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. (…)

Real Estate Sales Success: With Integrity, Without Stress

We were in a large meeting room in a nice hotel, in a suburb of Seattle. Twelve successful Realtors were attending a Real Estate Sales Mastery workshop. (…)

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. (…)

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? (…)

How Top Salespeople Maintain Their Dignity and Self-Respect

Jacques Werth
High Probability Selling
Prospects and customers, no matter their titles or status, are people like you and me.  We all have a very strong preference for dealing with people that we respect. 
The degree in which a prospect feels respect for the salesperson is extremely important.  It is almost as important as their trust in the salesperson.  We don’t really know whether it is a deliberate behavior of top salespeople to maintain their dignity and self-respect, or whether it is a character trait.  Either way, it is very important to adopt that attitude and learn that attitude and behavior if you want to become a top producer. (…)

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. (…)

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 to Persuade Prospects to Buy - Elsewhere!

By Jacques Werth, President High Probability® Selling
Selling is often dubbed "The Art of Persuasion". (…)