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. That’s one of the things we focus on in High Probability Selling.

We describe the best attitude to be "neutrality." It’s where we treat the prospect with respect – but not deference. It’s what Eric Berne, author of “Transactional Analysis,” described as Adult-to-Adult Communications, and we describe as “non-judgmental” or “neutral” communications. If your expectation for your relationships is Mutual Respect, your sales results can improve to an amazing level.

It’s relatively easy to learn, and it can become the natural way for you to speak. If you focus on an attitude of neutrality while you are telephone prospecting or calling customers, you can quickly become someone who gets respect, automatically.


 

If you want to learn the process and mindset of top producing salespeople, you want to learn more about High Probability Selling.

Until Next Time…Sell Well

Jacques Werth – High Probability Selling

Copyright 2007.

 

Tags: How+to+sell, The+secret+to+selling, Selling+and+Persuasion

Taking “No” for an Answer

By Jacques Werth, President


High Probability® Selling

In this technological age where the world is changing at a more rapid pace every day, speed has become of the essence.  Consequently, sales techniques that worked 20 years ago are now obsolete. It is no longer profitable to spend a lot of time persuading and convincing customers to buy a product or service that may not suit their immediate priorities.  It pays instead to focus on selling to those customers who have the greatest desire for what you have to offer – now.  Good timing is more important than ever, but the definition of good timing has changed.  



If you want to learn the process and mindset of top producing salespeople, you want to learn more about High Probability Selling.

Until Next Time…Sell Well

Jacques Werth – High Probability Selling

Copyright 2007.

 

Tags: How+to+sell, The+secret+to+selling, Selling+and+Persuasion

The Changing Face of Sales

By Jacques Werth, President


High Probability® Selling

In this technological age where the world is changing at a more rapid pace every day, speed has become of the essence. Consequently, sales techniques that worked 20 years ago are now obsolete. It is no longer profitable to spend a lot of time persuading and convincing customers to buy a product or service that may not suit their immediate priorities. It pays instead to focus on selling to those customers who have the greatest desire for what you have to offer – now. Good timing is more important than ever, but the definition of good timing has changed.
 
 

If you want to learn the process and mindset of top producing salespeople, you want to learn more about High Probability Selling.

Until Next Time…Sell Well

Jacques Werth – High Probability Selling

Copyright 2007.

 

Tags: How+to+sell, The+secret+to+selling, Selling+and+Persuasion

 

How to Persuade Prospects to Buy – Elsewhere!

By Jacques Werth, President
High Probability® Selling

Selling is often dubbed “The Art of Persuasion”. When was the last time a salesperson talked you into buying something that you didn’t want? When was the last time a salesperson hard-closed you into purchasing, before you felt ready to buy? 

We’ve asked dozens of CEO’s the same questions, and they all believe that they’re immune to sales persuasion. Yet, they’ve told us that they expect their sales forces to persuade, convince, manipulate, and do whatever necessary to increase their market share. What’s wrong with that picture? 

Salespeople, from the VP of Sales on down, will try to live up to the CEO’s expectations. Most salespeople believe that their job is to do whatever it takes to increase sales within the (sometimes ethereal) ethical standards of their company. 

Example:

The CEO of a Fortune 100 company told me that he is certain that his salespeople must be better persuaders than his competitors’ salespeople: “That’s their only function.” His Marketing and Sales VPs are charged with providing the most convincing sales presentations, documentation and marketing materials in the industry. “It’s all about them subtly imposing their will,” he said. 

Is that strategy working? Two of his three biggest competitors have better growth rates than his company’s. When I asked him to explain that fact, his response was, “Our people aren’t executing well enough.” 

What’s the problem? 

The top 20 percent of most sales forces is out there every day bringing in up to 80% of a company’s business. The typical CEO’s belief is that the 80% that aren’t selling much just have to work harder. That’s simply not true. They need to work effectively. 

The Top 20% usually sell without using any persuasion or manipulation. The Top 20%, either instinctually or deliberately, have refined their selling styles in such a way that they deal honestly and cooperatively with their prospects and customers. They’ve largely eliminated persuasion, cajoling, and convincing from their selling repertoire, since they’ve discovered it doesn’t work. 

The Solution

We studied hundreds of the top 1% of salespeople across dozens of industries: We found that most of the top salespeople had developed remarkably similar sales processes. We observed and documented the styles, nuances, and selling techniques that successfully bring prospects through the sales process all the way to Closing. Our discoveries evolved into High Probability Selling system.

“The Art of Persuasion” is not an effective way to sell. When was the last time a salesperson talked you into buying something that you didn’t want? It’s unlikely that persuasion convinced you to buy before you were ready, and it’s unlikely that it will work with your prospects, either. Don’t “persuade” your prospects that they’d prefer to do business with the competition.


If you want to learn the process and mindset of top producing salespeople, you want to learn more about High Probability Selling.

Until Next Time…Sell Well

Jacques Werth – High Probability Selling
Copyright 2007.

Tags: How+to+sell, The+secret+to+selling, Selling+and+Persuasion

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