Comments on: Closing on Conditions of Satisfaction http://highprobabilityselling.com/2009/12/29/closing-on-conditions-of-satisfaction/ direct - open - transparent Tue, 07 Sep 2010 20:32:33 +0000 hourly 1 By: Jacques Werth http://highprobabilityselling.com/2009/12/29/closing-on-conditions-of-satisfaction/comment-page-1/#comment-7724 Jacques Werth Mon, 23 Aug 2010 16:46:44 +0000 http://highprobabilityselling.com/?p=579#comment-7724 You properly referred to the conference call as a "presentation." There is no real possibility of developing a personal relationship with three strangers on the phone. However, the Conditions of Satisfaction (CoS) can be very effective. Just be sure to have it written out. Present it as a series of features, benefits and detriments, with a request for commitment on each CoS. When you have completed all of the CoS questions ask them, “What do you want to do?” You properly referred to the conference call as a “presentation.” There is no real possibility of developing a personal relationship with three strangers on the phone.

However, the Conditions of Satisfaction (CoS) can be very effective. Just be sure to have it written out. Present it as a series of features, benefits and detriments, with a request for commitment on each CoS.

When you have completed all of the CoS questions ask them, “What do you want to do?”

]]> By: Karim Watson http://highprobabilityselling.com/2009/12/29/closing-on-conditions-of-satisfaction/comment-page-1/#comment-7718 Karim Watson Thu, 19 Aug 2010 14:48:13 +0000 http://highprobabilityselling.com/?p=579#comment-7718 Jacques, I do all my presentations and selling over the phone. I have read your book and just started applying it at work. I have a possible meeting coming up next week where I will have to conference with 2 or 3 decision makers over the phone. These guys are normally extremely busy people and I have not talk to them prior to this meeting because the manager I talked to is setting it up. Should I still try to talk to all 3 of them about their background and establish a relationship with them before we start talking business? I have 2 strikes against me. These guys I will have never talked to prior and they will be ready to do business IF they do attend the conference and I will be doing this whole thing on the phone. Jacques,

I do all my presentations and selling over the phone. I have read your book and just started applying it at work. I have a possible meeting coming up next week where I will have to conference with 2 or 3 decision makers over the phone. These guys are normally extremely busy people and I have not talk to them prior to this meeting because the manager I talked to is setting it up. Should I still try to talk to all 3 of them about their background and establish a relationship with them before we start talking business? I have 2 strikes against me. These guys I will have never talked to prior and they will be ready to do business IF they do attend the conference and I will be doing this whole thing on the phone.

]]> By: Joseph http://highprobabilityselling.com/2009/12/29/closing-on-conditions-of-satisfaction/comment-page-1/#comment-7531 Joseph Thu, 31 Dec 2009 15:53:29 +0000 http://highprobabilityselling.com/?p=579#comment-7531 I absolutely love the concept of 'total disclosure'. I use HPS technology in my personal relationships as well. It has helped me in establishing and setting boundaries with family members, friends, and even my wife. As a result, there are almost NO social or marital arguments! It's almost boring! Mr. Werth, and his firm, should be nominated for a Nobel Peace prize! Happy New Year! I absolutely love the concept of ‘total disclosure’. I use HPS technology in my personal relationships as well. It has helped me in establishing and setting boundaries with family members, friends, and even my wife. As a result, there are almost NO social or marital arguments! It’s almost boring!

Mr. Werth, and his firm, should be nominated for a Nobel Peace prize!

Happy New Year!

]]> By: PATRICK DWAN http://highprobabilityselling.com/2009/12/29/closing-on-conditions-of-satisfaction/comment-page-1/#comment-7530 PATRICK DWAN Thu, 31 Dec 2009 09:14:32 +0000 http://highprobabilityselling.com/?p=579#comment-7530 THE HI/PROB PROCESS IS GETTING MORE NATURAL FOR ME. THANKS... THE HI/PROB PROCESS IS GETTING MORE NATURAL FOR ME. THANKS…

]]> By: Chubby Davis http://highprobabilityselling.com/2009/12/29/closing-on-conditions-of-satisfaction/comment-page-1/#comment-7527 Chubby Davis Wed, 30 Dec 2009 14:45:10 +0000 http://highprobabilityselling.com/?p=579#comment-7527 Jim might not have a sale since VP has 2 ok PO.... Iris...was she telling a FIB,that she had power to buy? Jim might not have a sale since VP
has 2 ok PO….
Iris…was she telling a FIB,that she had power to buy?

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