Aug 202014
 

by Jacques Werth

A student once asked me about leaving voice mail messages when prospecting, and this is how I answered.  You can listen to the recording of my answer, or read it below.

I called one company down in St. Louis who I really wanted to do business with, and I put them on my own prospecting list.  I called six times and I talked to the assistant to the vice president I wanted to talk to, and she kept saying “I can’t take a message, I’ll give you his voice mail.”

I said, “I don’t leave voice mail messages.”

She said, “Well that’s too bad, because I can’t take a message.”

The seventh time I called, I called at lunchtime.  I figured out she goes to lunch from one to two, so I called at 1:15, and somebody else answered the phone.  And I gave her my prospecting offer, and she said only Joe “so and so” can give you an answer to that question.

I said, “Well don’t give me his voice mail”, so she said “Why not?”

I said, “I don’t leave voice mail messages because they mainly annoy people.”

And she laughed and she said, “You’re right.  I’ll tell you what I’ll do.  If you’re willing to call here after six o’clock, between six and seven, I’ll give you his private line and you’ll be able to reach him then.”

So I said ok and she gave me his private number.  And I said, “Let me ask you why are you giving me his private number?”

And she says, “Well I know he wants what you have to offer.”

I said, “Why am I calling him between six and seven?”

She said, “Joe’s a workaholic.  He doesn’t leave here until eight or nine o’clock at night.  And that’s the only time he’ll pick up his phone.”

So I said, “Is it ok if I tell him you gave me the number?”

She said, “I wouldn’t give it to you if it wasn’t ok.”

This is a short piece that is taken from a recording of a teleseminar workshop on “Selling Financial Services”.  We sell the complete recording on the Products page of our website.

 

Posted by at 5:32 pm
Aug 122014
 

The book, “High Probability Selling”, by Jacques Werth and Nicholas Rubin, is now back in print.  The paperback can be purchased on our website for $19.95.  The audio version of the book is also available on a set of 4 CDs, for $39.95.

We are currently offering free shipping and handling to any location in the USA.  For other locations, please contact us +1 610-566-1535.

Posted by at 2:35 pm
Aug 112014
 

Is it manipulation, or not?  Where is the dividing line?

It’s sort of like speeding.  No matter how fast you are going, you’re not speeding, but the guy going faster than you is.  Of course, anyone driving slower than you would say that you are speeding.

Same with manipulation.  Most salespeople will tell you that what they do is not manipulation.  They don’t cross that line, although others do.  In their eyes, it’s just influence and persuasion, a subtle nudge here and there, but not manipulation.  What they do is only manipulation in the eyes of someone who does it less.

Most salespeople know that pushing too hard is bad for business.  The question is, how little can you push, and still make sales?

 

Posted by at 4:02 pm
Jun 162014
 

The next Sales Training Workshop on Connecting with High Probability starts on Thursday 24 July 2014, and ends on Thursday 7 August 2014 (note that the schedule has been changed).  Tuition is $245 per participant (US Dollars).

This workshop teaches participants one of the fundamentals of High Probability Selling (HPS), which is how we treat people and how we communicate with them.  We recommend this for people who are just beginning with HPS.

This workshop is a series of 3 sessions conducted by teleconference, and led by Jacques Werth.  Sessions will begin at 12:30 PM Eastern Time USA (same as New York City) on 3 consecutive Thursdays.  Most sessions take 90 minutes to 2 hours.  For more info about our time zone, please visit World Clock – Philadelphia.

Sessions are live and interactive, and exercises will be assigned between sessions.

To register for this workshop, you may do any of the following:

  • Call us at +1 610-566-1535, Monday to Friday, 8:30 AM to 5:00 PM Eastern Time USA.  Our toll free number is 800-394-7762
  • Email us (to Enroll@HighProbSell.com) with your name and phone number, and tell us when we can call you for additional info.  Please do not send credit card information by email.

Please note that we require each applicant to complete the following before participating in this workshop:

  • Read our Confidentiality Agreement and agree to its terms.  These terms are explained on our Confidentiality Agreement Webpage.
  • Complete the High Probability Benchmark Survey conducted by Pinnacle Group International (free, takes about 20 minutes).
  • Pay the tuition for the workshop, $245 per participant (US Dollars).

For more information, please visit our connecting workshop description page.

Posted by at 2:21 pm
Apr 212014
 

The next Sales Training Workshop on Connecting with High Probability starts on Tuesday 13 May 2014, and ends on Tuesday 27 May 2014.  Tuition is $245 per participant (US Dollars).

This workshop teaches participants one of the fundamentals of High Probability Selling (HPS), which is how we treat people and how we communicate with them.  We recommend this for people who are just beginning with HPS.

