Blog
Eliminate the Fear of Cold Calling and Rejection
By Jacques Werth, President High Probability® Selling I’ve never met a salesperson who has not experienced a fear of the phone at one time or
Get Real with Yourself
By Jacques Werth, President High Probability® Selling Fifty-one years ago I began to study selling — not just because I’m a curious, analytical type,
9 Tips for Prospecting Success
by Jacques Werth President, High Probability Selling Prospecting effectively is often the key difference between success and failure in sales. “Get me in front of
Selling – Why is it So Hard to Learn?
By Jacques Werth High Probability Selling The primary reason it is so hard to learn to sell (well) is that almost all modern selling systems
The “Real World” Numbers Game
By Jacques Werth, President High Probability® Selling “Sales is a numbers game” is something most salespeople are taught from Day One on the job. The
How Much Does It Cost?
By Jacques Werth President, High Probability Selling When the first thing out of a prospect’s mouth is “How Much Does it Cost?” how do you
Don’t Waste Time
By Jacques Werth, President High Probability® Selling Most customers make up their minds about your product or service within the first 30 seconds of a
Being “Right” vs. Being Rich
By Jacques Werth, President High Probability® Selling As a former turn-around manager and consultant, with a Masters in Financial Management, I went into eleven failing
How Can You Tell If a Salesperson is Lying?
By Jacques Werth, President High Probability® Selling Q: How can you tell if a salesperson is lying? A: His lips are moving. (just joking?) Do
Don’t Ask for the Order
By Jacques Werth, President High Probability® Selling This may seem confusing, since traditionally the whole idea of selling is to get an order from a
Attitude and Expectations Shape Your Communications
By Jacques Werth, President High Probability® Selling Your attitudes, beliefs and emotions guide your tonality and manner of speaking. That’s one of the things we
Taking “No” for an Answer
By Jacques Werth, President High Probability® Selling In this technological age where the world is changing at a more rapid pace every day, speed has