Totally Truthful Salespeople
I have been in sales, sales management, and sales training since 1955. From the beginning, I observed how top sales producers actually sell, intent on becoming one of them. In 1961, I started to...
View ArticleWe Are All Salespeople At Birth
As new born infants, our survival depends on how well we can manipulate adults, usually our parents, in order to get what we need to thrive. We are instinctively programmed to keep trying all kinds of...
View ArticleDon’t Try to Sell High Probability Selling to Your Boss
Our office manager rang me and said “John Richardson is on line 5. He took our workshops several months ago and he has a problem. Can you talk to him now?” I said, “Sure” and picked up the call....
View ArticleHow to Hire a Sales and Marketing VP
Many years ago I was being interviewed by the Executive Vice President of a publicly traded company. I asked a lot of questions about his personal and business background. Then, he said: “What’s...
View ArticleHow to Say Ok Goodbye When a Prospect Says No
There are just three things to do when a prospect says “No”. First you say “Ok” and then you say “Good-bye” and then you hang up. However, the way you do each of these makes a lot of difference. The...
View ArticleDon’t be a consultant
The following is copied from a comment left on this blog by David Ross, and is republished here with permission. We believe that his words will be valuable to all of our readers. For me the hardest...
View ArticleTop Salespeople Sell to Top Decision Makers
To make more sales, meet with the highest level person who makes decisions about purchasing what you are selling. It’s not a good strategy to talk to anyone at a lower level first, unless it is the...
View ArticleYou Can’t Sell High Probability Prospects That Way
Frank, a southern California Realtor, called and said he wanted to learn High Probability Prospecting. I asked “Why?” He said, “Yesterday, I was a guest in a foursome at Shady Canyon and a couple of...
View ArticleWhy Do Salespeople Have Trouble Asking a Direct Question?
by Jacques Werth Gary Boye, a top sales trainer from Buffalo, NY once told me, “I teach salespeople to ask their prospects, ‘Do you like the carpet?’ or ‘Do you like the flooring?’ Only about 10% will...
View ArticleWhen High Probability Selling Doesn’t Work as Well
by Jacques Werth I once owned a car agency which was not very profitable. Then I leased a horse stable near a park, so my kids and I could go riding together. It was a fairly big stable, so I took in...
View ArticleIt’s Up to You
by Jacques Werth I was head of sales and marketing for a company that provided production equipment to the electronics industry when I fired our sales representative for the upper Midwest. I hired a...
View ArticleHow Can Fewer Sales Calls Produce More Sales?
by Jacques Werth Highly effective sales producers make fewer sales visits. They only visit the prospects that are most likely to buy from them. They become more and more skilled at knowing the...
View ArticleWhat Would Sincere Marketing Look Like, If It Exists?
by Carl Ingalls People automatically think of marketing as being insincere. But what if it weren’t? What if marketing were sincere? What would that look like? I turned to someone on Twitter who has...
View ArticleThe Fear of Not Selling
by Jacques Werth The fear of not selling has too many salespeople pushing hard enough to be offensive. No matter what their product or service, most salespeople will attempt to sell every potential...
View ArticleDegrees of Manipulation
Is it manipulation, or not? Where is the dividing line? It’s sort of like speeding. No matter how fast you are going, you’re not speeding, but the guy going faster than you is. Of course, anyone...
View ArticleI Don’t Leave Voice Messages
by Jacques Werth A student once asked me about leaving voice mail messages when prospecting, and this is how I answered. You can listen to the recording of my answer, or read it below. I called one...
View ArticleGuidelines for Creating a High Probability Prospecting Offer
by Jacques Werth and Carl Ingalls Structure. There are 4 parts to a High Probability Prospecting Offer: Identify yourself (full name) and who you represent (name of organization). Identify what you...
View ArticleHigh Probability Prospecting Offers Reviewed Here
We invite you to submit your High Probability Prospecting Offer as a comment on this post. Jacques Werth and/or Carl Ingalls may review your prospecting offer and provide suggestions on how it can be...
View ArticleLinkedIn Discussion about Prospects Who Take Advantage of Salespeople
This is from a conversation on LinkedIn. The discussion group is LinkedIn Sales / Marketing Executives (CSO/CMO). Question: How would you interpret this scenario? By Mitch Emerson Co-founder,...
View ArticleLimit the Scope of Prospecting Offers
A High Probability Prospecting offer should be very specific, with a limited scope. Avoid using a more general offer that tries to encompass most of what you do. Some examples: Instead of saying “I...
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