Jacques Werth

The Reality of Selling

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Jun 252008
 

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 the people who entered the sales profession ever make it big.

Disappointment

Getting my first college degree, majoring in Sales, I aced all my sales courses. In my first sales job, I quickly came to realize that what I learned in college about selling didn’t work for me. After taking many other sales courses, I learned most corporate and commercial sales trainers don’t teach effective selling, either.

So, I set out to find the best salespeople, in a wide range of industries, to see what they did that other salespeople didn’t do. Over the years, I’ve gone out on sales calls with hundreds of the best salespeople and learned that the top 1% of all salespeople don’t sell the way the other 99% sell. Nearly everything they do is different than how most experts believe selling is done.

Discovery – Honesty is the “Magic Bullet”

The most surprising thing I discovered is that most of the best salespeople are totally honest in their work. They’re honest with their prospects and customers, and they’re honest with themselves. Through intuition and experience, they’ve learned that deception, including self-deception, is the enemy of sales success.

Real Measurement – Real Results

You’ve often heard that “sales is a numbers game.” One of the big differences between the top producers and the other 99% is they know their numbers; their real numbers. Top salespeople keep records of their sales activities every day, and they analyze their statistics every day. They know exactly how and where to focus their efforts for the best results.

An Uncomfortable Reality

Most salespeople don’t know how to sell very well, but they often believe they do. One of their biggest barriers to success is that they don’t know their numbers, and they don’t want to know. That makes it easy to lie to themselves about what is working and what isn’t.

When asked, many salespeople report and really believe that their closing rates are at least twice as high as they actually are. If they really knew their numbers, they would have to face the truth about their skills and beliefs. Then, they would have to change what they’re doing and how they think.

Change can be very uncomfortable. Reality can also be uncomfortable. For many, it’s more comfortable to lie to themselves than to change what they do every day. That’s why most salespeople fail, and many of those who survive continue to struggle to make a good living.

False But Promising Prospects

Most salespeople spend most of their time on appointments with prospects that “have great potential,” but seldom buy from them. The average salesperson goes through all of the motions that look like selling, but fails to bring in much business. They often believe that more appointments are the solution, but are too busy to make that possible. Top producers know that just getting more appointments is not the answer.

Average salespeople seldom truly qualify their prospects. They rarely disqualify their prospects, either. If they did, they would need to find new prospects — but they don’t know how to prospect effectively, efficiently and enjoyably.

Real Relationships. Real Selling.

We’ve seen what top producers actually do when they’re selling. We know what works and what doesn’t.

“Building Rapport” does not work. It actually creates much of the resistance and rejection most salespeople have to live with, and suffer with, every day. Developing relationships of Mutual Trust and Mutual Respect works.

“Overcoming Objections” does not work. Preventing the resistance that makes objections necessary does work. Most top producers work in an objection-free zone. They practice total disclosure and are real with their clients about what they are offering. They respect the decisions that their prospects make.

We know how top salespeople get commitments dozens of times during each sales visit without any pressure on their prospects or themselves. They don’t use trial closes or other closing techniques. They don’t focus on the right words for getting people to move forward. In reality, it’s so much easier than that.

Read a Story About It

The essence of our book, “High Probability Selling,” is a story about how a salesperson learns how top producers actually sell. It’s about learning a selling process that makes it highly probable that you’ll close the majority of your prospects, by doing the opposite of what many salespeople believe about selling.

The first four chapters are available to read online here.

Posted by Jacques Werth at 8:21 pm

Real Estate Sales Success: With Integrity, Without Stress

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Jun 132008
 

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 a builder. It was in the front of the meeting room and it was braced to stand on its own. The outside of the door was to the right, and to the left of the inside of the door we had a kitchen table and some chairs. Those were the props that we needed to begin the first exercise.

One of the workshop participants was asked to role-play how she approaches a visit to a homeowner who wants to sell his house. The instructor played the part of the home owner.

The first Realtor walked up to the outside of the door and knocked. The instructor opened the door and said “Hello.”

The Realtor flashed a big smile, held out her hand and said, very cordially, “Mr. Smith, it is so good to meet you. I am Pam Jackson with XYZ Real Estate. How are you today?”

The instructor invited her in and offered her a chair in the “kitchen.”

“Your home is very lovely. I really like what you did with the kitchen,” said Pam with delight, while looking all around.

