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 about something we do.  Feeling passion and expressing passion are two very different things.  The first is real, and the second may be an act.  If we are not careful, our expression of passion may be interpreted as an attempt to influence how a prospect feels about what we are selling.

Influencing how a prospect feels is one way to sell.  However, influencing a prospect is not compatible with High Probability Selling.

We teach our students to maintain an objective, neutral, and businesslike manner when selling.  We put our passion and our energy into finding people who want what we are selling and into determining how likely the outcome will turn out the way we want it to.


Upcoming HPS Workshops:
Getting Personal (17 Jan 2017, $245);  Chapter 12 Explained (26 Jan 2017, $45);  Prospecting (21 Feb 2017, $1050)

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Charisma vs Passion in Selling

Upcoming Workshops in January 2017

Upcoming Workshops:

  • 17 Jan 2017 – Getting Personal, 3 Sessions, $245
  • 26 Jan 2017 – Chapter 12 Explained, 1 Session, $45
  • ?? Feb 2017 – Prospecting, 10 Sessions, $1050

Getting Personal with High Probability Selling – Level 1.  This is a good place to start learning HPS.  It is a group workshop on one of the most important parts of High Probability Selling, which is how we interact with people.

The price is $245 per person.  This covers 3 sessions, spaced 1 week apart, plus recordings of each session (which are sent to participants only). Conducted by telephone (teleconference, interactive), with practice exercises to do during and between sessions.  Led by Carl Ingalls.

Schedule. The next Getting Personal workshop starts on Tuesday 17 January 2017, and continues with the two Tuesdays that follow (24 and 31 Jan).  The starting time for each session is 2pm USA Eastern Time.  Duration of each session is 1 to 2 hours.

For more details, or to purchase, please see www.HighProbSell.com/workshops/tri1/


Chapter 12 Explained.  This is a review and explanation of all of the steps in the entire High Probability Selling process, with answers to participant’s questions.

The price is $45 per person.  This covers 1 session, 60 to 90 minutes long, plus a recording of the session.  Conducted by telephone (teleconference, interactive), with questions and answers.  Led by Carl Ingalls.

Schedule:  Thursday 26 January 2017, at 3:30pm USA Eastern Time.

For more details, or to purchase, please see www.HighProbSell.com/workshops/chapt12/

To listen to a sample of the 18 Aug 2016 recording of this workshop, please click here.  The full recording is available for purchase for $29 USD.


Prospecting with High Probability – New.  This group workshop covers a detailed process of how to contact people (reaching out), and how to respond to people who contact us.

Updated Process – The High Probability Prospecting process has been updated to reflect changes in the way people use the telephone today.  The expert in the updated version of High Probability Prospecting is Paul Bunn, who will be teaching this course.

The price is $1050 per person.  This covers 10 group sessions, 60 to 90 minutes long, plus 30 minutes of individual coaching for each participant.  Conducted by telephone (teleconference, interactive), with questions and answers.  All sessions are recorded.  Recordings of group sessions are sent to the group.  Recordings of individual sessions are sent to the individual.

Schedule – February 2017.  Dates and times will be announced here on this blog as soon as they are have been determined.  If you have a preference, please let us know.  Sessions will be spaced 1 week apart.

For more details about this workshop and what is covered, please see www.HighProbSell.com/workshops/prospecting/


Other Workshops.  For information about other group workshops, and also about individual coaching, please visit the HPS training webpage at www.HighProbSell.com/workshops

All times are in USA Eastern Time, which is the same time zone as New York City.

All prices are in USA Dollars.

Upcoming Workshops in January 2017

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 later.

We also ask ourselves whether we want to do business with the prospective customer or not, even when we know that the prospect is ready, willing, and able to buy.  It is better to decide this before the sale is closed, not after.

The first question students often ask is, “Why on Earth would you ever turn down a sale?”  Here are a few answers.  I invite our readers to add more reasons in the comments.

