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	<title>High Probability Selling &#187; Blog</title>
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	<link>http://highprobabilityselling.com</link>
	<description>direct - open - transparent</description>
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		<title>Talking Differently Opens a New Market</title>
		<link>http://highprobabilityselling.com/2012/01/12/talking-differently-opens-new-market/</link>
		<comments>http://highprobabilityselling.com/2012/01/12/talking-differently-opens-new-market/#comments</comments>
		<pubDate>Thu, 12 Jan 2012 22:37:33 +0000</pubDate>
		<dc:creator>Jacques Werth</dc:creator>
				<category><![CDATA[Articles]]></category>
		<category><![CDATA[Blog]]></category>

		<guid isPermaLink="false">http://highprobabilityselling.com/?p=990</guid>
		<description><![CDATA[A recent graduate of our High Probability Selling and High Probability Prospecting Workshops wrote:  "I've opened up a whole new market simply by talking differently to my current market."]]></description>
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		<slash:comments>1</slash:comments>
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		<title>Find Us On Facebook!</title>
		<link>http://highprobabilityselling.com/2012/01/11/find-us-on-facebook/</link>
		<comments>http://highprobabilityselling.com/2012/01/11/find-us-on-facebook/#comments</comments>
		<pubDate>Wed, 11 Jan 2012 11:47:56 +0000</pubDate>
		<dc:creator>Becky Flansburg</dc:creator>
				<category><![CDATA[Announcements]]></category>
		<category><![CDATA[Blog]]></category>

		<guid isPermaLink="false">http://highprobabilityselling.com/?p=982</guid>
		<description><![CDATA[High Probability Selling is now on Facebook.  We hope you "Like" us there.  ]]></description>
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		<slash:comments>0</slash:comments>
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		<title>What I Learned About Sales from Robin Williams</title>
		<link>http://highprobabilityselling.com/2012/01/04/what-i-learned-about-sales-from-robin-williams/</link>
		<comments>http://highprobabilityselling.com/2012/01/04/what-i-learned-about-sales-from-robin-williams/#comments</comments>
		<pubDate>Wed, 04 Jan 2012 23:15:06 +0000</pubDate>
		<dc:creator>Jacques Werth</dc:creator>
				<category><![CDATA[Articles]]></category>
		<category><![CDATA[Blog]]></category>

		<guid isPermaLink="false">http://highprobabilityselling.com/?p=977</guid>
		<description><![CDATA[On an evening in 1980, I was standing at the bar talking with Jo Anne Astrow, one of the owners of the Improv Comedy Club in West Hollywood.  As usual, the club was packed with a large spirited crowd, including several well-known entertainers.  Robin Williams came up and said “Hey, Jo” and gave her a hug.  Jo Anne said, “Meet my cousin Jacques.”]]></description>
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		<slash:comments>1</slash:comments>
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		<title>What’s Right with Warm-Calling?</title>
		<link>http://highprobabilityselling.com/2011/12/28/what%e2%80%99s-right-with-warm-calling/</link>
		<comments>http://highprobabilityselling.com/2011/12/28/what%e2%80%99s-right-with-warm-calling/#comments</comments>
		<pubDate>Wed, 28 Dec 2011 19:14:21 +0000</pubDate>
		<dc:creator>Jacques Werth</dc:creator>
				<category><![CDATA[Articles]]></category>

		<guid isPermaLink="false">http://highprobabilityselling.com/?p=972</guid>
		<description><![CDATA[Earlier this year, I answered the phone and a man said “I hate cold-calling.” I said, “I’ve heard that from hundreds of salespeople. What about warm-calling?” “Warm-calling, what’s that?” he asked. I asked, “What’s your name and what do you sell?” Ten minutes later, I knew Robert was calling lab managers, at myriad different types <a href='http://highprobabilityselling.com/2011/12/28/what%e2%80%99s-right-with-warm-calling/'>[...]</a>]]></description>
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		<slash:comments>11</slash:comments>
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		<title>A Key Ingredient for Becoming a Successful Salesperson</title>
		<link>http://highprobabilityselling.com/2011/12/12/a-key-ingredient-for-becoming-a-successful-salesperson/</link>
		<comments>http://highprobabilityselling.com/2011/12/12/a-key-ingredient-for-becoming-a-successful-salesperson/#comments</comments>
		<pubDate>Mon, 12 Dec 2011 16:41:10 +0000</pubDate>
		<dc:creator>Jacques Werth and Becky Flansburg</dc:creator>
				<category><![CDATA[Articles]]></category>
		<category><![CDATA[Blog]]></category>

