Are You Missing Your Best Niche Market?

By Jacques Werth
High Probability Selling

Every salesperson has a great niche market that 99 percent aren’t even aware of.  The concept of a niche market is not new.  The meaning of the term is as varied as the number of sales, marketing and business people trying to identify, define or pursue a niche.  If you find the right niche, your sales volume will skyrocket.

A typical niche may be a group of millionaires that own helicopters, or an affinity group of retired doctors and lawyers, or large-scale forested landowners.  The list is only limited by our imaginations and exposure to the worlds within the world around us.

There is one niche market, however, that exists for virtually every salesperson or businessperson out there.  And it is not defined by commonly used demographic factors.  It is a segment of nearly every market that goes virtually unnoticed, except by the best salespeople.

That niche is made up of prospects that, thanks to the information age, already want the benefits of your type of product or service.  If asked in an appropriate way, they would actually confirm that they want what you’re selling, and that they will do business with you if you can meet their requirements to do so.

These are their “psychographics”:

  1. They’ve figured out why they want the benefits of your product or service.
  2. They don’t need to be sold to.
  3. They don’t respond favorably to persuasion, however subtle.
  4. They don’t want (or need) to be educated about your offering.
  5. They are not merely interested in what you’re offering.  They are ready to make commitments to do business.
  6. One of the things that determines who they buy from is whether they trust and respect the salesperson they’re buying from.  Whether they “like you” is unimportant.

They are out there. Right now.  In your market.  In your industry.  Hoping to encounter a salesperson that they can trust and respect, and do business with in a direct, open and transparent way.  You need a prospecting system that is designed to communicate in a way that allows them to identify themselves. 

Now you have options that are not just variations on the theme of selling as most people know it.

You can sell in a way that requires attempting to make people, most of whom aren’t buyers, into customers…or…sell in a way that requires finding the people that are buyers and making the determination of whether or not it is mutually beneficial to do business.

What do you want to do?



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



9 Tips for Prospecting Success

by Jacques Werth
President, High Probability Selling

Prospecting effectively is often the key difference between success and failure in sales.

“Get me in front of them, and I can do the rest” is a commonly heard phrase from many salespeople, and prospecting is often seen as the most challenging part of the sales process.

The ability to prospect efficiently, effectively and enjoyably will enable you to meet with prospects that need, want and can afford your products and services – now.  When you meet with those kinds of prospects, your confidence will soar, and empower you to earn a consistently superior income.  Here’s how to find them:

9 Tips for Prospecting Success:

1.    Start with a highly targeted prospecting list, consisting of people or companies that are most likely to buy your type of products and services. Use a highly reputable list broker to find such a list. The cost should be no more than 25¢ per name. Start with a list of no more than 500 names.  If you have a sufficient book of business already, you can also call your existing customers as if they are new prospects.

2.    Call every name on your list every 3-4 weeks. Understand that only a small percentage of your list will be ready to buy the first time that you call. More will be ready each successive time that you call. Most prospects will not want to meet with you until you have presented prospecting offers at least three times.

3.    Present a “prospecting offer” of no more than 45 words that clearly states who you are, what you are selling, and two features of your product or service. Finish up with “Is that what you want?” Change the two features of your offer each subsequent time you contact your list. That will prevent most prospects from getting annoyed. It will also eliminate most of the rejection that is caused by traditional cold calling.

4.    Differentiate yourself by taking “no” for an answer.  If the prospect says “No” or “I’m not interested,” you say “Okay, good bye.” Do not press for an appointment. Do not try to engage the prospect in a conversation or ask any further questions or build a relationship.  Differentiate yourself…be the salesperson that respects what prospects say…even if it’s “no”.  Let that build the relationship.

5.    Schedule your prospecting sessions for 3½ hours. Take a fifteen-minute break between each hour.  Don’t mix your prospecting time in with other tasks.

6.    Record yourself. Use a recorder with an open microphone to record your side of each call.  Play it back and listen to how you sound (from the perspective of you as a prospect). The goal is to hear yourself using usual conversational tones.  Do not try to sound like a professional salesperson.  Do not try to come across as overly enthusiastic, unusually friendly or enticing. Just relax and present your offer without persuasion.

7.    Always be in a “Disqualification” mode. Be determined to spend your selling time only with High Probability Prospects. Disqualify low probability prospects quickly and courteously.  Don’t allow desperation or anxiousness to deter you from that mission.

8.    Accept the fact that prospecting really is a “numbers game”. The most important numbers are your Dials Per Hour and the ratio of prospecting Offers to Dials.

9.    Keep accurate statistics of your prospecting sessions. We have trained thousands of salespeople to be successful prospectors. The most successful of those keep very accurate statistics. The act of keeping statistics will cause your subconscious mind to constantly improve your results. Our “High Probability Prospecting Activity Record” form may help you do this. You can download it here:  prospecting-activity-record-2009-06-22

Effective telephone prospecting is one of the most productive ways to build up your sales volume, with very little up-front expense and a minimum of marketing expertise.

Start with telephone prospecting, and eventually you will get so many referrals from your existing customers that you will need to an assistant to prospect for you.


Until Next Time…Sell Well

Jacques Werth – High Probability Selling

Copyright 2007.

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. 


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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