Blog
Easy Closing Starts With Prospecting
by Jacques Werth Closing is hard when you try to find a way to qualify your prospects. Closing is easy when your prospects will not
Whatever It Takes
by Jacques Werth (editing by Carl Ingalls) Do you do whatever it takes to get an appointment with a prospect? Put yourself in the place
What High Probability Selling is About – Briefly
This is a very short description of what High Probability Selling is about.
Finding the Sales Position You Want
by Jacques Werth The fastest way to find the sales position you want is to use methods that are different from what others are doing.
The Trust and Respect Problem
by Jacques Werth and Carl Ingalls The two most important decision making factors for the vast majority of people who are making a significant buying
Prospecting: Should you research a prospect before you call?
by Jacques Werth Many salespeople have been taught that they should know as much as possible about a prospect before they make a prospecting call.
The Power of Accepting “No”
by Carl Ingalls The following is part of a recent conversation on Twitter.com between Carl Ingalls (http://twitter.com/Carl_Ingalls) and Christina Luminea (http://twitter.com/cristinaluminea). Jacques Werth (http://twitter.com/JacquesWerth) is
Take Advantage of Information Overload
by Jacques Werth Information Overload results in the average American being exposed to over 12 million informational messages per year. The vast majority of those
Human Behavior has Changed; Most Sales Methods Have Not
Human behavior has changed considerably in the past fifty years. One of the primary drivers has been Information Overload. In 1975 it was estimated that
Cold Calling Fear: Facing the Elephant in the Room
All salespeople feel it, but no one wants to talk about it: the fear of cold calling. As a sales and business coach, I’ve often
Highly Successful Salespeople Do What Unsuccessful People Are Not Willing to Do
Do you really know what the most successful ones actually do? by Jacques Werth and Carl Ingalls Most salespeople say they will do “whatever it
Favorable Front of the Mind Awareness
An earlier version of this article was posted on Business Insurance Agents on 12 March 2009. Suppose you are watching a James Bond movie and Agent 007