Estimated reading time: 2 minutes

Dan’s Biz Bookshelf: ‘The Future of Sales'

Sales is an art and a science, and if John Asher had his way, it would be a well-oiled machine fueled by cutting-edge tools and techniques. In his book The Future of Sales: The 50+ Techniques, Tools, and Processes Used by Elite Salespeople, Asher’s roadmap to this future blends human ingenuity with technological precision. Consider it a wake-up call if you’re in sales and haven’t read this book yet.

Asher is both direct and engaging as he explores what separates average salespeople from the elite without bogging you down in theory. Using a clear and practical structure, he explains over 50 tools and techniques that can transform your sales game, whether you're a seasoned pro or new to the field. 

A compelling section of the book is the focus on neuroscience, which explains how understanding your customer's brain can unlock new levels of persuasion. Concepts, including the “buyer's journey” and “emotional triggers” are not merely buzzwords here. They’re backed by research and presented in ways that are immediately applicable.  

The book also leans into the role of technology in sales with chapters on artificial intelligence (AI) automation, and Customer Relationship Management (CRM) tools. Asher frames these tools as enablers, not replacements, for salespeople. His discussion of AI-powered lead scoring shows how technology can help you focus on the most promising prospects. The book also dives into processes, laying a framework for blending technology with human creativity, and emphasizing that success comes from strategically using these tools rather than relying on them blindly.  

Three Key Takeaways

1. Neuroscience meets sales strategy: The explanation of how to use emotional triggers to build rapport is eye-opening. It’s not about manipulation; it’s about understanding what drives your customers to act.
2. A balanced approach to tech: While some sales books treat technology as a panacea, Asher’s advice on balancing high-tech tools with high-touch human interaction is spot-on. 
3. The sales process redefined: From lead generation to closing the deal, this book provides a blueprint for success. The emphasis on continuously refining your process is a reminder that sales is never static, but a dynamic field that rewards adaptability.  

The Future of Sales is a must-read for sales leaders, entrepreneurs, and anyone looking to stay ahead in a hyper-competitive market. It’s also an excellent resource for teams wanting to align their sales strategies with the realities of today’s technology-driven world. Asher challenges the reader to rethink traditional sales approaches, adopt new tools, and embrace a mindset of continuous learning.  

The book also makes it clear that the future belongs to those willing to adapt, innovate, and leverage both human and technological capabilities. So, are you ready to step into the future of sales? Grab this book and prepare to transform the way you think about selling.

Dan Beaulieu is president of D.B. Management Group.

Title: The Future of Sales: The 50+ Techniques, Tools, and Processes Used by Elite Salespeople
Author: John Asher 
Copyright: Sourcebooks 2022
Pages: 99
Price: $16.99