The Fear of Not Selling

by Jacques Werth

The fear of not selling has too many salespeople pushing hard enough to be offensive.

No matter what their product or service, most salespeople will attempt to sell every potential prospect in hope of making a sale.  However, at any given time, most prospects are not ready, willing, or able to buy.  But for various reasons, a lot of prospects are willing to sit through a sales pitch while acting like they might buy – with no intention to do so.

Then, the salesperson becomes disappointed often enough, that they think that they should push harder, overcome objections, and try several closes.  Then they get rejected.

Most prospects buy for their own reasons, in their own time.  The right timing can put the salesperson in front of prospects when they are ready, willing, and able to buy – without pushing.

The Fear of Not Selling

Next Sales Training Workshop, Prospecting With High Probability, Starts Tue 18 Mar 2014

The next Sales Training Workshop on Prospecting with High Probability starts on Tuesday 18 March 2014, and ends on Tuesday 29 April 2014.  Tuition is $875 per participant (US Dollars).

This sales training workshop teaches participants how to use the High Probability Prospecting process, an alternative to conventional cold-calling.  We recommend this for people who have already taken our Connecting With High Probability workshop, or any of our other workshops.

This workshop is a series of 7 sessions conducted by teleconference, and led by Jacques Werth.  Sessions will begin at 12:30 PM Eastern Time USA (same as New York City) on 7 consecutive Tuesdays.  Most sessions take 90 minutes to 2 hours.  For more info about our time zone, please visit World Clock – Philadelphia.  Note that we will be on Daylight Saving Time during this course.

Sessions are live and interactive, and exercises will be assigned between sessions.

To register for this workshop, you may do any of the following:

  • Call us at +1 610-566-1535, Monday to Friday, 8:30 AM to 5:00 PM Eastern Time USA.  Our toll free number is 800-394-7762
  • Email us (to with your name and phone number, and tell us when we can call you for additional info.  Please do not send credit card information by email.

Please note that we require each applicant to complete the following before participating in this workshop:

  • Read our Confidentiality Agreement and agree to its terms.  These terms are explained on our Confidentiality Agreement Webpage.
  • Pay the tuition for the workshop, $875 per participant (US Dollars).  If you are paying by credit card, please call us at +1 610-566-1535.  Please do not send credit card information by email.

For more information, please visit our prospecting workshop description page.

Next Sales Training Workshop, Prospecting With High Probability, Starts Tue 18 Mar 2014