High Probability Selling

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This category contains 51 posts

Too Much Selling; Not Enough Sales

By Jacques Werth ⋅ July 29, 2008 ⋅ Post a comment

Several years ago, one of the largest insurance agencies in New York asked us to teach their agents how to sell better. (…)

The Reality of Selling

By Jacques Werth ⋅ June 25, 2008 ⋅ Post a comment

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 to succeed. (…)

Real Estate Sales Success: With Integrity, Without Stress

By Jacques Werth ⋅ June 13, 2008 ⋅ Post a comment

We were in a large meeting room in a nice hotel, in a suburb of Seattle. Twelve successful Realtors were attending a Real Estate Sales Mastery workshop. (…)

Why Most Sales Tips Don't Work

By ⋅ June 5, 2008 ⋅ Post a comment

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 technique that will make them more successful. (…)

Dignity, Self-Respect and Real Estate Success

By Jacques Werth ⋅ April 18, 2008 ⋅ Post a comment

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 our sales courses. (…)

Recession: A Great Time to Sell

By Jacques Werth ⋅ March 25, 2008 ⋅ Post a comment

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 to be selling. (…)

A Special Free Teleconference: "HPS for Consultants, Advisors & Coaches"

By Jacques Werth ⋅ March 11, 2008 ⋅ Post a comment

Most consultants, advisors, and coaches don't think of themselves as salespeople. (…)

One-Minute Sales Tip: Say Goodbye to Resistance

By Jacques Werth ⋅ February 6, 2008 ⋅ Post a comment

What causes sales resistance?
It's not automatically produced by the customer; it's created by the intention of the salesperson. (…)

Script Your Way to Being a Good Listener

By Jacques Werth ⋅ January 25, 2008 ⋅ Post a comment

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 use a script. (…)

When Common Phrases Sabotage Sales

By Jacques Werth ⋅ January 10, 2008 ⋅ Post a comment

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 that trigger suspicion, create mistrust and sabotage sales. (…)

A Process for Sales Success

By Jacques Werth ⋅ January 4, 2008 ⋅ Post a comment

Most salespeople, sales managers and sales trainers know that sales training seldom has a lasting beneficial effect. The American Society for Training and Development (ASTD), and other research organizations state that less than 25% of the people who take sales training courses obtain a sustained increase in their sales performance. Why not? (…)