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Using High Probability Selling Principles When Delivering Advice
A student of High Probability Selling (HPS) asked me if we had any materials that explained how we use the principles behind HPS while we are teaching and consulting. I replied that we do not have any...
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People Use the Phone Differently Today – Leaving Voicemail
People are less likely to pick up the phone today, and especially if the call is from someone they don’t know or is from a number they don’t recognize. You are more likely to get voicemail or some...
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If You Could Predict Each Sale, What Would Change?
Suppose you had a crystal ball that will tell you who will buy from you and who will not. What would you do with it? Would you test it? How? How accurate would the predictions have to be in order to...
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Only Do Business With People You Can Trust
Obvious advice, but the hard part is deciding to follow it. There are so many reasons not to. Here are a few: (Author’s note, for clarity. Why I might decide to do business with someone I don’t...
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Charisma vs Passion in Selling
Charisma is about charming people. It is a way of influencing how someone feels about you. It may be natural, or it may be a technique for getting approval. Passion (in this context) is how we feel...
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Why You Might Not Want To Do Business With Someone
In High Probability Selling (HPS), we look for potential deal-breakers, things that could prevent the prospective customer from completing a sale with us. We want to know as early as possible, not...
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Using High Probability Selling with Network Marketing and with Multi-Level...
Does High Probability Selling work with Network Marketing? Does High Probability Selling work with Multi-Level Marketing? What’s the difference? I believe that High Probability Selling (HPS) should...
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Sequence of Steps in High Probability Selling
In High Probability Selling (HPS), we begin with the steps in Prospecting (see below). If we decide that the probability of a good outcome is high enough, then we proceed with Selling. Marketing can...
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Questions from a Student of High Probability Selling (2016-09-03)
Adam sent me an email with questions about High Probability Selling after listening to the audio recording of the August 2016 teleseminar workshop on Chapter 12 Explained Adam’s email appears here with...
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Different and Incompatible Ways of Selling
Most salespeople try to get people to buy from them. If this is the way you want to sell, then your success will depend upon how good you are at persuading and convincing, or at least influencing...
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You Have to Get Personal
That’s what many of the top performing salespeople told Jacques Werth when he observed them asking very personal questions of their prospective customers. “You have to get personal.” Why? “You need to...
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How Can I Convince You That Convincing Doesn’t Work?
This is a question that I heard Jacques Werth ask many times, “How can I convince you that convincing doesn’t work?” In a selling situation, Jacques knew that attempting to convince someone was not a...
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Pay Attention To What They Want
Most buyers prefer to do business with salespeople who pay attention to what they want. Many salespeople want to sell by trying to get a potential customer to buy. Their focus is on influencing the...
View ArticleRelationship Selling
Would you trust someone who tried to form a relationship with you solely for the purpose of selling you something? Many salespeople believe that the key to getting someone to buy is to build a...
View ArticleAdvice for the Aspiring Financial Services Agent
I suggest that you join a medium-sized independent brokerage that has several agents who earn $200,000 or more in commissions. Get a commitment that you will be able to observe their top earners one...
View ArticleLimit the Scope of Prospecting Offers
A High Probability Prospecting offer should be very specific, with a limited scope. Avoid using a more general offer that tries to encompass most of what you do. Some examples: Instead of saying “I...
View ArticleLinkedIn Discussion about Prospects Who Take Advantage of Salespeople
This is from a conversation on LinkedIn. The discussion group is LinkedIn Sales / Marketing Executives (CSO/CMO). Question: How would you interpret this scenario? By Mitch Emerson Co-founder,...
View ArticleHigh Probability Prospecting Offers Reviewed Here
We invite you to submit your High Probability Prospecting Offer as a comment on this post. Jacques Werth and/or Carl Ingalls may review your prospecting offer and provide suggestions on how it can be...
View ArticleGuidelines for Creating a High Probability Prospecting Offer
by Jacques Werth and Carl Ingalls Structure. There are 4 parts to a High Probability Prospecting Offer: Identify yourself (full name) and who you represent (name of organization). Identify what you...
View ArticleI Don’t Leave Voice Messages
by Jacques Werth A student once asked me about leaving voice mail messages when prospecting, and this is how I answered. You can listen to the recording of my answer, or read it below. I called one...
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