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 people. You give them reasons to buy. You focus on their needs and problems and expose vulnerabilities. You use techniques to build rapport and make them like you and trust you. If a sale doesn’t occur, it’s because you failed. Perhaps you weren’t persuasive enough or friendly enough.
In High Probability Selling, we look for and work with people who want what we are selling, and who are likely to buy from us very soon. If this is the way you want to sell, then your success will depend upon how good you are at finding these people, and how good you are at assessing the probability that they will buy from you in the near future. You let prospective customers make their own decisions, for their own reasons and in their own time. You focus on what they want and when. Then you focus on whether you want to do business with them or not. If a sale doesn’t occur, it’s either because they didn’t want what you are selling right now, or because you have decided not to go ahead at this time.
Both strategies have their proponents, and both strategies have successful salespeople. However, they are completely incompatible with each other. You can’t pick and choose elements from each. They just don’t mix.
Everything depends upon what you choose. Just pick one or the other.
September 2016: “Getting Personal” with High Probability Selling – Level 1. $245 USD for 3 sessions spaced 1 week apart, plus exercises between sessions.
There are currently 3 choices for dates/times for this workshop (times are for USA Eastern Time Zone). I will go with the one that is most popular:
Tuesdays: 13, 20, and 27 September. Starting between 10am and 4pm
- Wednesdays: 14, 21, and 28 September. Starting between 3pm and 4:30pm
Thursdays: 15, 22, and 29 September. Starting between 10am and 4pm
Scheduled to begin Wed 14 Sep at 4:30pm USA Eastern Time (Daylight Saving Time) and go for 60 to 90 minutes. Continues the following 2 Wednesdays (21 Sep and 28 Sep), same time. For details, or to purchase, please see www.HighProbSell.com/workshops/tri1/
October 2016: Chapter 12 Explained. $45 USD for 1 session. The calendar is mostly open for this workshop. I will choose a date and time based on the feedback I receive.
Sending Feedback About Scheduling
If you want to participate in either of these workshops, please tell me what dates and times work for you and what dates and times do not (and please mention your time zone). I will use your feedback in selecting the exact schedule for each of these workshops.
You can send an email to info [at] HighProbSell [dot com] or you can leave a comment on this blog (but keep in mind that comments are visible to the public).
For more information about these workshops, please visit the HPS training webpage at www.HighProbSell.com/workshops