Changes at High Probability Selling
2016-03-03
Jacques Werth has retired. His company, High Probability Inc, is closed. I (Carl Ingalls) have teamed up with two former HPS instructors (Paul Bunn and
Blog
Relationship Selling
2015-06-19
Would you trust someone who tried to form a relationship with you solely for the purpose of selling you something? Many salespeople believe that the
Advice for the Aspiring Financial Services Agent
2015-02-18
by Jacques Werth I suggest that you join a medium-sized independent brokerage that has several agents who earn $200,000 or more in commissions. Get a
Limit the Scope of Prospecting Offers
2015-01-23
A High Probability Prospecting offer should be very specific, with a limited scope. Avoid using a more general offer that tries to encompass most of
LinkedIn Discussion about Prospects Who Take Advantage of Salespeople
2014-09-23
This is from a conversation on LinkedIn. The discussion group is LinkedIn Sales / Marketing Executives (CSO/CMO). Question: How would you interpret this scenario? By Mitch
High Probability Prospecting Offers Reviewed Here
2014-09-09
We invite you to submit your High Probability Prospecting Offer as a comment on this post. Jacques Werth and/or Carl Ingalls may review your prospecting
Guidelines for Creating a High Probability Prospecting Offer (Updated)
2014-09-04
by Jacques Werth and Carl Ingalls – Updated May 2019 by Ingalls Structure. There are 3 parts to a High Probability Prospecting Offer: Identify yourself
I Don’t Leave Voice Messages
2014-08-20
by Jacques Werth A student once asked me about leaving voice mail messages when prospecting, and this is how I answered. You can listen to
Degrees of Manipulation
2014-08-11
Is it manipulation, or not? Where is the dividing line? It’s sort of like speeding. No matter how fast you are going, you’re not speeding,
The Fear of Not Selling
2014-03-12
by Jacques Werth The fear of not selling has too many salespeople pushing hard enough to be offensive. No matter what their product or service,
What Would Sincere Marketing Look Like, If It Exists?
2014-02-25
by Carl Ingalls People automatically think of marketing as being insincere. But what if it weren’t? What if marketing were sincere? What would that look
How Can Fewer Sales Calls Produce More Sales?
2014-01-15
by Jacques Werth Highly effective sales producers make fewer sales visits. They only visit the prospects that are most likely to buy from them. They