Jacques Werth
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 [...]
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 [...]
Easy Closing Starts With Prospecting
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 [...]
Finding the Sales Position You Want
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 [...]
The Trust and Respect Problem
by Jacques Werth and Carl Ingalls The two most important decision making factors for the vast majority of people who are making a significant buying decision are: 1. How much do I TRUST this salesperson? 2. How much do I RESPECT this salesperson? How do you get your prospects to trust and respect you? Showing [...]
Prospecting: Should you research a prospect before you call?
Many salespeople have been taught that they should know as much as possible about a prospect before they make a prospecting call. Depending on the type of prospects that you are calling, the research could take between five minutes and perhaps forty-five minutes. All that, for a call to someone who is far more likely [...]
High Probability Selling Workshop Starts Wed 29 July 2009
The next High Probability Selling Workshop starts on Wednesday 29 July 2009. This workshop covers the High Probability Selling process and a basic understanding of how it works. There will be one workshop session per week for six weeks, and exercises will be assigned between sessions. Sessions will be every Wednesday from 10:30 AM to noon [...]
Take Advantage of Information Overload
Information Overload results in the average American being exposed to over 12 million informational messages per year. The vast majority of those messages get filtered out before they ever reach a conscious mind. Five-Step Buying Decision Model, developed circa 1950 AIDCA = Attention, Interest, Desire, Conviction, and Action Those people that perceive they have a [...]
Human Behavior has Changed; Most Sales Methods Have Not
Human behavior has changed considerably in the past fifty years. One of the primary drivers has been Information Overload. In 1975 it was estimated that the average US citizen was exposed to an average of 200 informational messages a day. By 1984, after the advent of the personal computer, a joint study by a few [...]
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