Fifty-Six Articles About High Probability Selling
mostly by Jacques Werth
between 2000 and 2007
One of the articles below was written by Marilee Adams, and another was written by Dr Wayne Diamond. The rest were written by Jacques Werth.
More recent articles appear in the High Probability Selling Blog. Many of those were written by Carl Ingalls.
- Features vs. Benefits
- Training the ‘D Team’
- Top 6 Pitfalls of Leaving Voice Mail Messages *updated
- Building Rapport: Don’t
- The One-Call Close
- Getting Real About Sales Training
- Top 10 Reasons Sales Managers Fail
- Top 10 Reasons Salespeople Fail
- A Clearly Defined Sales Process Yields Big Results
- Being “Right” vs. Being Rich
- Poison Words: The Top 6 Words that Sabotage Sales
- Question Reluctance Sabotages Sales by Marilee Adams
- Top Producers — How They Get There
- A Different Spin on Consultative Selling
- Monkeys, Bananas, and Sales Management
- The Top One Percent Sell with Precision
- Closing Sales — Timing is Crucial
- Overcoming Self-Doubt in Selling by Dr. Wayne Diamond
- Are You Worth Another $100,000?
- Are Top Salespeople Born or Made?
- The Power of Two — Marketing and Sales
- Top Salespeople Win at the Numbers Game
- Selling Beyond Fear: Real Courage is Doing What You Are Afraid To Do
- Honesty Works Best — But, It's Not About Morality
- In Sales, Your Attitude is Important
- The Sales Trainee
- Most Salespeople Are Professional Wimps
- Questions: Open-ended or Close-ended?
- Are You One in a Million?
- Are You a Victim of the Financial Services Industry?
- What's Trust Got To Do With It?
- How to Persuade Prospects to Buy — Elsewhere!
- Execs’ Top Priorities This Year: Acquiring & Retaining Customers
- Can You Afford to Improve Your Sales Skills?
- High-Tech Selling: Is It Really That Difficult?
- Finding the Sales Job You Want
- Are You Guilty of Using Obsolete Sales Techniques?
- Get Real with Yourself
- The High Price of Comfort: Dramatic Results Require Dramatic Changes
- The Ultimate Competitive Advantage: Trust and Respect
- Sales Force Follies: The TRIBAL WISDOM of MANY SALES FORCES
- Selling and Managing National, Global, and Major Accounts: It's Probably Easier Than You Think!
- Are You Stuck or Can You Get It?
- Cross Cultural Selling
- Buying Decisions: Are They Logical or Emotional?
- Close Effortlessly Without Pressure or Anxiety
- Does Cold-Calling Work?
- Top 10 Prospecting Tips
- The Power of Good Timing
- Telephone Prospecting — Is It a Waste of Time?
- The Importance of Prospecting Lists
- Prospect without Cold-Calling? Well, Almost... *updated
- Why Traditional Cold Calling Doesn't Work
- High Probability Prospecting — Some Basics: Easy, Effective, Efficient, and Enjoyable! *updated
- Eliminate the Fear of Cold Calling and Rejection
- ‘Interested’ Prospects and Random Negative Reinforcement
Updates to Articles
Some things have changed in the world, and High Probability Selling has continued to evolve and adapt since the above articles were written. In some cases, an update appears at the end of an article. Look for the articles marked *updated.
The most significant change today is that people use the phone differently than they did when Jacques Werth and others did the research and worked out the details for High Probability Prospecting.