Sep 092014
 

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 made more consistent with High Probability Prospecting.

We also invite other readers to comment on people’s prospecting offers.  Many of our readers are very knowledgeable about High Probability Prospecting.

Before you submit a prospecting offer for review, keep in mind these points.

  • Review Guidelines for Creating a High Probability Prospecting Offer (a previous post on this blog).
  • Add a comment to this blog post, and include your prospecting offer in your comment.
  • Before you click on the button to submit your comment, you may want to click on the checkbox that says “Notify me of followup comments via e-mail”.
  • Submit only one prospecting offer at a time.  If you put more than one prospecting offer in your comment, we are less likely to respond.
  • Do not include any hyperlinks in the body of your comment.  You may enter a hyperlink in the text box labeled “URI” if you wish.
  • Your comment (and any replies to it) will be public, available for anyone to see.  You may use your real name and your real company name if you want, or you may use an alias instead, like “This is John Doe of ABC Company.”

Please note that this is an experiment.  We don’t know how well it will work.  If it turns out well, we may continue it.  If not, we may remove this post and all comments.

Posted by at 1:23 pm
Sep 042014
 

by Jacques Werth and Carl Ingalls

Structure.  There are 4 parts to a High Probability Prospecting Offer:

  1. Identify yourself (full name) and who you represent (name of organization).
  2. Identify what you are selling in this particular offer.
  3. Identify a feature about what you are selling.
  4. Identify a different feature.

Note that the question you ask after presenting the offer is not counted as part of the offer.

Guidelines.  Keep these points in mind when creating a prospecting offer.

  • Make the offer very specific.  Do not try to create an offer that covers everything you sell.  You need to be able to call the same prospect again with a different offer.
  • Be factual and use neutral matter-of-fact wording.
  • Use simple language.  Avoid jargon, even when you are certain that the prospect would understand it.
  • Avoid persuasion.  Do not include anything that sounds like a reason why the prospect should buy.
  • Be very brief and concise.  Use a maximum of 45 words in the offer.  Less is better.
  • When you identify yourself, it is best to start with “This is”.  The results are better than if you say “My name is”.  We don’t know why.
  • Don’t say “Hello” and don’t say “How are you”.
  • Use your full name.  Never use your first name by itself.
  • For instance, “This is Jacques Werth of High Probability Selling.”
  • When you identify what you are selling, make sure your wording is simple and easy to understand.
  • A feature is a concrete attribute that describes part of what you are selling.  It is not an expected outcome or benefit.
  • A feature can be something that differentiates your product or service.
  • A feature can be used to “paint a picture” of what you are selling, in a way that makes it more real or solid in the prospect’s mind.
  • Use features to make your offer more specific.  Next time you call the same prospect with an offer for the same product or service, use a different set of features.

Having good prospecting offers is important, but it’s only part of the process.  How you use your prospecting offers is just as important.

Happy prospecting.

Posted by and at 5:32 pm
Aug 262014
 

We need your help.

It’s time for us to decide which sales training workshop to offer next.  Your responses to this blog post will help us decide.

Do you want one of these?  If yes, when?

Beginning Workshop, for people who have never taken any training in High Probability Selling.

  • Connecting With High Probability

Intermediate Workshops, for people who have already taken at least one workshop in High Probability Selling.

  • Prospecting With High Probability
  • Selling With High Probability

Advanced Workshops, for people who have taken both Prospecting and Selling.

  • Advanced Prospecting
  • Conditions of Satisfaction
  • Trust and Respect Inquiry

For more information about these sales training workshops, see www.HighProbSell.com/workshops

Please leave your answers as comments to this blog post, or call us at +1-610-566-1535, or send an email to main@HighProbSell.com

Posted by at 4:29 pm
Aug 202014
 

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 company down in St. Louis who I really wanted to do business with, and I put them on my own prospecting list.  I called six times and I talked to the assistant to the vice president I wanted to talk to, and she kept saying “I can’t take a message, I’ll give you his voice mail.”

I said, “I don’t leave voice mail messages.”

She said, “Well that’s too bad, because I can’t take a message.”

The seventh time I called, I called at lunchtime.  I figured out she goes to lunch from one to two, so I called at 1:15, and somebody else answered the phone.  And I gave her my prospecting offer, and she said only Joe “so and so” can give you an answer to that question.

I said, “Well don’t give me his voice mail”, so she said “Why not?”

I said, “I don’t leave voice mail messages because they mainly annoy people.”

And she laughed and she said, “You’re right.  I’ll tell you what I’ll do.  If you’re willing to call here after six o’clock, between six and seven, I’ll give you his private line and you’ll be able to reach him then.”