  1. You might not get paid, or you might have to fight to get paid.
  2. This might turn out to be a very difficult customer, difficult or expensive to please, a “Customer from Hell.”  Someone you are likely to lose money on.
  3. The customer might not get any benefit from the product or service they buy from you.  You need satisfied customers in order to succeed.
  4. You might not get everything you need out of the transaction.  Many of us need more than just money in order to continue doing what we do.
  5. People can tell when you feel desperate, when you feel you can’t afford to turn down any potential business.  An attitude of abundance leads to more success than an attitude of scarcity does.

The next question is “How?”  How can you possibly predict any of those things?

High Probability Selling focuses on how to make better predictions about whether a potential transaction will turn out well, or not.  Almost every step in the process has some sort of disqualification test behind it.  However, none of these tests make perfect predictions.  HPS is all about assessing probabilities, not certainties.


Questions and comments are welcome.  I will respond to as many as I can.  – Carl Ingalls


Upcoming HPS Workshops:
Chapter 12 Explained (13 Dec 2016, $45);  Getting Personal (17 Jan 2017, $245);  Prospecting (Feb 2017, $1050)

Why You Might Not Want To Do Business With Someone

Using High Probability Selling with Network Marketing and with Multi-Level Marketing

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 work with Network Marketing, when it is only used to sell a product or a service, and when several other conditions are met (see below).  However, I haven’t yet seen any examples, good or bad, where those other conditions have been met.

Jacques Werth believes that HPS will not work at all with Multi-Level Marketing (MLM), based on his own experience.  He trained a number of people in one of these organizations how to use HPS.  It was very successful in increasing product sales, but it was not successful in meeting the organization’s other objectives.  Ultimately, I suspect there was a problem with transparency.

Network Marketing and Multi-Level Marketing are similar to each other in that they both use a large number of agents (that are not employees) to do a combination of marketing and selling.  The main difference between them is that the Multi-Level Marketing is built on multiple levels of agents, where agents who are higher up in the structure collect money from those who are lower.  In Network Marketing, when all agents are at the same level, the agents make money only when they sell a product or service.

Tony Shays presents a very clear distinction between Network Marketing and Multi-Level Marketing in his article “What Is the Difference Between Network Marketing and Multi-Level Marketing?

In any system, the methods of High Probability Selling work best when the following conditions are met:

  • Clarity.  What the buyer gets must be extremely clear and definite.  Simple to explain.
  • Transparency.  Potential negatives must be at least as visible as the potential positives.  The whole deal must be visible.  Full disclosure.
  • Honesty.  If the salesperson needs to deceive someone in order to make a sale, even by just a little bit or by omission, then HPS will not help.
  • Reputation.  If the organization has a poor reputation, which can happen when some of its agents sell by misleading customers, then High Probability Selling probably won’t work.
  • Know How.  You have to know how to find people who want what you are selling, for their own reasons and in their own time.  You also have to know how to interact with these special people, in ways that are extremely different from the norm.  A good place to start is by reading the book, High Probability Selling by Jacques Werth and Nicholas Ruben (can be purchased here).  After that, we also offer training.

If your Network Marketing or Multi-Level Marketing system meets the conditions above, then High Probability Selling might work for you.


Questions and comments are welcome.  I will respond to as many as I can. – Carl Ingalls


Upcoming HPS Workshops:
Chapter 12 Explained (15 Nov or 13 Dec, $45);  Getting Personal (6-20 Dec, $245);  Prospecting (Jan-Feb 2017)

Using High Probability Selling with Network Marketing and with Multi-Level Marketing

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 support HPS, but is not part of it.

Prospecting

Prospecting is where we find someone who is likely to buy from us, and is where we begin to apply our tests about the probability of a desirable outcome.  Here are the steps, in sequence:

  • Getting and Using Lists
  • Creating Prospecting Offers
  • Reaching Out
  • Responding to a Prospect Who Contacts You
  • Presenting an Offer
  • Asking About Want
  • Testing Probability (Initial Disqualification)
  • Setting an Appointment
  • Asking for a Conditional Commitment

Selling

In HPS, Selling begins with the first appointment.  It may be face-to-face (in person) or by telephone, or something else.  We only do this after we have decided that a desirable outcome is sufficiently likely.  Selling ends with the close, which may be on the same appointment, or not.

