Blog
Angry People
One day I heard a very loud bang and angry shouting coming from the front office. I went out to see. There was a large man holding a baseball bat high over his head in one hand. He looked and sounded enraged, irrational, and dangerous. Several of the office staff were cowering along one wall. I said, “You seem very upset.”
Honesty Works Best
There are plenty of moral reasons to be honest, but there are also very pragmatic ones. Even in selling, honesty just works better.
New Workshop – Conditions of Satisfaction Closing Process
The Conditions of Satisfaction Closing Process is a very structured way of describing what you are selling. Each Feature is presented with a list of its Benefits and Detriments, followed by a confirmation that it meets the customer’s conditions of satisfaction. People who use this process close more sales.
Realtors: What Type of Prospect Do You Want?
Matching each of the three types of prospects with its most effective sales process produces the highest closing rates. However, most Realtors utilize just one type of sales process and use it on every type of prospect they encounter. The most successful Realtors are very selective about which type of prospect they meet, and use the most effective sales process for that type.
Closing on Conditions of Satisfaction
I was riding along with Jim Langworthy, one of the top sales producers in the industry that supplies production equipment to the electronics industry. He was not an engineer, but almost all of his prospects and customers were engineers. I was there to watch him sell.
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 …
What Should High Probability Marketing Look Like?
What kind of marketing would fit with High Probability Selling? A lot of marketing methods are designed to persuade people to buy a product or service, and they often present a very unbalanced picture of the strengths and weaknesses of what they are pushing. This is contrary to the way we train people to sell.
Brief Update
We will soon be announcing a new workshop, designed for people who want to try out just a small piece of the High Probability Selling process, so that they can see how well it works for them.
Does High Probability Selling Need an Explanation?
Do you need to hear a plausible explanation for why something works before you are willing to try it out for yourself? Or is it enough just to know that it has worked for others? Do you think that High Probability Selling needs an explanation?
What It Feels Like to Be a Sales Manager
On most days there are times when you feel terrified. One of those times is when you are scheduled to have a closed meeting with your boss. You even dread the possibility of accidentally meeting him in a hallway. Another is when you read things like “ERS Research says the average tenure of sales manages is now less than two years.” You also feel terrified when you realize that you are trying to do too much and very little is actually working. …
An Introduction to High Probability Selling
This Introduction is taken from the book “High Probability Selling” by Jacques Werth and Nicholas E. Ruben. It ends with “High Probability Selling takes salespeople off their knees and puts them back on their feet, with dignity, where they belong.”
I Don’t Do Business With People Who Talk to Me Like That
I’m sure you’ve had a salesperson try to push you into a sale by asking something like, “You do want to make money, don’t you?” How does that make you feel?
Recent Comments
- Carl Ingalls on What High Probability Selling is About – Briefly
- Jacques Werth on What High Probability Selling is About – Briefly
- Mitsu Fisher on What High Probability Selling is About – Briefly
- Carl Ingalls on Realtors: What Type of Prospect Do You Want?
- Richard Himmer on Honesty Works Best
Most Emailed
- Trust and Respect – The Ultimate Competitive Advantage - 7 emails
- 9 Tips for Prospecting Success - 5 emails
- How Top Producers Eliminate Objections - 4 emails
- Recession: A Great Time to Sell - 3 emails
- Prospecting and the Gatekeeper - 2 emails