The instructor stopped the role-play at that point and thanked Pam. He asked her to switch roles. She would now play the homeowner and the next participant would play the Realtor. He was even more effusive than Pam. Each successive Realtor tried to out-do those what went before them in their attempts to impress the “prospect” with their enthusiasm, charm and likeability.

During those role-plays, the other Realtors watched intently and remained very quiet. Several preened their clothing and hair before it was their turn.

For the second part of the role-play the instructor played the part of the Realtor, with Pam playing the homeowner. The instructor knocked on the door, and the Pam opened it. “Yes?’ she said.

“I’m Joe Instructor with HPS Realty. Are you Pam Jackson?

“Yes, I am,” she said, reaching to shake his hand. “Come in. I suppose you want to look over the house.”

“Before we do that, we need to get to know each other and determine whether we have a mutually acceptable basis for doing business.”

Homeowner: “Okay, we can sit in the kitchen, here.”

Realtor: “When we spoke on the phone we agreed this meeting would take about ninety minutes of uninterrupted time. Have you arranged for that?”

Homeowner: “Yes, I turned off my phone and put the dog out in the back yard.”

Realtor: “We agreed that the purpose of our meeting is to determine whether we have a mutually acceptable basis for selling your home. Is that your intention?”

Homeowner: “Yes.”

Realtor: “And, we agreed that if we can meet your conditions of satisfaction for the sale of your home, we will make a decision about that today. Is that still your intention?”

Homeowner: “Yes, it is.”

The instructor thanked Pam and asked her to rejoin the rest of the group. Then, he asked the entire group “What did you notice about the way I just approached Pam, the prospect?”

They called out their answers:

“You were very straight-forward,” “You were dignified,” You were very relaxed,” “You were authentic,” “You were not acting,” “You were in control,” “You asked for and got commitments,” Pam then capped it off with, “I felt privileged to be your prospect, I felt respected, and I felt respect for you.”

Then, the instructor explained exactly what he did, why, and how he did it, and asked all of the participants to replay both roles – doing it that way.

At the end of that exercise, they were offered a choice; continue to sell by out-charming, out-smiling, out-dressing, out-dancing and out-impressing their competition, or learn how to sell on a basis of mutual trust, mutual respect and mutual commitments. They all chose the latter.

What if the choice was yours?

What do you want to do?

Posted by Jacques Werth at 8:16 pm

Dignity, Self-Respect and Real Estate Success

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Apr 182008
 

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 participate in our particular courses?

Word got around that they should read our book, “High Probability Selling” (HPS). It is not a textbook or a how-to book. It tells the story about a veteran salesperson (in the packaging industry) who learned how to find and make appointments with prospects who wanted to buy what he had to offer. It showed them how, by being direct and honest with prospects, he could close a much higher percentage of them.

So what; isn’t that what all sales trainers say? No, it isn’t. Most sales trainers say they can teach you tricks and techniques to get more appointments and close more sales. If you have the drive, motivation and guts to use the manipulative tactics they teach, it usually works. However, most Realtors don’t like to use those tricks and tactics. They don’t like how they feel about themselves when they sell that way. Unfortunately, those who will not sell that way often adopt a totally soft-sell approach and they don’t sell very much.

This book presents an entirely different sales process based on mutual trust, mutual respect, and authenticity. It’s about being totally forthcoming with people. It’s about being who you really are, instead of acting the part of a charming and charismatic professional. In that shift, those highly successful Realtors saw the possibility of regaining their dignity, self-respect and self-esteem. They wanted that more, a lot more, than they wanted to increase their income by some large percentage.

When they participated in the HPS course, they no longer felt the need to be overly courteous, overly friendly, or extremely accommodating. They gave up the ultra-cheery persona, the rapport-building techniques, and the insincere flattery. Instead, they learned to stop treating prospects like prey and to deal with them on the basis of mutual trust and respect. To do that requires a totally different mindset and an organized sales process designed to achieve that kind of a relationship. They also learned how to disqualify untrustworthy prospects before they become the worst kind of clients.

HPS is not a soft-sell process. It requires total disclosure by both parties. Clear, explicit mutual agreements and commitments with prospects who are ready, willing and able are required. Prospects who withhold commitments are temporarily disqualified, quickly and courteously. They will be provided with more opportunities to make commitments again, soon. That saves the substantial time and resources that are wasted on prospects who do not intend to buy.

How did the training work for those successful Realtors? It created a new, more enjoyable way for them to live their lives, and to sell even more in less time. Work became more like fun than work. Personal relationships improved. Their sales and income improved. Many of them hired staffs and their staffs also enrolled in HPS courses. They enrolled in follow-on programs to get a deeper understanding of the HPS mindset that they experienced in previous courses.

