Jacques Werth
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 [...]
Highly Successful Salespeople Do What Unsuccessful People Are Not Willing to Do
Do you really know what the most successful ones actually do? by Jacques Werth and Carl Ingalls Most salespeople say they will do “whatever it takes” to make a sale. They think this means they should work longer, harder, and be more persuasive. The vast majority of average performers believe in and practice some form [...]
Favorable Front of the Mind Awareness
An earlier version of this article was posted on Business Insurance Agents on 12 March 2009. Suppose you are watching a James Bond movie and Agent 007 says to another character, “Tomorrow I am going to pick up my dream car.” If you know much about Agent 007, you will immediately have a mental picture of a [...]
10 Tips for Prospecting Success
by Jacques Werth The ability to prospect efficiently, effectively and enjoyably will enable you to meet with prospects that need, want and can afford your products and services – now. Your confidence will soar and empower you to develop a consistently superior income stream. 1. Start with a highly targeted telephone prospecting list, consisting of [...]
Recession: A Good Time to Sell
We published this article early last year (2008) but it seemed worth revisiting given current events. What Good is a Recession? Whether a recession is generally spread across all industries, or localized to just your industry, it is a great time to be selling. A recession is defined as two consecutive quarters (3 month periods) [...]
He’s Got the Magic
I went into five automobile showrooms, all with the same make cars, in order to choose the one where I bought my last car. My experience at the first four dealerships, after their big toothed smile greetings, each salesperson assured me that I would get the best deal and the best service if I bought [...]
Persuasion is a Great Way to Sell If…
Another story from my observations of top producer selling methods… Bill Silvers was the top producer for the largest textile manufacturer in North America. He was the second of hundreds of top salespeople that I observed working with prospects and customers. During the first sales visit that I went on with him, he was showing [...]
The Reality of Selling
Fifty-one years ago I began to study selling — not just because I’m a curious, analytical type, but because I’ve always had a burning desire to succeed. When I was young I learned that big money can be made in sales and I wanted “my share.” Later, I realized that only a tiny percentage of [...]
Real Estate Sales Success: With Integrity, Without Stress
We were in a large meeting room in a nice hotel, in a suburb of Seattle. Twelve successful Realtors were attending a Real Estate Sales Mastery workshop. They were an unusually well-dressed group for a two-day offsite workshop. At our request, one of the participants had borrowed a sample front door and door frame from [...]
Dignity, Self-Respect and Real Estate Success
A Different Mindset for Successful Realtors We have trained hundreds of Realtors and Brokers. Most of them were already quite successful before they enrolled in our sales courses. And, all of them had previously been trained by one or more well known real estate sales trainers. So, why did they spend time and money to [...]
Recession: A Great Time to Sell
What Good is a Recession? Whether a recession is generally spread across all industries, or localized to just your industry, it is a great time to be selling. A recession is defined as two consecutive quarters (3 month periods) when economic activity, i.e. total sales, is lower than the two preceding quarters. In severe recessions [...]
A Special Free Teleconference: “HPS for Consultants, Advisors & Coaches”
Most consultants, advisors, and coaches don’t think of themselves as salespeople. Yet, when they get an incoming call from a new contact, or interact with a potential client, they are actually in a sales mode. Success often depends on how they handle themselves in this mode. However, upon receiving that call or inquiry about their [...]
Recent Comments
- Mike Les on Baseball vs. Selling
- Mike Les on People Buy in Their Own Time for Their Own Reasons
- Vince Vinacelli on Baseball vs. Selling
- Karim Watson on How Top Producers Eliminate Objections
- Carl Ingalls on People Buy in Their Own Time for Their Own Reasons
Most Emailed
- Trust and Respect – The Ultimate Competitive Advantage - 7 emails
- Eliminate the Fear of Cold Calling and Rejection - 6 emails
- 9 Tips for Prospecting Success - 5 emails
- How Top Producers Eliminate Objections - 4 emails
- Recession: A Great Time to Sell - 3 emails
