Jacques Werth
Angry People
One day I heard a very loud bang and angry shouting coming from the front office. I went out to see. There was a large man holding a baseball bat high over his head in one hand. He looked and sounded enraged, irrational, and dangerous. Several of the office staff were cowering along one wall. I said, “You seem very upset.”
Honesty Works Best
There are plenty of moral reasons to be honest, but there are also very pragmatic ones. Even in selling, honesty just works better.
Realtors: What Type of Prospect Do You Want?
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
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
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
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
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
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
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?
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
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
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 [...]
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