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Archive for January, 2008

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. Before you recite a myriad of reasons that disagree with that idea, momentarily suspend your disbelief and read on. When prospecting, or selling, you either follow a [...]

When Common Phrases Sabotage Sales

By Jacques Werth ⋅ January 10, 2008 ⋅ One 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. Many of these words and phrases are part of traditional and popular sales techniques that are intended to create trust and “build [...]

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? The vast majority [...]

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