Blog
Brief Update
We will soon be announcing a new workshop, designed for people who want to try out just a small piece of the High Probability Selling process, so that they can see how well it works for them.
Does High Probability Selling Need an Explanation?
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
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
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
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
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.
Difficulty of Selling a New Idea
About the difficulty of selling something that requires prospects to give up long-held or cherished beliefs.
Job Finding Workshop Starts Fri 6 Nov 2009
The High Probability Job Finding Workshop starts on Friday 6 November 2009 and ends on Friday 20 November 2009. This workshop will teach you how to use the High Probability Prospecting process to find the job you want and get appointments with the right decision makers. Telephone sessions will be three consecutive Fridays from
High Probability Selling for Managers
An Engineering Manager used High Probability Selling to “sell” an idea and get cooperation from other managers in the same company.
Selling Workshop Starts Mon 19 Oct 2009
The next High Probability Selling Workshop starts on Monday 19 October and ends on Monday 23 November 2009. This workshop covers the High Probability Selling process and a basic understanding of how it works. Telephone sessions will be every Monday from 10:30 AM to noon. Tuition is $775.
Finding the Job You Want – Josh’s Story
Josh used High Probability Prospecting to find the job he wanted. He decided to sell life insurance, because he wanted “a job selling my way, which is High Probability Selling.”
Prospecting Workshop Starts Wed 7 Oct 2009
The next Prospecting Workshop starts on Wed 7 Oct 2009 and ends on Wed 11 Nov 2009. This workshop covers the High Probability Prospecting process, an alternative to traditional cold-calling. Telephone sessions will be every Wednesday from 10:30 AM to noon. Tuition is $775.
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