So I said ok and she gave me his private number.  And I said, “Let me ask you why are you giving me his private number?”

And she says, “Well I know he wants what you have to offer.”

I said, “Why am I calling him between six and seven?”

She said, “Joe’s a workaholic.  He doesn’t leave here until eight or nine o’clock at night.  And that’s the only time he’ll pick up his phone.”

So I said, “Is it ok if I tell him you gave me the number?”

She said, “I wouldn’t give it to you if it wasn’t ok.”

This is a short piece that is taken from a recording of a teleseminar workshop on “Selling Financial Services”.  We sell the complete recording on the Products page of our website.

 

Posted by at 5:32 pm
Aug 122014
 

The book, “High Probability Selling”, by Jacques Werth and Nicholas Rubin, is now back in print.  The paperback can be purchased on our website for $19.95.  The audio version of the book is also available on a set of 4 CDs, for $39.95.

We are currently offering free shipping and handling to any location in the USA.  For other locations, please contact us +1 610-566-1535.

Posted by at 2:35 pm
Aug 112014
 

Is it manipulation, or not?  Where is the dividing line?

It’s sort of like speeding.  No matter how fast you are going, you’re not speeding, but the guy going faster than you is.  Of course, anyone driving slower than you would say that you are speeding.

Same with manipulation.  Most salespeople will tell you that what they do is not manipulation.  They don’t cross that line, although others do.  In their eyes, it’s just influence and persuasion, a subtle nudge here and there, but not manipulation.  What they do is only manipulation in the eyes of someone who does it less.

Most salespeople know that pushing too hard is bad for business.  The question is, how little can you push, and still make sales?

 

Posted by at 4:02 pm
Jun 162014
 

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.

Posted by at 2:21 pm
Apr 212014
 

The next Sales Training Workshop on Connecting with High Probability starts on Tuesday 13 May 2014, and ends on Tuesday 27 May 2014.  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 Tuesdays.  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.

Posted by at 12:52 pm
Mar 122014
 

by Jacques Werth

The fear of not selling has too many salespeople pushing hard enough to be offensive.

No matter what their product or service, most salespeople will attempt to sell every potential prospect in hope of making a sale.  However, at any given time, most prospects are not ready, willing, or able to buy.  But for various reasons, a lot of prospects are willing to sit through a sales pitch while acting like they might buy – with no intention to do so.

Then, the salesperson becomes disappointed often enough, that they think that they should push harder, overcome objections, and try several closes.  Then they get rejected.

Most prospects buy for their own reasons, in their own time.  The right timing can put the salesperson in front of prospects when they are ready, willing, and able to buy – without pushing.

Posted by at 2:01 pm
Mar 042014
 

The next Sales Training Workshop on Prospecting with High Probability starts on Tuesday 18 March 2014, and ends on Tuesday 29 April 2014.  Tuition is $875 per participant (US Dollars).

This sales training workshop teaches participants how to use the High Probability Prospecting process, an alternative to conventional cold-calling.  We recommend this for people who have already taken our Connecting With High Probability workshop, or any of our other workshops.

This workshop is a series of 7 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 7 consecutive Tuesdays.  Most sessions take 90 minutes to 2 hours.  For more info about our time zone, please visit World Clock – Philadelphia.  Note that we will be on Daylight Saving Time during this course.

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.
  • Pay the tuition for the workshop, $875 per participant (US Dollars).  If you are paying by credit card, please call us at +1 610-566-1535.  Please do not send credit card information by email.

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

Posted by at 5:44 pm
Feb 252014
 

by Carl Ingalls

People automatically think of marketing as being insincere.  But what if it weren’t?  What if marketing were sincere?  What would that look like?

I turned to someone on Twitter who has done a lot more thinking about marketing than I have (but does not want to be identified).  I asked for her opinion about what sincere marketing might be, and this is what she told me.

I suspect it has to do with not over-promising, with having a clear, concise message that aligns perfectly with the actual product/service and doesn’t exaggerate or aggrandize.  I would say that this would be found in companies with a strong corporate ethic, environmental companies, and higher-end or possibly some luxury category goods/services.  Those that have a strong product/service that stands well on its own don’t have to ‘oversell’ so they would fall into this category I guess.

The reason this matters to us is that insincere marketing is not compatible with the way we teach people to sell.

What are your thoughts?

Posted by at 5:19 pm
Jan 152014
 

by Jacques Werth

Highly effective sales producers make fewer sales visits.  They only visit the prospects that are most likely to buy from them.  They become more and more skilled at knowing the difference between buyers and “tire kickers”.  They also become very skilled at communicating with real buyers.

Salespeople that follow this strategy close more sales per month (on average) than those who make more sales calls.

Posted by at 2:50 pm