Blog
5 Toxic Behaviors that Kill Sales
by Jacques Werth 1. Assume the Sale. Treat everyone who might buy from you as if they will. Persuade and convince them. People who are
We Need Your Help with a Marketing Question About a Call to Action
We need your help. What would a Call to Action from High Probability Selling (HPS) look like and feel like? We want to hear your
Turning the Fear of Selling into Confidence
by Jacques Werth In my first sales job, I visited over 100 potential customers a week. Every time I walked into a company and asked
Learning The Hard Way-Jerry Rubin’s Story
by Jacques Werth It was 1995 when business owner Jerry Rubin became a student of High Probability Prospecting. He immediately valued the course and it’s
How Scientific is “Scientific Selling”?
by Jacques Werth I got my first college degree in 1955, with a major in Industrial Sales. They were calling it Scientific Selling back then,
The “All Buyers Are Liars” Trap
by Jacques Werth and Carl Ingalls The belief that “all buyers are liars” is a trap. It sets up the salesperson for failure. “All buyers
Talking Differently Opens a New Market
A recent graduate of our High Probability Selling and High Probability Prospecting Workshops wrote: “I’ve opened up a whole new market simply by talking differently to my current market.”
What I Learned About Sales from Robin Williams
On an evening in 1980, I was standing at the bar talking with Jo Anne Astrow, one of the owners of the Improv Comedy Club in West Hollywood. As usual, the club was packed with a large spirited crowd, including several well-known entertainers. Robin Williams came up and said “Hey, Jo” and gave her a hug. Jo Anne said, “Meet my cousin Jacques.”
What’s Right with Warm-Calling?
by Jacques Werth Earlier this year, I answered the phone and a man said “I hate cold-calling.” I said, “I’ve heard that from hundreds of
A Key Ingredient for Becoming a Successful Salesperson
What are the characteristics of a successful salesperson? Is it the standard old-school-list of persistence, goal-orientated, good listeners, and many more? These are all important skills, and none should be taken lightly. But there’s one key ingredient in the formula of a successful salesperson that often gets overlooked, yet it is no less important than the above list.
Driving Your Customers
Watch your language. Driving is what we do to sheep. Is that how you feel about your customers? If so, it probably shows. If not, then be careful about the language you use, and the messages it sends.
How to Increase Sales With Your CRM System
Top sales producers (the top 2%) are typically ambitious, highly intelligent and pragmatic. Most will use any available technology that enables them to sell more and better. Top producers seldom use CRM (Customer Relationship Management) systems because their own sales processes are different from the sales process that is installed in the SFA (Sales Force Automation) part of the system.