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Archive for September, 2009

Who Are Your Real Competitors?

By Carl Ingalls ⋅ September 28, 2009 ⋅ Post a comment

Who are the people that are taking sales away from you?  What is it that they are doing better than you are?

Why Be Afraid of High Probability Selling?

By Jacques Werth ⋅ September 24, 2009 ⋅ 3 comments

High Probability Selling is scary.  It’s a radical departure from what most salespeople are doing.  It’s hard to believe that it will actually work.  This article describes the basic fears that can prevent people from trying High Probability Selling.

When High Probability Selling Doesn’t Work

By Carl Ingalls ⋅ September 17, 2009 ⋅ 2 comments

High Probability Selling (HPS) does not work for everybody or for every situation. This article describes 6 cases where HPS almost never works.

Prospecting Persistence Pays

By Jacques Werth ⋅ September 10, 2009 ⋅ 24 comments

My first job after college was selling forklift trucks in an industrial section of New York City.  I was prospecting on foot because telephones were too expensive.   I walked into the main office of a company that made valves.  I told the receptionist I needed to speak with John.   An angry-faced man stuck [...]

Prospecting Workshop Starts Wed 16 Sep 2009

By HPS Admin ⋅ September 4, 2009 ⋅ Post a comment

The next High Probability Prospecting Workshop starts on Wednesday 16 September 2009 and ends on Wednesday 21 October 2009. This workshop covers the High Probability Prospecting process, an alternative to traditional cold-calling. There will be one workshop session per week for six weeks, and exercises will be assigned between sessions. Telephone sessions will be every Wednesday from 10:30 AM to noon (Eastern Time, USA). Tuition is $775 (USD) per participant.

Survey Results on What Motivates People to Sell Better

By Carl Ingalls ⋅ September 2, 2009 ⋅ Post a comment

Results from the survey on “Why Would You Want to Sell Better?” The most frequent response was “Be more competent and effective at what you do.” This survey began with a blog post dated 21 August 2009.

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