The Future of Sales: The 50+ Techniques, Tools, and Processes Used by Elite Salespeople

By John Asher

A revolutionary guide by renowned sales expert John Asher designed to equip sales professionals with the knowledge and tools they need to excel in today's dynamic sales environment.

In The Future of Sales, Asher explores the latest trends, technologies, and tactics transforming the sales industry. Drawing from his extensive experience and insightful research, he presents a comprehensive roadmap to mastering the new landscape of sales using proven neuroscience techniques.

More than just a forecast of future sales trends, this guide provides actionable insights and proven methods for adapting to change and capitalizing on opportunities. Whether you're a seasoned business leader or new to the field, The Future of Sales is your playbook for navigating and succeeding in the new age of sales.

Key Features:

• Future-Focused: Discusses the latest trends, technologies, and tactics transforming the sales industry.
• Practical Strategies: Provides actionable strategies to enhance sales performance and drive business growth.
• Industry Insights: Offers insights from renowned sales expert John Asher, backed by extensive research.
• Adaptation: Gives advice on adapting to change and capitalizing on opportunities in the sales industry.
• For All Sales Professionals: Suitable for both seasoned sales veterans and those new to the field.

• Language: English
• Publisher: Sourcebooks
• Release date: Jan 1, 2022
• ISBN: 9781728245393

John Asher

John Asher is the author and developer of 15 different sales-related training manuals. This is John’s third published book on sales. His first book, How to Do Business with Western Companies, was co-authored with Simon Guo of Beijing and published in China in 2012 in Mandarin. The book was partially funded by two Chinese companies, Haier and Alibaba. It was a best seller in China and helped Alibaba and Haier grow to global powerhouses. His second book, Close Deals Faster sold out the first day it was available on Amazon, made the Hudson book stores best seller list, won an international book award as the best sales book of 2018, and was awarded the best book of 2018 by the American Book Fest. John and his team of 30 people in the US and China have trained over 80,000 salespeople from 22 countries.

Book preview

Front CoverTitle Page

Copyright © 2022 by John Asher

Cover and internal design © 2022 by Sourcebooks

Cover design by Jackie Cummings

Cover images © macrovector/Freepik, Adrien Coquet/Noun Project, Gregor Cresnar/Noun Project, Jacopo Bonacci/Noun Project

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Published by Simple Truths, an imprint of Sourcebooks

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Contents

Front Cover

Title Page

Copyright

Introduction

Chapter One: Radical and Permanent Changes in Buyer Behavior

Chapter Two: Advanced Prospecting Technology

Chapter Three: Two Advanced Techniques to Build Rapport and Trust

Chapter Four: Performing a Needs Analysis and Offering a Compelling Solution

Chapter Five: Advanced Techniques to Differentiate and Close the Sale

Chapter Six: Fundamental Tools Needed for Sales Success

Chapter Seven: Summing It All Up

Notes

Acknowledgments

About the Author

Back Cover

This work is dedicated to the ASHER sales team who work with our prospects and clients to close deals faster.

Introduction

For the past several generations or so, there have been three types of sales:

Sales to consumers

Sales to business buyers

Sales to government buyers

We have all witnessed the fairly quick migration of purchases by consumers from brick-and-mortar to the internet for the past several decades. In 2020, worldwide retail e-commerce sales for the year grew 28 percent to $4.3 trillion.i

Companies following this trend are more heavily investing in digital selling. According to Statista, worldwide digital advertising will grow from $40 billion in 2021 to $46 billion by 2024.ii Automation has seen similar growth to support factories and consumers. In early 2020, a Black & Decker factory making portable electrical tools opened in South Carolina. The factory is 100 percent automated. This rise in automation has impacted retail too. Consumers can order, pay for, and have a pizza delivered from Domino’s with no clicks. Not one click! If they have their favorite pizza in their Domino’s app, just opening the app is enough to order, pay for, and have the pizza delivered.

Every recession results in rapid innovation and many new business start-ups. McKinsey & Company examined supply and demand factors across seven countries and six sectors looking at stalled productivity growth since the 1960s. This period includes all of the