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 really trust.)

  • I can’t afford to be picky – there aren’t enough choices out there.
  • I don’t trust any of them, so what difference does it make.
  • I trust everyone.
  • I don’t trust my ability to make decisions about trusting people.
  • They offer the lowest price.
  • They are the most convenient to work with.
  • I’ve been doing it my way for a long time, and nothing really bad has happened so far.
  • I’m smart enough to outsmart them, and I know how to keep from being cheated this time.
  • I enjoy taking risks.
  • I don’t want anyone to think I don’t trust them.
  • I am afraid of making a wrong decision about this. (from a comment by Steve Alexander)

There is value in putting your finger on exactly why you don’t want to do something.  You have to accept it for what it is, before you have any hope of changing it.  And even then, it can be a long process.

If you can think of more reasons you might decide to do business with someone you can’t really trust, please add them in the comments.  Thank you.

Only Do Business With People You Can Trust

October Workshop on Getting Personal with High Probability Selling, Level 1

This sales training workshop starts on Thu 13 Oct 2016 at 3:00pm USA Eastern Time (Daylight Saving Time).  The workshop continues on the following two Thursdays (20 and 27 Oct) at the same time, for a total of 3 sessions.  Each session is 1 to 2 hours, and is conducted by interactive teleconference.  There will be homework (exercises) to do before each session.

The price is $245 USD per person.  For more details, or to sign up and pay, please go to www.HighProbSell.com/workshops/tri1/

A workbook will be included.  Participants will receive recordings of the sessions.

In Level 1, we train students how to start a conversation with a stranger and learn about their career choices (what they chose and why).  We teach what kind of questions to ask, how to ask them, how to listen, and how to respond to answers.  We explain the things people do that make other people reluctant to reveal themselves, and how to avoid doing those things.

Confidentiality – we require each participant in this workshop to assure the other participants that they will not disclose any confidential information they may hear.  Please go to www.HighProbSell.com/workshops/tri1/confidentiality.html for more info on this.

 

October Workshop on Getting Personal with High Probability Selling, Level 1

Workshop on Getting Personal with High Probability Selling, Level 1

This sales training workshop starts on Wed 14 Sept 2016 at 4:30pm USA Eastern Time (Daylight Saving Time) for 60 to 90 minutes.  The workshop continues on the following two Wednesdays (21 and 28 Sep) at the same time, for a total of 3 sessions.  There will be homework (exercises) to do before each session.

The price is $245 USD per person.  For more details, or to sign up, please go to www.HighProbSell.com/workshops/tri1/

Confidentiality – we require each participant in this workshop to assure the other participants that they will not disclose any confidential information they may hear.  Please go to www.HighProbSell.com/workshops/tri1/confidentiality.html for more info.

A workbook will be included.  Participants will receive recordings of the sessions.

In Level 1, we train students how to start a conversation with a stranger and learn about their career choices (what they chose and why).  We teach what kind of questions to ask, how to ask them, how to listen, and how to respond to answers.  We explain the things people do that make other people reluctant to reveal themselves, and how to avoid doing those things.

 

Workshop on Getting Personal with High Probability Selling, Level 1

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

Relationship 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 “relationship” first.  They are the ones who say “how are you” on a cold call.

Saying “how are you” on a cold call is one of the signs that someone is going to try to get you to buy.  You may have noticed that, consciously or unconsciously, and it may affect your decision about whether you will buy from that salesperson or not.

In High Probability Selling, we don’t try to build relationships.  Relationships come from doing business, not the other way around.

Relationship Selling

Next Sales Training Workshop, Connecting With High Probability, Starts Thu 24 July 2014

The next Sales Training Workshop on Connecting with High Probability starts on Thursday 24 July 2014, and ends on Thursday 7 August 2014 (note that the schedule has been changed).  Tuition is $245 per participant (US Dollars).

This workshop teaches participants one of the fundamentals of High Probability Selling (HPS), which is how we treat people and how we communicate with them.  We recommend this for people who are just beginning with HPS.

This workshop is a series of 3 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 3 consecutive Thursdays.  Most sessions take 90 minutes to 2 hours.  For more info about our time zone, please visit World Clock – Philadelphia.

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 Enroll@HighProbSell.com) 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.
  • Complete the High Probability Benchmark Survey conducted by Pinnacle Group International (free, takes about 20 minutes).
  • Pay the tuition for the workshop, $245 per participant (US Dollars).

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

Next Sales Training Workshop, Connecting With High Probability, Starts Thu 24 July 2014

We Are All Salespeople At Birth

by Jacques Werth

As new born infants, our survival depends on how well we can manipulate adults, usually our parents, in order to get what we need to thrive.  We are instinctively programmed to keep trying all kinds of tactics to get nourishment, comfort, and safety.  Fortunately, our parents and most other adults are programmed to respond well to this.  We then continue to learn manipulation and persuasion techniques as our lives go on.

By the time we are in our teens, we have been inundated with hundreds of different marketing, advertising, and sales tactics.  In response to those tactics, we learn how to resist the techniques that others use on us to try to make us do what they want.  This is the origin of sales resistance.

Sales experts are constantly developing new methods intended to negate our sales resistance.  However, no matter how subtle or persuasive their methods may be, most people have learned to intuitively sense it when they are being pushed or preyed upon.

Nevertheless, we have to buy stuff that we need and want.  Given a choice, we prefer to buy from a person whom we trust.  We also want to be trusted by others.  It’s not easy to become the kind of salesperson that people feel like trusting.  There is so much unlearning to do.  However, when we succeed at that we are far happier with our lives.

We Are All Salespeople At Birth