Jacques Werth
One-Minute Sales Tip: Say Goodbye to Resistance
What causes sales resistance? It’s not automatically produced by the customer; it’s created by the intention of the salesperson. Resistance is created when the salesperson intends to do whatever it takes to get the prospect to buy. Most people perceive this as pressure. The natural reaction whenever pressure is applied is resistance. Remove the pressure, [...]
When Common Phrases Sabotage Sales
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
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 [...]
Close Effortlessly without Pressure or Anxiety
By Jacques Werth, PresidentHigh Probability Closing is not an event. It’s an integral part of the entire sales process. We define “closing” as Mutual Commitment. Therefore, we request the prospect’s commitment at every step of the sales process, and we make corresponding commitments. We close throughout the entire sales process – typically between 25 and [...]
Change Your Commitments and Change Your Life
by Jacques Werth Last week I got a call from "Mark" who has been a financial services professional for 12 years. He said he works far too hard for the $80,000 he earns. My response was, "What are you committed to? He replied, "I want to make a lot more money and work less." [...]
Six Reasons Top Salespeople Disqualify a “Hot Prospect”
Most top producers increase their sales by disqualifying low probability prospects. These are prospects that initially looked "hot", however, by asking the right questions, it becomes obvious that the prospect is not ready to buy, now. Top producers know that there is a far better likelihood of winning the sale if they leave early and [...]
Consultative Selling is Obsolete
Jacques Werth High Probability Selling Consultative Selling and all of its relatives such as SPIN Selling, Solution Selling, Strategic Selling, Customer Focused Selling, Buying Facilitation, etc. are merely variations of the "Needs Selling" systems of the 1960′s. ?Consultative Selling? has been in vogue with salespeople for over three decades – with good reason. Most salespeople [...]
How Top Salespeople Maintain Their Dignity and Self-Respect
Jacques Werth High Probability Selling Prospects and customers, no matter their titles or status, are people like you and me. We all have a very strong preference for dealing with people that we respect. The degree in which a prospect feels respect for the salesperson is extremely important. It is almost as important as their [...]
Are You New to NLP?
Jacques Werth High Probability Selling A software salesperson related the following story about one of his recent sales appointments. “I went into a meeting with a prospect in his office, and our conversation started with him asking, ‘Tell me again what your software does.” As he spoke I noticed the prospect, whose elbows had [...]
I Just Learned a New Business Principle
By Paul Bunn High Probability Selling During lunch today, I went to my optometrist in an attempt to get my classes repaired. It was a minor repair. I could have done the work once I purchased the parts. The only problem was that my optometrist’s business is set up to facilitate the purchase of [...]
Are You Missing Your Best Niche Market?
By Jacques Werth High Probability Selling Every salesperson has a great niche market that 99 percent aren’t even aware of. The concept of a niche market is not new. The meaning of the term is as varied as the number of sales, marketing and business people trying to identify, define or pursue a niche. If [...]
How Top Producers Eliminate Objections
By Jacques Werth High Probability Selling Many salespeople try to rationalize that objections are good because they indicate the prospect’s level of interest and pinpoint the keys to making the sale. That is analogous to saying that you should not prevent the cause of pain in your body; pain is good because you then know [...]
Recent Comments
- Carl Ingalls on People Buy in Their Own Time for Their Own Reasons
- Karim Watson on How Top Producers Eliminate Objections
- Steve Hilliar on People Buy in Their Own Time for Their Own Reasons
- Mike Les on People Buy in Their Own Time for Their Own Reasons
- Don F Perkins on People Buy in Their Own Time for Their Own Reasons
Most Emailed
- Trust and Respect – The Ultimate Competitive Advantage - 7 emails
- 9 Tips for Prospecting Success - 5 emails
- Eliminate the Fear of Cold Calling and Rejection - 5 emails
- How Top Producers Eliminate Objections - 4 emails
- Recession: A Great Time to Sell - 3 emails