If you want to see how the HPS mindset can work for you, read the book, attend an HPS Mindset Teleconference, or both.

Posted by Jacques Werth at 5:33 pm

Recession: A Great Time to Sell

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Mar 252008
 

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 sales have been as much as 15 percent lower than the two preceding quarters. That means that (only) 85 percent of your market is still buying. However, most of your competitors will have substantially cut back on their sales efforts.

A Time to Sell More, Not Less

In the 1980s, at the start of the personal computer era, there were 151 computer manufacturers in the USA. Due to over-production, the industry went into a tailspin. Fifty-two of those computer manufacturers went bankrupt in the first year of that industry recession. At that time, I was the Executive VP of a company that provided manufacturing equipment and tools to the computer industry.

Most of our competitors, the suppliers to the computer industry, feared the recession. So, they cut back on their sales and marketing efforts. However, our company hired and trained more salespeople, and we increased our marketing efforts. And, that was a period of maximum growth for our company.

Think about it! During that recession, 99 of the original 151 computer manufacturers were still building and selling computers.

And, their average sales went up because their failed competitors could no longer supply computers to the market. There were 33 percent fewer computer suppliers in a market that was buying 15 percent fewer computers. Therefore, the computer companies that survived did an average of 18 percent more business. However, our company’s sales to the computer industry increased by almost 100 percent because most of our competitors made themselves weaker due to their fear of the recession.

A Time to Gain Market Share

Even companies that have a very large market share should continue their levels of sales and marketing during a recession. That has been proven in the auto industry where American manufacturers are managed for profitability per quarter and Japanese manufacturers are managed for long-term growth. While the American car companies have cut back on marketing and sales during recessions, Japanese car companies have continued at pre-recession levels. Thus, the Japanese gained market share during the recessions and they held onto their market share gains when the recessions ended.

Adjust Your Sales Process

Whether you are running a company or your own book of business, you should be able to considerably increase your success during a recession. However, it is not “business as usual.” Having a highly effective sales process is more important than ever.

You must be able to efficiently find and identify the high probability prospects. You must be able to work with them on the basis of mutual trust, mutual respect and mutual commitments.

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Posted by Jacques Werth at 7:49 pm

A Special Free Teleconference: “HPS for Consultants, Advisors & Coaches”

 Announcements, Blog  1 Response »
Mar 112008
 

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 services, many fall into their “consulting or advising” mode much too soon. They give away their time, resources, and expertise, usually with little or no return. Worse yet, they find themselves making commitments they may regret. We can help prevent this from happening.

In this 90-minute conversational teleconference call, Jacques Werth, President of High Probability, Inc, will discuss how High Probability can be adapted for consultants, advisors and coaches. He will also explain how the High Probability mindset can significantly improve your business.

He will discuss the following:

  • Discovering exactly what clients want and don’t want, before suggesting solutions or creating proposals.
  • How properly qualifying new clients builds your credibility
  • High Probability tools and processes that can be used to identify your best clients and projects quickly and efficiently…and avoid the client or project “from hell”
  • Developing new business without feeling like you’re selling.
  • How to identify the best prospects to offer your services to and why many consultants overlook them.
  • The difference between marketing and selling and why it’s a very important distinction.
  • What really happens when you get people to say “tell me more” (it often attracts the wrong kind of clients).

Space is limited, so reserve early.

Date: Friday, March 14, 2008
Time: 11:30 AM Eastern Time
Tuition: No charge for this Teleconference

Click here to enroll.

Call for more information: 800-394-7762

Posted by Jacques Werth at 9:17 pm

Script Your Way to Being a Good Listener

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Jan 252008
 

By Paul Bunn

“I’m just preparing my impromptu remarks.” – Winston Churchill

One of the keys to effective listening, especially over the telephone, is to use a script.

Before you recite a myriad of reasons that disagree with that idea, momentarily suspend your disbelief and read on.

When prospecting, or selling, you either follow a well thought out process or you’re “winging it”. The chances are that if you’re winging it, you’re not thought of by your prospects as a good listener.

We train salespeople to design “offers” that quickly and accurately describe their product or service. Then we drill them on how to reply to eleven typical responses that they are likely to hear from prospects.

We also recommend that they create a “prospecting board” or visual display of these responses and standardized phrases to handle them. The most successful prospectors use them every time they prospect. Therefore they don’t have to memorize the replies, even if there are only 11 replies needed.

