AUDIO: What salespeople should do now to prepare for 2018
December 5, 2017
• If you thought selling was tough in 2017, beware the new trends
• “You want to be ahead of the game when it comes to finding new clients and keeping long-term customer”
A warning to all salespeople: if you’re not looking ahead to 2018 for new trends and focuses, you’re already behind. The ever-changing climate of the business world means it’s time to cultivate new skills for the new year and beyond, says CEO and sales strategist John Asher.
“You want to be ahead of the game when it comes to finding new clients and keeping long-term customers,” says Mr. Asher. “There fresh strategies for attracting new business, cross-selling to current customers, and rethink your outdated approach to become an elite salesperson.”
(John Asher offers vital tips about the new trends for salespeople in today’s exclusive CVBT Audio Interview. Please click on the play button below to listen now or to share the audio with others in your organization.)
Longer sales cycles and more technical products being sold are shaping another trend, he says.
“Buyers, especially higher level buyers, would much rather deal with a sales person with deep technical knowledge,” says Mr. Asher, who was captain of two nuclear-powered fast attack submarines earlier in his career. “So in about half of the sales now, subject matter specialists are the real heroes.”
And for the manager trying to fill sales positions, he offers this advice to avoid what he calls the $250,000 mistake: “If you’re hiring sales people, use an aptitude assessment to make sure tha they’ve got the right talent for sales,” he says. “You can teach the selling skills. You can teach the product knowledge. But you can’t fix the aptitude.”
Mr. Asher, founder of Asher Strategies of Washington, D.C., is the author of the new book, “Close Deals Faster” (October 2017).