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Get Real

Ditch the tricks and put puffery aside. According to sales expert Jacques Werth, honesty really is the best policy.

This story appears in the June 1999 issue of Entrepreneur. Subscribe »

In his 40-plus years of selling everything from fork lifts and cars to machines used in making silicon chips, Jacques Werth has accomplished at least two things: He's made a lot of money and learned a lot about sales--enough, in fact, to write a book entitled High Probability Selling (Abba Publishing). But it's not just Werth's experience that makes him noteworthy; it's his revolutionary view of selling, which downplays aggressiveness, has little use for motivation and disdains even the modest use of puffery.

Following is an interview with Werth, who, for the past nine years, has run High Probability Selling, a sales and marketing consulting firm in Dresher, Pensylvania.

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