A Special Free HPS Teleconference: B2B Selling

A Special Free TeleconferenceB2B 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. (…)

Close Effortlessly without Pressure or Anxiety

By Jacques Werth, PresidentHigh Probability Closing is not an event. It's an integral part of the entire sales process.  We define "closing" as Mutual Commitment. (…)

Trust and Respect - The Ultimate Competitive Advantage

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? (…)

A Tire-Buying Experience

by Jacques Werth

It rained here last Friday and, while driving home from the office, my car was losing traction on the wet roads. (…)

High Probability Selling Mastery Programs for Graduates

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

Why Sales Training Doesn't Work

by Jacques Werth

Why is it that most people who attend sales training courses and seminars show very little sustained improvement? (…)

Change Your Commitments and Change Your Life

by Jacques Werth

Last week I got a call from "Mark" who has been a financial services professional for 12 years.  He said he works far too hard for the $80,000 he earns.  My response was, "What are you committed to? (…)

Popular Doesn't Necessarily Equal Best - or Even Good

by Paul Bunn
If everyone is thinking alike, somebody isn't thinking.     - George S. (…)

How Successful People Make Decisions

by Carl Ingalls and Paul Bunn
A colleague here in our office recently shared the following strategy for succeeding in business:
“If you want to be successful in business, do business with successful people.”
How we communicate with them is a significant element of that strategy. (…)

So You Think You Lost the Sale?

Losing a sale is something that we've all experienced.  Sometimes it feels like the prospect's mind seemed to change for no apparent reason, sometimes you had a sense that there was something negative in the mind of your prospect, but you just couldn't figure it out. (…)

Six Reasons Top Salespeople Disqualify a “Hot Prospect”

Most top producers increase their sales by disqualifying low probability prospects.  These are prospects that initially looked "hot", however, by asking the right questions, it becomes obvious that the prospect is not ready to buy, now.   Top producers know that there is a far better likelihood of winning the sale if they leave early and then come back when the prospect is ready to buy.  It is a matter of the best utilization of your time, money and efforts.  Here are some examples:
1.  The prospect told you that he/she is the sole decision maker. (…)

Consultative Selling is Obsolete

Jacques Werth
High Probability Selling
Consultative Selling and all of its relatives such as SPIN Selling, Solution Selling, Strategic Selling, Customer Focused Selling, Buying Facilitation, etc. (…)