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Jacques Werth

Jacques Werth has written 36 posts for High Probability Selling
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Realtors: What Type of Prospect Do You Want?

By Jacques Werth ⋅ January 8, 2010 ⋅ 2 comments

Matching each of the three types of prospects with its most effective sales process produces the highest closing rates.  However, most Realtors utilize just one type of sales process and use it on every type of prospect they encounter.  The most successful Realtors are very selective about which type of prospect they meet, and use the most effective sales process for that type.

Closing on Conditions of Satisfaction

By Jacques Werth ⋅ December 29, 2009 ⋅ 3 comments

I was riding along with Jim Langworthy, one of the top sales producers in the industry that supplies production equipment to the electronics industry. He was not an engineer, but almost all of his prospects and customers were engineers. I was there to watch him sell.

Brief Update

By Jacques Werth ⋅ December 15, 2009 ⋅ Post a comment

We will soon be announcing a new workshop, designed for people who want to try out just a small piece of the High Probability Selling process, so that they can see how well it works for them.

What It Feels Like to Be a Sales Manager

By Jacques Werth ⋅ November 24, 2009 ⋅ Post a comment

On most days there are times when you feel terrified. One of those times is when you are scheduled to have a closed meeting with your boss. You even dread the possibility of accidentally meeting him in a hallway. Another is when you read things like “ERS Research says the average tenure of sales manages is now less than two years.” You also feel terrified when you realize that you are trying to do too much and very little is actually working. …

Don’t Tell Me How To Sell

By Jacques Werth ⋅ November 10, 2009 ⋅ 3 comments

I was doing research on how top salespeople sell and I read about Bill in a contractor’s equipment magazine.  He was the top salesman with the leading manufacturer of several lines of contractors’ equipment.  So, I called him up and arranged to go out on a few sales calls to observe his sales process.  This is Bill’s story.

High Probability Selling for Managers

By Jacques Werth ⋅ October 21, 2009 ⋅ Post a comment

An Engineering Manager used High Probability Selling to “sell” an idea and get cooperation from other managers in the same company.

Finding the Job You Want – Josh’s Story

By Jacques Werth ⋅ October 9, 2009 ⋅ 4 comments

Josh used High Probability Prospecting to find the job he wanted.  He decided to sell life insurance, because he wanted “a job selling my way, which is High Probability Selling.”

Why Be Afraid of High Probability Selling?

By Jacques Werth ⋅ September 24, 2009 ⋅ 3 comments

High Probability Selling is scary.  It’s a radical departure from what most salespeople are doing.  It’s hard to believe that it will actually work.  This article describes the basic fears that can prevent people from trying High Probability Selling.

Prospecting Persistence Pays

By Jacques Werth ⋅ September 10, 2009 ⋅ 24 comments

My first job after college was selling forklift trucks in an industrial section of New York City.  I was prospecting on foot because telephones were too expensive.
 
I walked into the main office of a company that made valves.  I told the receptionist I needed to speak with John.
 
An angry-faced man stuck his head out of [...]

Secret Sales Tips and Tricks

By Jacques Werth ⋅ August 26, 2009 ⋅ 3 comments

Why are those words so alluring?
 
The most successful salespeople seldom read articles with those words in the title.  Such articles are for salespeople who think that selling is just a bag of tips and tricks. 
 
There are no secret tips.  There are no magic tricks.  Effective selling is about finding a sales process that works, following [...]

Easy Closing Starts With Prospecting

By Jacques Werth ⋅ August 18, 2009 ⋅ One comment

Closing is hard when you try to find a way to qualify your prospects.
Closing is easy when your prospects will not allow you to disqualify them.
 
Closing is hard when you have to sell prospects on giving you an appointment.
Closing is easy when the prospect is ready to spend time and money to get a problem [...]

Finding the Sales Position You Want

By Jacques Werth ⋅ August 5, 2009 ⋅ One comment

The fastest way to find the sales position you want is to use methods that are different from what others are doing.  Sales managers want salespeople who are smart and confident enough to apply their prospecting and selling skills to find a sales position.
If you were trained in High Probability Prospecting, then here is an [...]

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