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Are You One in a Million?
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...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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Questions: Open-ended or Close-ended?
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 t...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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Most Salespeople Are Professional Wimps
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 o...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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The Sales Trainee
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 wan...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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In Sales, Your Attitude is Important
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...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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Honesty Works Best - But, Its Not About Morality
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 ...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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Selling Beyond Fear: Courage is Not the Absence of Fear!
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 approa...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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Top Salespeople Win at the Numbers Game
"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 Formu...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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Are Top Salespeople Born or Made?
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, compara...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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You Dont Love Your Kids if You Dont
"You don't love your kids if you don't buy my vacuum cleaner." The salesman looked me right in the eye and didn't even flinch. He was sure he was going to get the sale. I was a caring Mom, of course I’d buy his vacuum.
Now it was a good vacuum c...
0 reviews,
rating : 5.00, 1 votes. Author : Heidi Caswell
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Closing the Sale is the Tipping Point
Thank you author Malcolm Gladwell, for your exciting, revolutionary, perceptive and timely new book, "The Tipping Point." His identification and description of the process that defines so many procedures in society has almost become generic, a hous...
0 reviews,
rating : 0.00, 0 votes. Author : Daniel Sitter
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Closing the Sale Opens the Door
Closing the sale, that mystical, elusive, magical moment when your sales presentation climaxes and the "Tipping Point" is reached, is really just the beginning. Your relationship with your new customer will grow from here. Or will it? That, my frie...
0 reviews,
rating : 0.00, 0 votes. Author : Daniel Sitter
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All About Money
For almost everyone, nothing is as powerful as money. Because of this perception, many people would do ALL THEY CAN to hoard money.
I'm definitely not tired of money - as it is a means to an end. However, I'm tired of the manipulative ways people g...
0 reviews,
rating : 0.00, 0 votes. Author : Noelle Wong
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How to Sell Bonds
If you want to make good money with banks, or any institution, Government and agency bonds are where it is at. Simply because all Government bonds and agencies are AAA rated, and banks can buy millions of dollars of any bond without incurring any c...
0 reviews,
rating : 0.00, 0 votes. Author : Nick Hunter
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Closing in the Car Business
The “P” Word.
Closing is all about helping car customers make positive decisions. It is not about pressure or manipulation.
Your customers need help overcoming the “P” word. Procrastination!
Procrastination is natural when it comes to makin...
0 reviews,
rating : 0.00, 0 votes. Author : Dave Kemp
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10 Awesome Ways To Attract More Orders
1. Create a free ebook directory on a specific topic
at your web site. People will visit your web site to
read the free ebooks and may see your product ad.
2. Turn part of your web site into a members only
web site. Instead of charging for access...
0 reviews,
rating : 0.00, 0 votes. Author : Rojo Sunsen
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Selling More With A Two-Step Approach
In today’s competitive business world where consumers are being hit with literally hundreds of sales messages every day the hit and run or one shot sales approach doesn’t work. Because of the Internet consumers have more choices than ever before. C...
0 reviews,
rating : 0.00, 0 votes. Author : Joe Love
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Shifting Your Mindset for Sales Success
How do you feel about selling? Ouch!! Do you want to stop reading now?
Many of you reading this will probably admit (if only to yourself) that you do not enjoy it. You probably wonder why you have to do it – it’s not what you trained for or why ...
0 reviews,
rating : 0.00, 0 votes. Author : Graham Yemm
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The Importance of Your Prospecting List
As many sales managers and salespeople have discovered, the
accuracy of your prospecting list is of utmost importance.
When we buy lists for our own use, or for client companies, we
utilize skilled list brokers. The standard commissions that list...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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How to Stop Playing Phone Tag and Close More Sales
Few things can be more frustrating for the sales professional than the proverbial game of phone tag with prospects. You know the drill…you call and leave a message, the prospect calls back and leaves a message, you call back, and on and on and on....
0 reviews,
rating : 0.00, 0 votes. Author : Greg Beverly
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Train to Learn to Win
Aligning your training to learning and matching your business goals is the ideal way to increase your business wealth. In 2004, 50 billion dollars were invested in training in the United States. It’s clear that smart companies invest in their peopl...
0 reviews,
rating : 0.00, 0 votes. Author : Dan Collins
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Sales Process – How to Avoid Wasting Time on Prospects Who CANT or WONT Buy
Do you have blind faith that, if you can somehow convince a prospect to engage in a sales cycle, you will eventually make a sale? If you do, watch out! This belief can waste your time, effort, and company resources.
Unfortunately, time and resource...
0 reviews,
rating : 0.00, 0 votes. Author : Alan Rigg
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What If No One Ever Wrote A Book On How To Sell?
What if no one ever wrote a book on how to sell things? What if no one ever did a sales seminar or produced training videos or cassette tapes teaching people how to sell? What then? Would less items and services be sold? Yes, probably, we can deduc...
0 reviews,
rating : 0.00, 0 votes. Author : Lance Winslow
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