High Probability Selling

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This category contains 83 posts

Angry People

By Jacques Werth ⋅ March 9, 2010 ⋅ Post a 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 ⋅ 3 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.

What Should High Probability Marketing Look Like?

By Carl Ingalls ⋅ December 21, 2009 ⋅ 4 comments

What kind of marketing would fit with High Probability Selling? A lot of marketing methods are designed to persuade people to buy a product or service, and they often present a very unbalanced picture of the strengths and weaknesses of what they are pushing. This is contrary to the way we train people to sell.

Does High Probability Selling Need an Explanation?

By Carl Ingalls ⋅ December 4, 2009 ⋅ 17 comments

Do you need to hear a plausible explanation for why something works before you are willing to try it out for yourself? Or is it enough just to know that it has worked for others? Do you think that High Probability Selling needs an explanation?

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. …

An Introduction to High Probability Selling

By HPS Admin ⋅ November 20, 2009 ⋅ Post a comment

This Introduction is taken from the book “High Probability Selling” by Jacques Werth and Nicholas E. Ruben. It ends with “High Probability Selling takes salespeople off their knees and puts them back on their feet, with dignity, where they belong.”

I Don’t Do Business With People Who Talk to Me Like That

By Carl Ingalls ⋅ November 12, 2009 ⋅ 5 comments

I’m sure you’ve had a salesperson try to push you into a sale by asking something like, “You do want to make money, don’t you?” How does that make you feel?

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.