This workshop is a series of 3 sessions conducted by teleconference, and led by Jacques Werth.  Sessions will begin at 12:30 PM Eastern Time USA (same as New York City) on 3 consecutive Tuesdays.  Most sessions take 90 minutes to 2 hours.  For more info about our time zone, please visit World Clock – Philadelphia.

Sessions are live and interactive, and exercises will be assigned between sessions.

To register for this workshop, you may do any of the following:

  • Call us at +1 610-566-1535, Monday to Friday, 8:30 AM to 5:00 PM Eastern Time USA.  Our toll free number is 800-394-7762
  • Email us (to Enroll@HighProbSell.com) with your name and phone number, and tell us when we can call you for additional info.  Please do not send credit card information by email.

Please note that we require each applicant to complete the following before participating in this workshop:

  • Read our Confidentiality Agreement and agree to its terms.  These terms are explained on our Confidentiality Agreement Webpage.
  • Complete the High Probability Benchmark Survey conducted by Pinnacle Group International (free, takes about 20 minutes).
  • Pay the tuition for the workshop, $245 per participant (US Dollars).

For more information, please visit our connecting workshop description page.

Posted by at 12:52 pm
Mar 122014
 

by Jacques Werth

The fear of not selling has too many salespeople pushing hard enough to be offensive.

No matter what their product or service, most salespeople will attempt to sell every potential prospect in hope of making a sale.  However, at any given time, most prospects are not ready, willing, or able to buy.  But for various reasons, a lot of prospects are willing to sit through a sales pitch while acting like they might buy – with no intention to do so.

Then, the salesperson becomes disappointed often enough, that they think that they should push harder, overcome objections, and try several closes.  Then they get rejected.

Most prospects buy for their own reasons, in their own time.  The right timing can put the salesperson in front of prospects when they are ready, willing, and able to buy – without pushing.

Posted by at 2:01 pm
Mar 042014
 

The next Sales Training Workshop on Prospecting with High Probability starts on Tuesday 18 March 2014, and ends on Tuesday 29 April 2014.  Tuition is $875 per participant (US Dollars).

This sales training workshop teaches participants how to use the High Probability Prospecting process, an alternative to conventional cold-calling.  We recommend this for people who have already taken our Connecting With High Probability workshop, or any of our other workshops.

This workshop is a series of 7 sessions conducted by teleconference, and led by Jacques Werth.  Sessions will begin at 12:30 PM Eastern Time USA (same as New York City) on 7 consecutive Tuesdays.  Most sessions take 90 minutes to 2 hours.  For more info about our time zone, please visit World Clock – Philadelphia.  Note that we will be on Daylight Saving Time during this course.

Sessions are live and interactive, and exercises will be assigned between sessions.

To register for this workshop, you may do any of the following:

  • Call us at +1 610-566-1535, Monday to Friday, 8:30 AM to 5:00 PM Eastern Time USA.  Our toll free number is 800-394-7762
  • Email us (to Enroll@HighProbSell.com) with your name and phone number, and tell us when we can call you for additional info.  Please do not send credit card information by email.

Please note that we require each applicant to complete the following before participating in this workshop:

  • Read our Confidentiality Agreement and agree to its terms.  These terms are explained on our Confidentiality Agreement Webpage.
  • Pay the tuition for the workshop, $875 per participant (US Dollars).  If you are paying by credit card, please call us at +1 610-566-1535.  Please do not send credit card information by email.

For more information, please visit our prospecting workshop description page.

Posted by at 5:44 pm
Feb 252014
 

by Carl Ingalls

People automatically think of marketing as being insincere.  But what if it weren’t?  What if marketing were sincere?  What would that look like?

I turned to someone on Twitter who has done a lot more thinking about marketing than I have (but does not want to be identified).  I asked for her opinion about what sincere marketing might be, and this is what she told me.

I suspect it has to do with not over-promising, with having a clear, concise message that aligns perfectly with the actual product/service and doesn’t exaggerate or aggrandize.  I would say that this would be found in companies with a strong corporate ethic, environmental companies, and higher-end or possibly some luxury category goods/services.  Those that have a strong product/service that stands well on its own don’t have to ‘oversell’ so they would fall into this category I guess.

The reason this matters to us is that insincere marketing is not compatible with the way we teach people to sell.

What are your thoughts?

Posted by at 5:19 pm
Jan 152014
 

by Jacques Werth

Highly effective sales producers make fewer sales visits.  They only visit the prospects that are most likely to buy from them.  They become more and more skilled at knowing the difference between buyers and “tire kickers”.  They also become very skilled at communicating with real buyers.

Salespeople that follow this strategy close more sales per month (on average) than those who make more sales calls.

