New Software for High Probability Prospecting

 Announcements, Blog  4 Responses »
Apr 292010
 

PyrBlu has developed software that supports the High Probability® Prospecting Process. The software has been tested with over 40,000 prospecting calls and is now available on a subscription basis. The first month is free for graduates of High Probability Prospecting training workshops. After that, the price is $65 per month or $500 per year.

The software is called High Probability® Launch Pad – A Prospecting Support System. It automates many of the details of the prospecting process, enabling the prospector to make more calls in less time. Most users have been able to prospect about 50% faster than they could without the software.

Here are some of the things the software does:

  • Displays the phone number and the name of the prospect to call, along with all relevant information about the prospect, including the history of previous calls.
  • Shows the prospecting offer that should be presented to the prospect. The prospector can choose a different offer if desired.
  • Records the prospect’s response to the prospecting offer.
  • Prompts the prospector with what to say when the prospect says yes or no, or something else.
  • Sends the appropriate email to the prospect when they ask for more info.
  • Records the results of the call, including any appointments that are made with the prospect.
  • Schedules when the next call should be made to the same prospect, and puts the prospect at the top of your call list at the right time.
  • Manages do-not-call requests.
  • Calculates and reports call statistics, which can be used to track and improve the efficiency of prospecting for each individual prospector. This is also available for teams of prospectors that are working together.
  • Manages prospecting offers. Users can create and edit prospecting offers.
  • Provides tips and guidance to help the prospector get the details of High Probability Prospecting right.

Most users become proficient at using the software within an hour or two. The software runs in your browser, so you do not have to install extra software.

Please note that the software is not likely to work for someone who does not use High Probability Prospecting.

You can get more information about High Probability® Launch Pad on its website. A list of features, along with the benefits and detriments of each feature is available on the Conditions of Satisfaction page.

Live demos of the software take between 10 and 20 minutes and can be arranged by emailing Charles Himmer at charles@pyrblu.com or calling him direct at 888-851-0550.

 Posted by Charles Himmer at 12:57 pm

Conditions of Satisfaction Workshop – 6 and 13 May 2010

 Announcements, Blog  2 Responses »
Apr 222010
 

The next Conditions of Satisfaction Workshop starts on 6 May and ends on 13 May 2010 (two consecutive Thursdays).  Classes will be conducted by telephone sessions (teleconference) from 1:30 PM to 3:00 PM each day, led by Jacques Werth.  The price is $185 USD per participant.

The Conditions of Satisfaction is the sales closing process we teach as part of High Probability Selling.  We are offering it as a separate course because this gives people a way to try one piece of High Probability Selling to see if it works for them, without having to learn the entire process.

This closing process is completely open and transparent, with no pressure or manipulation of any kind.  Salespeople who master and apply this process see significant increases in their closing rates.

When using the Conditions of Satisfaction closing process, each feature of the product or service is presented along with its benefits and detriments, and the prospect is asked to close on each feature.  You can see some examples of how this is done on our Conditions of Satisfaction webpages.  These webpages show the features, benefits, and detriments for using the process and for taking the workshop.

This is a “learn by doing” workshop, which means that participants will need to do a lot of preparation before each of the two sessions, and submit their work for critique and coaching.  A homework assignment is due before the first session.

We require all workshop participants to read our Confidentiality Agreement and agree to its terms before they participate in our workshop.  These terms are explained on our Confidentiality Agreement Webpage.  This is necessary because other participants will be revealing important details about their business.

We also require all workshop applicants to complete the Pinnacle Benchmark Survey.  We want all of our workshop participants to be very successful in benefiting from the Conditions of Satisfaction process, and this will help us be more selective in accepting applicants for the workshop.

Complete instruction on how to apply for the Conditions of Satisfaction Workshop can be found on our Conditions of Satisfaction Workshop Application Form.

 Posted by HPS Admin at 8:54 pm

If Prospects Buy on Emotion, Why Sell on Logic?

 Articles, Blog  4 Responses »
Apr 222010
 

It’s been well known for at least 70 years that “Prospects buy on emotion and justify with logic.”  So why is it that average salespeople rely only on logic to sell their products and services?

Perhaps they don’t realize that the very top producing salespeople always rely on their ability to reach the emotional core of their prospects.  The connections that they achieve result in profound relationships of mutual trust and respect.

This changes the basic concept of what selling really is.

You can read more about this concept in our book, “High Probability Selling”.  The first four chapters are online.

 Posted by Jacques Werth at 4:08 pm

Willing to Walk Away

 Articles, Blog  1 Response »
Apr 122010
 

Being willing to walk away from a deal will get you much better deals.  This may be obvious to some readers, but may not be so obvious to salespeople who cannot take “No” for an answer.

Most buyers see an abundance of salespeople in the world.  They have no difficulty in walking away from any one of them, because there will always be plenty more.  They feel they can afford to be selective, and this reveals confidence.

Many sellers see a scarcity of buyers.  They act as if they have to pounce on every opportunity for a sale, even when the chances are slim.  They feel they cannot afford to be selective, and this reveals desperation.  Salespeople who cannot take “No” for an answer are people who are not willing to walk away, and they pay a penalty for this.  For one thing, they have to cut their prices, and then they blame the customer for caring too much about price.

The most successful salespeople see plenty of buyers in the world.  They have no difficulty in walking away from any one of them.  They just move on to the next person in their list.  They are very selective about the people they do business with.  As a result, they make more sales and they get better prices.

Author’s note:  The theme of this blog article was suggested to me by Linda Sgoluppi in a conversation on Twitter.

 Posted by Carl Ingalls at 2:05 pm
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