Selling Beyond Fear

By Jacques Werth, President
High Probability® Selling

In the 17 years we've been training salespeople in High Probability Selling, we've known that what we teach scares people. (…)

Eliminate the Fear of Cold Calling and Rejection

By Jacques Werth, President
High Probability® Selling
I've never met a salesperson who has not experienced a fear of the phone at one time or another. (…)

Get Real with Yourself

 
By Jacques Werth, President
High Probability® Selling
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. (…)

9 Tips for Prospecting Success

by Jacques Werth
President, High Probability Selling
Prospecting effectively is often the key difference between success and failure in sales. (…)

Selling – Why is it So Hard to Learn?

By Jacques Werth
High Probability Selling
The primary reason it is so hard to learn to sell (well) is that almost all modern selling systems do not work very well. (…)

The “Real World” Numbers Game

By Jacques Werth, President
High Probability® Selling

"Sales is a numbers game" is something most salespeople are taught from Day One on the job. (…)

How Much Does It Cost?

By Jacques Werth
President, High Probability Selling
When the first thing out of a prospect’s mouth is “How Much Does it Cost?” how do you respond? (…)

Don't Waste Time

By Jacques Werth, President
High Probability® Selling
Most customers make up their minds about your product or service within the first 30 seconds of a prospecting call. (…)

Being "Right" vs. Being Rich

By Jacques Werth, President
High Probability® Selling
As a former turn-around manager and consultant, with a Masters in Financial Management, I went into eleven failing businesses and made ten of them highly successful. (…)

How Can You Tell If a Salesperson is Lying?

By Jacques Werth, President
High Probability® Selling
Q: How can you tell if a salesperson is lying?
A: His lips are moving. (just joking?)
Do most prospects believe what you say? (…)

Don’t Ask for the Order

By Jacques Werth, President
High Probability® Selling

This may seem confusing, since traditionally the whole idea of selling is to get an order from a customer. (…)

Attitude and Expectations Shape Your Communications

By Jacques Werth, President
High Probability® Selling
Your attitudes, beliefs and emotions guide your tonality and manner of speaking. (…)