		<guid isPermaLink="false">http://highprobabilityselling.com/?p=955</guid>
		<description><![CDATA[What are the characteristics of a successful salesperson? Is it the standard old-school-list of persistence, goal-orientated, good listeners, and many more? These are all important skills, and none should be taken lightly. But there's one key ingredient in the formula of a successful salesperson that often gets overlooked, yet it is no less important than the above list.]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Driving Your Customers</title>
		<link>http://highprobabilityselling.com/2011/12/01/driving-your-customers/</link>
		<comments>http://highprobabilityselling.com/2011/12/01/driving-your-customers/#comments</comments>
		<pubDate>Thu, 01 Dec 2011 22:48:42 +0000</pubDate>
		<dc:creator>Carl Ingalls</dc:creator>
				<category><![CDATA[Articles]]></category>
		<category><![CDATA[Blog]]></category>
		<category><![CDATA[Language]]></category>
		<category><![CDATA[Respect]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[trust]]></category>

		<guid isPermaLink="false">http://highprobabilityselling.com/?p=946</guid>
		<description><![CDATA[Watch your language.  Driving is what we do to sheep.  Is that how you feel about your customers?  If so, it probably shows.  If not, then be careful about the language you use, and the messages it sends.]]></description>
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		<slash:comments>1</slash:comments>
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		<item>
		<title>How to Increase Sales With Your CRM System</title>
		<link>http://highprobabilityselling.com/2011/11/07/how-to-increase-sales-with-your-crm-system/</link>
		<comments>http://highprobabilityselling.com/2011/11/07/how-to-increase-sales-with-your-crm-system/#comments</comments>
		<pubDate>Mon, 07 Nov 2011 20:47:58 +0000</pubDate>
		<dc:creator>Jacques Werth</dc:creator>
				<category><![CDATA[Articles]]></category>
		<category><![CDATA[Blog]]></category>
		<category><![CDATA[best sales practices]]></category>
		<category><![CDATA[CRM]]></category>
		<category><![CDATA[Customer Relationship Management]]></category>
		<category><![CDATA[Sales Force Automation]]></category>
		<category><![CDATA[SFA]]></category>

		<guid isPermaLink="false">http://highprobabilityselling.com/?p=940</guid>
		<description><![CDATA[Top sales producers (the top 2%) are typically ambitious, highly intelligent and pragmatic.  Most will use any available technology that enables them to sell more and better.  Top producers seldom use CRM (Customer Relationship Management) systems because their own sales processes are different from the sales process that is installed in the SFA (Sales Force Automation) part of the system.  ]]></description>
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		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Impact of High Probability Selling On My Life</title>
		<link>http://highprobabilityselling.com/2011/08/22/impact-of-high-probability-selling-on-my-life/</link>
		<comments>http://highprobabilityselling.com/2011/08/22/impact-of-high-probability-selling-on-my-life/#comments</comments>
		<pubDate>Mon, 22 Aug 2011 19:13:09 +0000</pubDate>
		<dc:creator>Jacques Werth</dc:creator>
				<category><![CDATA[Articles]]></category>
		<category><![CDATA[Blog]]></category>
		<category><![CDATA[Life philosophy]]></category>

		<guid isPermaLink="false">http://highprobabilityselling.com/?p=934</guid>
		<description><![CDATA[Hi Jacques.  A lot has happened in my life since I took your High Probability Prospecting class.  I want to say that you've made a huge impact on my life and way of thinking.  And I thank you for that. ]]></description>
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		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Go-Getters and Go-Finders</title>
		<link>http://highprobabilityselling.com/2011/08/18/go-getters-and-go-finders/</link>
		<comments>http://highprobabilityselling.com/2011/08/18/go-getters-and-go-finders/#comments</comments>
		<pubDate>Thu, 18 Aug 2011 19:13:23 +0000</pubDate>
		<dc:creator>Jacques Werth and Carl Ingalls</dc:creator>
				<category><![CDATA[Articles]]></category>
		<category><![CDATA[Blog]]></category>

		<guid isPermaLink="false">http://highprobabilityselling.com/?p=927</guid>
		<description><![CDATA[Most salespeople are Go-Getters.  That is their basic attitude.  They try to get an appointment with every prospect that might need what they sell.  They try to get around gatekeepers.  They try to get the prospect interested in their pitch by stressing benefits.]]></description>
		<wfw:commentRss>http://highprobabilityselling.com/2011/08/18/go-getters-and-go-finders/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Next Powerful Listening Workshop</title>
		<link>http://highprobabilityselling.com/2011/08/11/next-powerful-listening-workshop/</link>
		<comments>http://highprobabilityselling.com/2011/08/11/next-powerful-listening-workshop/#comments</comments>
		<pubDate>Thu, 11 Aug 2011 19:21:18 +0000</pubDate>
		<dc:creator>HPS Admin</dc:creator>
				<category><![CDATA[Announcements]]></category>
		<category><![CDATA[Blog]]></category>

		<guid isPermaLink="false">http://highprobabilityselling.com/?p=919</guid>
		<description><![CDATA[The next Powerful Listening Workshop starts Wed 24 Aug and continues the following Wed 31 Aug 2011, starting at noon Eastern Time.  The price is $165 per person.]]></description>
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		<slash:comments>0</slash:comments>
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