Are You Stuck with Slow Sales Growth?

By Jacques Werth
High Probability Selling

If your sales productivity is not continuously improving, then you are probably stuck.  It is likely because you are using one or more of the following sales methods and tactics:

Cold Calling          
Solution Selling
Needs Selling
Selling Benefits      
Consultative Selling
Rapport Building
Identifying Needs   
Finding Pain                   
Presenting            
Persuading            
Convincing                     
Closing Techniques
Overcoming Objections

Why would any of those methods and tactics get you stuck?  Because they are all parts of the traditional selling system that was developed over 70 years ago.  It all worked pretty well until around the mid-1980s.  Since then these have all gradually become obsolete. 
The world has changed immensely in the last 20 years:  culturally, economically, technically, educationally, and so on.  It all started with the advent of the personal computer and then the Internet.  Every other business activity (such as marketing, finance, engineering, accounting, etc.) has changed dramatically to adjust to those changes.  Yet, selling has changed very little in the last 70 years.  
If you want to get unstuck, if you are ready for dramatic sales growth, find out about the new sales process that really works now. (…)

Questions: Open-Ended or Close-Ended?

By Jacques Werth, President
High Probability® Selling

Almost all salespeople know the "right answer" to that one.  Or do they? (…)

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. (…)

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. (…)

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. (…)