Posted by at 2:50 pm
Dec 172013
 

by Jacques Werth

I was head of sales and marketing for a company that provided production equipment to the electronics industry when I fired our sales representative for the upper Midwest.  I hired a young man named Ben as his replacement, and we brought him to the home office near Philadelphia for two weeks of product training.

A few weeks later Ben called to say that one of the largest manufacturers of radar detectors was interested in one of our production machines.  The prospect would probably buy several more machines if the first one worked to their satisfaction.  The prospect was also looking at two of our competitors’ machines.

Ben made a sales call to see their VP of Production, and he had one of our demo machines in his van.

A few days later, Ben called me to say that the prospect had decided to buy one of our competitor’s machines instead.  I asked him why?  Ben said that he didn’t know the reason.  I asked Ben if the prospect had actually tried out the demo machine.  He said. “No, we only went over the written specifications, which I left with him.”

I said, “Ben, I want you to call the VP and tell him that you are on the way to his plant to set up and run your demo machine.  That way, he can see how it works compared to what he has decided to buy.”

Ben said, “That’s over 160 miles from me.  It doesn’t make much sense if he’s already decided on a competitor’s machine.”

I said, “Ben, just make the call and let me know what he says.”

A couple of hours later, Ben called back and said the VP wanted him to bring the demo machine the following Monday.

I told Ben that we would have one of our field technicians fly into an airport near the prospect’s plant on Monday morning, and Ben should pick him up.  Then, the techie would set up the demo machine properly and train the prospect’s people, and Ben, how to use it.

About two weeks later Ben called me to say that the prospect wanted to buy the demo machine and a second one just like it.  Ben wanted to know whether he had to go all the way back to the customer’s plant to set up the second machine.

I said, “What do you want to do?”

Ben said, “Well we have a lot more equipment that they could probably use.  But, it’s a long trip.”

I said, “It’s up to you.”

Ben made that trip and several more.  By the end of the year that manufacturer was one of our top ten customers, and Ben was one of our top three salespeople.

 

Posted by at 12:42 pm
Dec 102013
 

The next Sales Training Workshop on Connecting with High Probability starts on Tuesday 21 January 2014, and ends on Tuesday 4 February 2014.  Tuition is $245 per participant (US Dollars).

This workshop teaches participants one of the fundamentals of High Probability Selling (HPS), which is how we treat people and how we communicate with them.  We recommend this for people who are just beginning with HPS.

This workshop is a series of 3 sessions conducted by teleconference, and led by Jacques Werth.  Sessions will begin at 12:30 PM Eastern Time USA (same as New York City) on 3 consecutive Tuesdays.  Most sessions take 90 minutes to 2 hours.  For more info about our time zone, please visit World Clock – Philadelphia.

Sessions are live and interactive, and exercises will be assigned between sessions.

To register for this workshop, you may do any of the following:

  • Call us at +1 610-566-1535, Monday to Friday, 8:30 AM to 5:00 PM Eastern Time USA.  Our toll free number is 800-394-7762
  • Email us (to Enroll@HighProbSell.com) with your name and phone number, and tell us when we can call you for additional info.  Please do not send credit card information by email.

Please note that we require each applicant to complete the following before participating in this workshop:

  • Read our Confidentiality Agreement and agree to its terms.  These terms are explained on our Confidentiality Agreement Webpage.
  • Complete the High Probability Benchmark Survey conducted by Pinnacle Group International (free, takes about 20 minutes).
  • Pay the tuition for the workshop, $245 per participant (US Dollars).

For more information, please visit our connecting workshop description page.

Posted by at 4:58 pm
Nov 052013
 

by Jacques Werth

I once owned a car agency which was not very profitable.  Then I leased a horse stable near a park, so my kids and I could go riding together.  It was a fairly big stable, so I took in other peoples’ horses for boarding to offset the expenses.  Then, I bought some more horses, sold them and bought more.  The profit in the horse business was much better than the profit in the car business, and a lot more fun.  The interesting thing is that I was practicing High Probability Selling, using the same sales process in two different businesses, and getting very different results.

Then, I dug out the notebooks that I used to record my observations of the sales processes of top sales producers.  This time, it was to make a list of the kinds of products and services they were selling.  Before I was half way into making that list, I realized that there were too many categories to make sense of them all.  However, I noticed that there were no car salespeople on the list.  Then, I went back to the beginning and began to list other things that salespeople sold that were not being sold by any of the high-income sales producers.  Here are some stand-outs on that list.

  • Network Marketing (MLM) of all types
  • Most commodity products and services
  • Small special trade contractors
  • Simple products and services that do not produce substantial income

Why aren’t the most successful salespeople selling these things?  Could it be that there just isn’t any money in it?  Or, could it be that the methods that highly successful salespeople use are just not compatible with selling these kinds of products and services?

 

Posted by at 4:55 pm