These successful prospectors also read their offer (script) every time they make a prospecting call. Do they sound like they are reading from a script? Yes, sometimes, in the beginning. Does it adversely affect their results? No, it actually has a positive effect.

In numerous surveys on the decision criteria people use in making important purchases, trust and respect are numbers one and two, respectively. Effective selling, whether you’re using High Probability or not, is about those two factors. Listening to prospects is one way to achieve mutual respect.

Even people who are great at multi-tasking find it very difficult to concentrate on two different speakers at the same time. If you are trying to listen to your prospects and at the same time, thinking about what you are going to say next, you’ll find that you don’t hear them or connect with them deeply enough.

Using a script is a reliable and measurable way to discover what works and what doesn’t work in your communication. It also is a way to be well prepared for making calls, and increase your listening and building a relationship of respect with your prospects. Scripts also keep you in control of the sales process.

If you are a salesperson who uses High Probability, perhaps this article is a reminder about one of the fundamentals of written offers and responses. For those of you who want a refresher or coaching on your prospecting system, stay tuned for the announcement of the High Probability Mastery Coaching Program. Or call us to find out more.

If you are a salesperson who is not using our system, to discover how using a script and a few short responses can help you sell more with less stress, and build relationships of respect with your prospects. Or, if you want to discover what HPS sounds like, give us a call at (610) 566-1535, or toll-free at (800) 394-7762.

Posted by Jacques Werth at 6:36 pm

Two-Minute Sales Tip

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Dec 312007
 

“I Know Your Time is Valuable.”

Is that what you tell prospects that you call?

Don’t.

And don’t tell them:

  * “This call will only take a minute,“

  * “My visit will be very short,” or

  * “I won’t waste your time.”

Your time is much more valuable than any prospect’s time because it is your life.  To imply that your time is less valuable than the prospect’s accomplishes two things; the prospect perceives that you are insincere, a fool, or both.

Trust and Respect are the two most important buying decision factors for most people.  When you imply that the prospect’s time is more important than yours’, you have put yourself below them. That instantly lowers their respect for you. When they perceive you to be insincere, that automatically diminishes trust.

What to do instead.  Convince yourself that no one’s time is more important than your own.  When you cherish and respect your own time, you do not waste it on prospects that are not likely to buy.  Prospects will intuitively perceive that you are not a time-waster.  That makes them feel good about taking your prospecting calls.  They will also feel good about doing business with you when they want your type of products or services.

To learn more, visit our website:

_____________________________________________________

High Probability Selling Inc.
(C) 2007.  All Rights Reserved.

Posted by Jacques Werth at 4:28 pm

A Special Free HPS Teleconference: B2B Selling

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Dec 302007
 

A Special Free Teleconference
B2B Selling – Will HPS Work for Me?

High Probability Selling works very well for many people who sell to businesses, in a very large number of markets.  However, it does not work in all markets.

We often receive inquiries about whether the High Probability process can be adapted or customized to work in a specific business.  We also receive inquiries from individuals who want to know whether HPS will work for them. 

In this 90-minute interactive teleconference call, Jacques Werth, creator of High Probability Selling, will discuss how HPS can be used effectively in most B2B markets. He will also explain how using the HPS process can increase your sales and enjoyment of selling, now.

  • How to leverage your sales resources for increased profitability
  • How to differentiate yourself from your competitors… by changing a few words
  • How commonly used sales techniques actually jeopardize client relationships
  • Finding and working with the appropriate decision makers
  • Working with gatekeepers – instead of around them
  • The pitfalls of value-added and consultative selling

Space is limited – reserve early.

Date:     Thursday, February 21, 2008
Time:     1:30 PM Eastern Time
Tuition:   No charge for this Teleconference

Click here to enroll.

Call for more information: 800-394-7762

Posted by Jacques Werth at 2:42 pm

Trust and Respect – The Ultimate Competitive Advantage

 Articles, Blog  11 Responses »
Dec 142007
 

by Jacques Werth

Does your selling style address the most fundamental needs of your prospects? What are the most important factors to someone making an important buying decision?

Universities and market research firms have conducted numerous studies to determine the most important buying decision factors for people who make significant purchases. We gathered as many of those studies as we could find, and did simple correlation analyses to average out the results. Here are the results, in order of importance.

