Blog
I Don’t Do Business With People Who Talk to Me Like That
I’m sure you’ve had a salesperson try to push you into a sale by asking something like, “You do want to make money, don’t you?” How does that make you feel?
Don’t Tell Me How To Sell
I was doing research on how top salespeople sell and I read about Bill in a contractor’s equipment magazine. He was the top salesman with the leading manufacturer of several lines of contractors’ equipment. So, I called him up and arranged to go out on a few sales calls to observe his sales process. This is Bill’s story.
Difficulty of Selling a New Idea
About the difficulty of selling something that requires prospects to give up long-held or cherished beliefs.
High Probability Selling for Managers
An Engineering Manager used High Probability Selling to “sell” an idea and get cooperation from other managers in the same company.
Finding the Job You Want – Josh’s Story
Josh used High Probability Prospecting to find the job he wanted. He decided to sell life insurance, because he wanted “a job selling my way, which is High Probability Selling.”
Who Are Your Real Competitors?
Who are the people that are taking sales away from you? What is it that they are doing better than you are?
Why Be Afraid of High Probability Selling?
High Probability Selling is scary. It’s a radical departure from what most salespeople are doing. It’s hard to believe that it will actually work. This article describes the basic fears that can prevent people from trying High Probability Selling.
When High Probability Selling Doesn’t Work
High Probability Selling (HPS) does not work for everybody or for every situation. This article describes 6 cases where HPS almost never works.
Prospecting Persistence Pays
by Jacques Werth My first job after college was selling forklift trucks in an industrial section of New York City. I was prospecting on foot
Survey Results on What Motivates People to Sell Better
Results from the survey on “Why Would You Want to Sell Better?” The most frequent response was “Be more competent and effective at what you do.” This survey began with a blog post dated 21 August 2009.
Secret Sales Tips and Tricks
by Jacques Werth Why are those words so alluring? The most successful salespeople seldom read articles with those words in the title. Such articles are
Why Would You Want to Sell Better? (survey)
Imagine that you found a way to sell much more effectively. How would you use this new ability to change your life? What is most