 Category :: Sales Training Articles |
Author :: Jacques Werth  |
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| Article Title :: Are Top Salespeople Born or Made? |
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| That's the question that was posed by a writer for a major trade publication. He also asked me if salespeople should adapt their sales approach to the personality types of their customers. Here's how I answered him...A. Selling is a skill, comparable to accounting or engineering: Specific actions, properly applied in a proscribed order, produce the best results. Given enough motivation, almost any skill can be learned without formal training. Two of General Motors's top engineers never took an engineering course. Michael Dell didn't major in computers and dropped out of college.B. Similar aptitude patterns are seen in highly successful salespeople, trial lawyers and teachers (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: Top Salespeople Win at the Numbers Game |
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| "Sales is a numbers game" is something most salespeople are taught from Day One on the job. That's very true. But - what are the numbers everyone is talking about?In the Life Insurance Industry, most new agents are taught the "Standard Sales Formula - 100/10/3". That is, contact 100 people, get 10 appointments, sell 3 policies. That sounds like a winning formula, doesn't it?In reality, less than 1 percent of the 1 million+ insurance agents in the USA can consistently produce those results. Other industries have their own bogus formulas.Bogus numbers lead to bogus sales goals: They inevitably result in disappointment and discouragement. On the other hand, good numbers, (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: Selling Beyond Fear: Courage is Not the Absence of Fear! |
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| In the 15 years we've been training salespeople in High Probability Selling, we've known that what we teach scares people. What we haven't known is *why* our methods scare some salespeople into clinging to their old - but ineffective - sales approaches. Why can't so many salespeople change the way they sell?After years of research, we've finally determined why so many salespeople can't change the way they sell: They're afraid of doing what really works!Typically, salespeople mask their fears with macho attitudes. They think of themselves as heroic figures, persevering against all obstacles, fighting the good fight day after day. But, think about this: Who are they really fig (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: Honesty Works Best - But, It's Not About Morality |
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| Last week, I received three calls from people, all appreciative that I support the values of 'our religion'. One was a Born-Again Baptist, another was Mormon, and the third was Jewish. My response to each of them was the same: I don't follow their religion.It's true that being scrupulously honest, direct, and authentic in business dealings is an essential component of High Probability Selling. It's also true that this has nothing to do with religion, and everything to do with utlizing a selling process that produces dramatic, positive results.When I set out to determine how the top 1% of salespeople actually sell, I didn't start out looking for a totally honest selling syste (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: In Sales, Your Attitude is Important |
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| A hard working salesman left his last call of the day, a large rural merchandise distributor, without making a sale. He started to drive back to the state highway on the narrow country road that the prospect’s business was located on. After driving for about 10 minutes, he hit a ragged rock and got a flat tire.When he opened his trunk he discovered that his jack was missing. "What am I going to do now?", he thought. He hadn’t noticed any traffic since he turned on to that road. and it was about 30 miles to the next town.Luckily, that prospect’s place was only about 10 or 12 miles back down the road. As he walked, it began to get dark and cold - fast. He assured himself (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: The Sales Trainee |
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| A young guy from New Jersey moves to California and goes to a big "everything under one roof" department store looking for a job. Instead of going to the Human Resources Department, he asks to see the store manager. He tells the manager that he wants a sales job: He can quickly determine if a shopper is a real buyer, and he can close most of the Buyers.The manager says, "Do you have any sales experience?"The young guy says, "Yeah, I was a garden equipment salesman back home in New Jersey."Well, the manager liked the way the young guy spoke, so he offered to put him on trial for a few days as a Sales Trainee. "Start tomorrow. Just report to the floor manager on level o (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: Most Salespeople Are Professional Wimps |
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| Most salespeople are wimps when they talk to prospects and customers, but not when they talk to other people. Why do they wimp out when they talk to prospects and customers? Why are they so afraid that talking straight to prospects will be deemed offensive?A lot of our trainees protest what they think is the "harsh" language of High Probability Selling.In a recent High Probability Selling training course, several participants protested the way we teach them to talk to their prospects and customers. "It seems to be abrupt, harsh, even rude," said one student. "I understand the theory of being so direct but, talking that way isn't really me," he said.Another student sai (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: Questions: Open-ended or Close-ended? |
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| Almost all salespeople know the "right answer" to that one. Or do they?If you are practicing "Needs Selling," or any of its modern derivatives, such as Consultative Selling or Solution Selling, you're asking open-ended questions. You want to try to get your prospects talking about their needs, their problems, and their pain. You want to steer the conversation around to getting them "interested" in working with you, so that you can help alleviate their pain by helping solve their problems. Open-ended questions are designed to do that.That sounds exactly right, doesn't it? It's just the way you want to sell. If that's the right way to sell, and it really works, and it's not so (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: Are You One in a Million? |
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| There are over one million active realtors in the United States. Most of them survive by sheer tenacity. Few truly succeed and attain the income levels promised during recruitment events. What are they doing wrong, and what can you learn from their Top 3 mistakes?1) Have a 'Winning' Personality: Many salespeople believe that their natural charms, gregarious natures, and 'can-do' attitude will inevitably lead to success. The evidence is clear - that is Wrong!Selling is a skill; you're born with aptitude, but you need to acquire and refine a skill set in order to attain sales success.2) Make Your Own Luck: Neophyte realtors tend to rely on open houses, work their "farms (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: What's Trust Got To Do With It? |
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| 'Sales' and 'Ethics' are two words often considered to be a contradiction in terms - both inside and outside of the sales profession. "How can you tell when a salesperson is lying?" goes the old joke. The answer, of course is, "Their lips are moving."Unfortunately, there is truth in jest: Our own research indicates that 97% of salespeople habitually and knowingly misrepresent their products and services. The salespeople that we've studied balk at being considered liars: They 'cleverly' just omit the negatives when extolling their companies' offerings. In their minds, using exaggeration, omissions, puffery, and trickery means they "can't get caught in a lie."The fact that man (read full article) |
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