Blog
Workshop on the Trust and Respect Inquiry (TRI), 3 Sessions, Starting Thu 22 Sep 2022
This what we do in High Probability Selling (HPS) in place of building rapport or creating a relationship. You can read more on the HPS
How Often Should You Call?
First, get rid of the word “should”. High Probability Selling is something you choose to do, not something you are supposed to do. Jacques Werth
2 Marketing Guiding Principles that make no sense
Here are 2 guiding principles that make NO SENSE to most but are absolutely fundamental to really doing work that matters. The marketing “tough” guys
Features, Benefits, Detriments
In High Probability Selling (HPS), we sell on features, not benefits. In most other selling methods, it’s the other way around, and that makes sense.
Why are some people unwilling or unable to do High Probability Selling?
I think I have a couple of answers. High Probability Selling (HPS) is scary, and more so for some people than others. It’s easy to
Schedule 2022-04: High Probability Selling Events for April 2020
Sales training courses on High Probability Prospecting and on the High Probability Mindset. Also, an open (free) discussion on Zoom where we talk about High
What If They Complain About the Price?
Suppose you sold an expensive dining room set for $3000, and suppose the customer calls you later and says that their cousin’s neighbor’s sister got
Schedule 2022-03: March 2022 Sales Training
See the High Probability Selling Calendar for an updated schedule. Wed 23 Mar: Essence of High Probability Selling Workshop This workshop is a summary of
If someone says, “Why are you asking me all of these personal questions?”
How do you respond? First, this almost never happens. If you are being authentic and sincere, the person you are interviewing will rarely question your
Convince Me
What do you do when a prospect asks you to explain to them why they should buy from you? If you follow a non-persuasive sales
No Magic Sales Closing Techniques – Just a Proven Selling System that Produces Dramatic Results
written by Jacques Werth in about 2006, and posted here by Carl Ingalls High Probability Selling is a structured, linear, step-by-step sales process. At each
Let’s Talk About High Probability Selling – Thu 10 Feb 2022
Zoom Meeting – Open to the Public This Thursday 10 February 2022 at 2pm USA Eastern Time. No charge. For meeting details, send an email