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New Idea for High Probability Marketing
We have a new idea for marketing HPS. We are going to use part of the High Probability Selling process as a marketing tool. It’s called the “Conditions of Satisfaction”, and is normally used when closing a sale. One feature of this closing process is total disclosure of all of the known benefits and detriments that a customer might experience from purchasing the product or service. Since it is highly structured and self-explanatory, it may work well for presenting a new product or service on a webpage. We are going to try it, and we hope you will tell us how well it works.
We will use the “Conditions of Satisfaction” closing process to announce and describe a new workshop that will train people how to use the customer’s “Conditions of Satisfaction” to close sales. When the webpages and the workshop are ready, we will announce them on this blog, and that will be within the next few weeks.
(Update on 14 January 2010 – The Conditions of Satisfaction Workshop is described at www.HighProbSell.com/workshops/CoS_Workshop.html)
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Carl,
As I see it, it would be totally on-message for you to fully disclose the potential detriments – as well as the possible benefits – of HPS, in your marketing communications.
In the preceding sentence, the critical words are “potential” and “possible,” because no one can honestly say in advance, whether a prospect will reap the benefits HPS. Anything else is hyperbole, a characteristic of Traditional selling that you should avoid at all costs.
IMHO,
Brad Simpson