Selling Skills
Too Much Selling; Not Enough Sales
Several years ago, one of the largest insurance agencies in New York asked us to teach their agents how to sell better. (…)
The Reality of 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. (…)
Why Most Sales Tips Don't Work
By Paul Bunn and Carl Ingalls
The Quest for the "One"
Many salespeople who contact us are looking for that one all-powerful sales tip or technique that will make them more successful. (…)
Dignity, Self-Respect and Real Estate Success
A Different Mindset for Successful Realtors
We have trained hundreds of Realtors and Brokers. Most of them were already quite successful before they enrolled in our sales courses. (…)
Recession: A Great Time to Sell
What Good is a Recession?
Whether a recession is generally spread across all industries, or localized to just your industry, it is a great time to be selling. (…)
A Special Free Teleconference: "HPS for Consultants, Advisors & Coaches"
Most consultants, advisors, and coaches don't think of themselves as salespeople. (…)
One-Minute Sales Tip: Say Goodbye to Resistance
What causes sales resistance?
It's not automatically produced by the customer; it's created by the intention of the salesperson. (…)
Script Your Way to Being a Good Listener
By Paul Bunn
"I'm just preparing my impromptu remarks." - Winston Churchill
One of the keys to effective listening, especially over the telephone, is to use a script. (…)
When Common Phrases Sabotage Sales
by Jacques Werth and Paul Bunn
We live in a cynical world. Salespeople have helped create that world, by using words and phrases in ways that trigger suspicion, create mistrust and sabotage sales. (…)
A Process for Sales Success
Most salespeople, sales managers and sales trainers know that sales training seldom has a lasting beneficial effect. The American Society for Training and Development (ASTD), and other research organizations state that less than 25% of the people who take sales training courses obtain a sustained increase in their sales performance. Why not? (…)
Two-Minute Sales Tip
"I Know Your Time is Valuable."
Is that what you tell prospects that you call?
Don't. (…)
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. (…)
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