.
It's a complex, changing and challenging business world out there. Salespeople selling undifferentiated commodities are being replaced by online sales. Prospects are considering more and more transactions as commodity sales. Sales cycle times are longer and salespeople can't qualify leads quickly enough. Only a few elite salespeople are selling the most new business. And as consultative selling has increased in importance, the sales aptitude of the sales force becomes more important than ever. For sales based on overall value, most salespeople don't have the right kind of skills to complete successful consultative transactions.
John Asher's passion is to make the complex simple! His experience as a Navy submarine commander, successful business leader, and award-winning speaker is that when you make the complex simple, you create greater success in life for everyone. That's the passion, cause, purpose and belief at ASHER Strategies. It's why John and his highly experienced team do what they do. Based on that passion, they provide robust revenue growth strategies for CEOs and their sales teams. They do this by consolidating best practice sales methodologies and sales aptitude research into the following three areas of sales enablement:
- 10 fundamental sales skills, the "blocking and tackling" of sales
- 15 simple shortcuts to help close sales faster
- 4 easily learnable levels of emotional intelligence to allow salespeople to expertly connect with and influence customers and prospects
John and his team have provided sales advisory services to over 2,000 companies in the last two decades. The average increase in revenue for these companies was 18% in the first year. By reading Close Deals Fasterand adopting these winning skills and processes, you too can bring in new clients faster, upsell and cross-sell to current customers better and increase your emotional intelligence to where consultative sales are successful for both you and your growing customer base.
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.