Blog
When Common Phrases Sabotage Sales
by Jacques Werth and Paul Bunn We live in a cynical world. Salespeople have helped create that world, by using words and phrases in ways
A Process for Sales Success
by Jacques Werth Most salespeople, sales managers and sales trainers know that sales training seldom has a lasting beneficial effect. The American Society for Training
Two-Minute Sales Tip
“I Know Your Time is Valuable.” Is that what you tell prospects that you call? Don’t. And don’t tell them: * “This call will
Close Effortlessly without Pressure or Anxiety
By Jacques Werth, PresidentHigh Probability Closing is not an event. It’s an integral part of the entire sales process. We define “closing” as Mutual Commitment.
Trust and Respect – The Ultimate Competitive Advantage
by Jacques Werth Does your selling style address the most fundamental needs of your prospects? What are the most important factors to someone making an
A Tire-Buying Experience
by Jacques Werth It rained here last Friday and, while driving home from the office, my car was losing traction on the wet roads. That
Why Sales Training Doesn’t Work
by Jacques Werth Why is it that most people who attend sales training courses and seminars show very little sustained improvement? Why doesn’t modern sales
Change Your Commitments and Change Your Life
by Jacques Werth Last week I got a call from "Mark" who has been a financial services professional for 12 years. He said he works
Popular Doesn’t Necessarily Equal Best – or Even Good
by Paul Bunn If everyone is thinking alike, somebody isn’t thinking. – George S. Patton Turnover in the sales profession is extremely high compared to
How Successful People Make Decisions
by Carl Ingalls and Paul Bunn A colleague here in our office recently shared the following strategy for succeeding in business: “If you want to
So You Think You Lost the Sale?
Losing a sale is something that we’ve all experienced. Sometimes it feels like the prospect’s mind seemed to change for no apparent reason, sometimes you
Consultative Selling is Obsolete
Jacques Werth High Probability Selling Consultative Selling and all of its relatives such as SPIN Selling, Solution Selling, Strategic Selling, Customer Focused Selling, Buying Facilitation,