Weighted Values* of Buying Decision Factors(c)

1. Level of Trust in the Salesperson: 87
2. Level of Respect for the Salesperson: 82
3. Reputation of the Company or Product: 76
4. Features of the Product or Service: 71
5. Quality and Service: 58
6. Price (non-commodity): 16
12. Like the Salesperson (rapport): 3
      *(Weight = percentage of people listing each factor in their top 5)

The average salesperson knows how to effectively present 4 of the 7 factors cited above: Reputation (#3), Features (#4), Quality and Service (#5), and Rapport (#12). Most salespeople try to handle the two most important buying decision factors, Trust (#1) and Respect (#2), by establishing Rapport (#12).

Building “Rapport” is an inherently manipulative tactic. Ironically, typical salespeople attempt to establish Trust and Respect, non-manipulative factors, by manipulating people. Building rapport doesn’t establish trust and respect, it diminishes trust and respect. That’s why only 3% of all buyers surveyed rate ‘Like the Salesperson’ as an important buying decision factor.

If Trust and Respect are so important, why don’t most salespeople learn how to establish relationships of trust and respect with their prospects and customers? We’ve come to the conclusion that there are three reasons:

  1. Most salespeople don’t know that it can be done.
  2. If they learn a process that develops that kind of relationship, they feel uncomfortable using it because it’s very unconventional.
  3. Trust and Respect are very personal emotions, and sharing emotions is commonly regarded as only suitable for intimate relationships. Most salespeople have a fear of intimacy. Yet, we’ve found that less than 1/2 of 1 percent of prospects and customers have a fear of intimacy.

Let’s suppose you’re faced with a very important buying decision. Let’s say you have decided to relocate thirty miles away from where you live now, so that you and your spouse will both have shorter commutes to work. So, you need to sell your current home and buy a new one. To whom would you entrust the sale of your most valued possession? Are you going to entrust the sale of your house to a charming and friendly Realtor who tells you that they have the best marketing system, the best skills, the best negotiating ability, and affiliation with the biggest real estate firm? Or, will you hire the Realtor whom you trust and respect the most to sell your most valued possession?

Regardless of whether you sell to consumers or B-2-B, all sales are made to people. When the sales are significant, most people want to buy from someone they trust and respect. Why? Fear of loss is the most important buying motivation. You could lose tens of thousands in the hands of an untrustworthy Realtor. At work, choosing an unreliable vendor could cost you a raise, a promotion, or your job.

If you learn a process that establishes relationships of mutual trust and respect with prospects during your first conversation with them, you will have the ultimate competitive advantage. If not, hope to be the most persuasive salesperson your prospects meet- and hope that someone who practices High Probability Selling isn’t your competitor!

 If you want to learn how to make trust and respect your competitive advantage, click here.

Until Next Time…Sell Well

Jacques Werth, President
High Probability Selling

Copyright 2007.

 

Tags: How+to+sell, The+secret+to+selling, Selling+and+Persuasion

Posted by Jacques Werth at 10:57 pm

A Tire-Buying Experience

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Dec 112007
 

by Jacques Werth

It rained here last Friday and, while driving home from the office, my car was losing traction on the wet roads. That reminded me I had been putting off getting replacement tires for my car. So, on Saturday I went to the consumerReports.org website and looked up their tire ratings.

Consumer Reports rated tires made by Falken and Nitto highest. Nitto is the one that seemed to suit my driving style best. I never heard of either brand, but since most tires are made offshore now, that did not bother me.

I looked up both websites to find dealers. Falken is sold by Sears; Nitto is sold by a relatively small number of dealers.  I called a Nitto dealer and he said, "Nitto doesn’t make tires in the size your car needs. They make tires for racing and high performance sports cars. A few of them fit some other cars, but not many. What you really want is Michelin and we have them in stock. They are less expensive and we install them immediately. When do you want to come over?"

I said, "I haven’t decided yet."

He said, "What are you concerned about?"

"My car came with Michelins and I want something better now."

"What don’t you like about the Michelins?"

Not wanting to get trapped by a rhetorical question, I replied, "I just want something better."

"You don’t have any better choice than Michelins, but we can get you any tire you want." I ended that conversation quickly.

Then, I called a large local dealer and spoke to Maureen. I asked her, "Do you have a tire in my size that is close in performance to the Nitto tire?"  

Maureen replied, "Consumer Reports, right?

I said, "Yup."
 
Maureen said, "The only one that we sell, which is in the same ball park, is the Michelin. However, you can get Falken tires at Sears for about the same price as Michelin, and it is rated higher than Michelin. We can provide you with General Tires that are very good, but not as highly rated as the Falken." That will save you about $200 for a set of four. She then
gave me a short explanation.

