Blog
10 Tips for Prospecting Success
by Jacques Werth The ability to prospect efficiently, effectively and enjoyably will enable you to meet with prospects that need, want and can afford your
Prospecting and the Gatekeeper
By Miles Sonkin, High Probability® Selling If you’re calling business to business, and you’re reaching the administrative assistant, chances are that they know all about
Recession: A Good Time to Sell
We published this article early last year (2008) but it seemed worth revisiting given current events. What Good is a Recession? Whether a recession is
He’s Got the Magic
I went into five automobile showrooms, all with the same make cars, in order to choose the one where I bought my last car. My
Persuasion is a Great Way to Sell If…
Another story from my observations of top producer selling methods… Bill Silvers was the top producer for the largest textile manufacturer in North America. He
The Reality of Selling
Fifty-one years ago I began to study selling — not just because I’m a curious, analytical type, but because I’ve always had a burning desire
Real Estate Sales Success: With Integrity, Without Stress
by Jacques Werth, as told to Paul Bunn (and posted by Carl Ingalls) We were in a large meeting room in a nice hotel, in
Why Most Sales Tips Don’t Work
By Paul Bunn and Carl Ingalls The Quest for the “One” Many salespeople who contact us are looking for that one all-powerful sales tip or
Dignity, Self-Respect and Real Estate Success
A Different Mindset for Successful Realtors We have trained hundreds of Realtors and Brokers. Most of them were already quite successful before they enrolled in
Recession: A Great Time to Sell
What Good is a Recession? Whether a recession is generally spread across all industries, or localized to just your industry, it is a great time
One-Minute Sales Tip: Say Goodbye to Resistance
What causes sales resistance? It’s not automatically produced by the customer; it’s created by the intention of the salesperson. Resistance is created when the salesperson
Script Your Way to Being a Good Listener
By Paul Bunn “I’m just preparing my impromptu remarks.” – Winston Churchill One of the keys to effective listening, especially over the telephone, is to