Blog
It’s Up to You
by Jacques Werth I was head of sales and marketing for a company that provided production equipment to the electronics industry when I fired our
When High Probability Selling Doesn’t Work as Well
by Jacques Werth I once owned a car agency which was not very profitable. Then I leased a horse stable near a park, so my
Why Do Salespeople Have Trouble Asking a Direct Question?
by Jacques Werth Gary Boye, a top sales trainer from Buffalo, NY once told me, “I teach salespeople to ask their prospects, ‘Do you like
You Can’t Sell High Probability Prospects That Way
by Jacques Werth Frank, a southern California Realtor, called and said he wanted to learn High Probability Prospecting. I asked “Why?” He said, “Yesterday, I
Top Salespeople Sell to Top Decision Makers
by Jacques Werth To make more sales, meet with the highest level person who makes decisions about purchasing what you are selling. It’s not a
Don’t be a consultant
The following is copied from a comment left on this blog by David Ross, and is republished here with permission. We believe that his words
How to Say Ok Goodbye When a Prospect Says No
There are just three things to do when a prospect says “No”. First you say “Ok” and then you say “Good-bye” and then you hang
How to Hire a Sales and Marketing VP
by Jacques Werth Many years ago I was being interviewed by the Executive Vice President of a publicly traded company. I asked a lot of
Don’t Try to Sell High Probability Selling to Your Boss
by Jacques Werth Our office manager rang me and said “John Richardson is on line 5. He took our workshops several months ago and he
We Are All Salespeople At Birth
by Jacques Werth As new born infants, our survival depends on how well we can manipulate adults, usually our parents, in order to get what
Totally Truthful Salespeople
by Jacques Werth I have been in sales, sales management, and sales training since 1955. From the beginning, I observed how top sales producers actually
What’s Wrong With Cherry Picking?
We teach salespeople how to be “cherry pickers.” They learn how to find prospects who want to buy what they are selling, and are ready