I said, "Thanks for the suggestion, but the price difference is not important for this car."

Maureen said, "In that case, good luck with your Falkens. Please try us again when you want tires, shocks or brakes for another vehicle." The conversation with Maureen took no more than four minutes.

My wife’s 740-IL will probably need tires in about six months. She does not put much mileage on her car and she does not drive very fast. You can bet that we will buy her tires from Maureen.

To learn more about why Maureen’s response earned my future business, read Chapter 3 of our book online.

Until Next Time…Sell Well

Jacques Werth, President
High Probability Selling

Copyright 2007.

 

Tags: How+to+sell, The+secret+to+selling, Selling+and+Persuasion

Posted by Jacques Werth at 5:16 pm

High Probability Selling Mastery Programs for Graduates

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Dec 102007
 

This coaching program is designed specifically for HPS graduates and is based on what they have told us they want.

  1. A deeper understanding of the fundamentals of HPS and how to apply them to their own situations.
  2. The opportunity to discuss and role-play the processes with other people who have taken HPS.
  3. One-to-one coaching, without an hourly fee.
  4. Support in keeping the HPS mindset in a non-HPS world.

In response, we are now offering the High Probability Selling Mastery Coaching Program for HPS graduates. This program includes:

  1. Coaching: One-to-one telephone coaching with an HPS instructor/coach to discuss any issue. Individual coaching sessions will be by appointment, subject to availability. There are no limits to the number of coaching sessions.
  2. Teleclass Sessions: 90-minute sessions, twice per month. These teleclasses will cover the following HPS processes, how they work and why they work.
    • Trust and Respect Inquiry
    • Presentation and Closing utilizing Discovery/Disqualification and Conditions of Satisfaction
    • Prospecting
  3. Access to recordings of HPS teleseminars and teleclass sessions, while enrolled in the program.

Fee Structure: $324 per calendar month, automatic renewals via credit card.

You may opt out of the program, or rejoin at any time.

For more information, call us at 800-394-7762 or visit our website.

Posted by Jacques Werth at 9:14 pm

Why Sales Training Doesn’t Work

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Dec 062007
 

by Jacques Werth

Why is it that most people who attend sales training courses and seminars show very little sustained improvement? Why doesn’t modern sales training consistently produce successful salespeople?

Why is it that most sales training courses and seminars contain large doses of motivational psychology?  Why is it that the sales profession is the largest user of motivational training?  Is it coincidental that the next largest user is the armed forces?  What is it that the armed forces and salespeople have in common that requires them to be the largest users of motivational training?

How many carpenters, mechanics, CPAs, claims adjusters or veterinarians need to attend motivational seminars in order to do their jobs?

How many professions come with a built-in fear of rejection and a reluctance to do the job? Why do approximately eighty percent of the people who enter the selling profession leave within the first few years? Why do so many who remain feel trapped or burned out in their jobs?

Why do most people try to avoid salespeople?

Is this all endemic to selling or is there something fundamentally wrong with the way we sell that causes these problems? Could it be that "Selling as the Art of Persuasion" is a concept whose time has come and gone? Could it be that it’s no longer profitable to persuade and convince prospects to buy what they don’t already want?

We maintain that persuading and convincing is no longer a viable selling strategy. Even worse, the attempt to do so causes too much tension, stress, and frustration.  Therefore, we re-invented the selling process.

Everything’s changed. All the rules are different.  Fear of rejection is no longer an issue. Resistance disappears. Relationships of mutual trust and respect develop naturally.

Self-esteem is a natural result of the process. Salespeople have standards. "Who they are as people" and "who they are when they’re selling" no longer have to be different.

High Probability Selling trains salespeople how to discover whether there is a mutually acceptable basis for doing business – without using manipulative techniques.  High Probability Selling is not an improvement on, or a variation of, any sales technique you know. It’s a new paradigm that requires salespeople to sell with integrity in order to achieve outstanding results.

High Probability Selling takes salespeople off their knees and puts them back on their feet, with dignity, where they belong.

This is the first part of Chapter One of the book High Probability Selling.  Read the first four chapters online.

Until Next Time…Sell Well

Jacques Werth, President
High Probability Selling

Copyright 2007.

 

Tags: How+to+sell, The+secret+to+selling, Selling+and+Persuasion

Posted by Jacques Werth at 5:21 pm
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