  • Asking Personal Questions
  • Confirming Want
  • Testing Probability (Deeper Disqualification)
  • Asking for Conditional Commitment Again
  • Getting the Details Right (Conditions of Satisfaction)
  • Closing

Marketing

When we do something that is directed at many people at the same time, we call it marketing.  When we communicate one-on-one, we call it prospecting or selling.  Marketing is not part of the sequence of steps in High Probability Selling.

Choose a marketing strategy that works well with the selling strategy you use.  For instance, if you use a selling method that does not educate prospects, then make sure your marketing methods perform this function well.


Questions and comments are welcome.  I will respond to as many as I can.  – Carl Ingalls

Sequence of Steps in High Probability Selling

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 his permission.  Answers from me (Carl Ingalls) are in red text (and indented).


From: Adam
Sent: Saturday, September 03, 2016 5:36 AM
To: Carl Ingalls
Subject: Re: Recording of Teleseminar Workshop “Chapter 12 Explained”

Hello Carl,

first, let me thank you for the seminar file; I listened to it twice and found it very informative and constructive… it was a nice surprise to hear Jacques’ voice as well!

Here are some of my questions/queries/digressions, etc directly and indirectly connected to the seminar:

1.while listening to Jacques recordings i couldn’t help noticing his art of talking in a very specific emotionless, almost monotonous way; do you know whether this is his natural way of talking or he developed it purposefully for business, if so how could one learn/train it?  (sometimes it is quite difficult to stay “cool” on the phone or during an appointment)

A:  Jacques’ art of talking in a neutral manner comes fairly natural to him, but he does not always talk that way.  He does that in situations where it is important to do so.  Examples:  when prospecting or selling (non-persuasively), or when communicating with someone who has lost their temper (see Jacques’ post on Angry People).  He probably improved on it while copying very successful salespeople and also while playing poker.  It can be taught, and it can be learned, but it takes a lot of effort.  We teach these skills continuously in our sales training workshops and coaching.

2.prospecting on the phone and the very opening; you advised to skip “hello”…hmm, business contacts in my country are quite formal and polite; skipping any kind of greetings/introduction would be considered rude…

A:  Many of the things we train salespeople to do seem impolite and rude, not only to Austrians, but to people everywhere.  Not saying “Hello” when prospecting is just one example.  There are others.  They have all been tested in many cultures around the world, with the same results.  We tried it both ways, and we get more sales when we stop saying “Hello” in our prospecting calls.  Many of us struggle with the conflict between doing what we feel comfortable about, and doing what gets us the results we want.

3.Trust & Respect Inquiry: in the book, Sal asks many questions while telling nothing about himself in return; i understand the purpose here, but can’t help thinking, this situation is out of balance; what if the client asks once or more “how about you?” at any time during this phase? should i tell him anything from my life or wriggle out, if so, how?

A:  Asking personal questions, while offering nothing of oneself in return, is very much “out of balance.”  This is especially true when compared to a typical personal conversation.  When we do it this way, people tell us things about themselves that they rarely get to say to other people.  Why?  We don’t know.  It probably has something to do with the way we give control of the topic to the other person, and the way we avoid judgments (including very subtle ones).

Occasionally, the other person will ask a question of us.  If it is a simple and direct question, we answer it as simply as we can, and then we ask our next question.  If their question  is vague and non-specific, like “how about you?” we would ask “What do you mean?” or something like that.

It is too easy to start talking about yourself during this process.  Don’t follow any suggestion or invitation to do so.  This is about the other person, not you.  You can talk about yourself later.

4.provided i have to break up the meeting during the COS discussion; how exactly do i do it? what do i say? do i keep an option for the future meeting? etc…

A:  It may depend on the reason for the interruption.  If you know that you want to proceed with the sale later, the best thing to do is to make very definite plans to continue the process.  Making an appointment is much better than “keeping an option” (which is too vague). 

i would be very grateful if you could give me your perspective…many thanks 🙂

best regards,

Adam


Comments and questions (and additional answers) from our readers are welcome.

Questions from a Student of High Probability Selling (2016-09-03)

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 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.

 

Different and Incompatible Ways of Selling