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Jacques Werth

Jacques Werth has written 43 posts for High Probability Selling
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People Buy in Their Own Time for Their Own Reasons

By Jacques Werth ⋅ September 1, 2010 ⋅ Post a comment

People don’t buy because you convinced them. People don’t buy because you think they need what you are selling. People don’t buy because you create an urgency. People don’t buy because you need to make a sale. People don’t buy because they are interested.

Establishing a Relationship

By Jacques Werth ⋅ July 14, 2010 ⋅ 10 comments

For most salespeople, establishing a relationship with someone is the most difficult and confronting aspect of High Probability Selling. It requires the salesperson to forget about selling and just be a person. It’s also the single most important step in High Probability Selling.

What We Believe In – An Intro

By Jacques Werth ⋅ May 12, 2010 ⋅ 17 comments

This is an overview of the things we Believe In, the fundamental beliefs at the core of High Probability Selling, the things we stand for. Our best customers are the people who share our deepest beliefs.

If Prospects Buy on Emotion, Why Sell on Logic?

By Jacques Werth ⋅ April 22, 2010 ⋅ 4 comments

It’s been well known for at least 70 years that “Prospects buy on emotion and justify with logic.” So why is it that average salespeople rely only on logic to sell their products and services?

Finding the Market Demand

By Jacques Werth ⋅ March 29, 2010 ⋅ 20 comments

“Market demand” comes from people who want what you’re selling. This article describes an efficient process for finding and connecting with these people. by Jacques Werth and Carl Ingalls of High Probability Selling

Angry People

By Jacques Werth ⋅ March 9, 2010 ⋅ One comment

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

By Jacques Werth ⋅ February 12, 2010 ⋅ 5 comments

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?

By Jacques Werth ⋅ January 8, 2010 ⋅ 4 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 ⋅ 5 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.

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