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People Buy in Their Own Time for Their Own Reasons
People don’t buy because you convinced them. People don’t buy because you think they need what you are selling. People don’t buy because you create an urgency. People don’t buy because you need to make a sale. People don’t buy because they are interested.
Workshop Schedule – 2010.08.25
Here are the upcoming sales training workshops from High Probability Selling, as of Wed 25 Aug 2010. The next Selling Workshop starts 15 September and the next Prospecting Workshop starts 16 September. Each workshop runs for 6 weeks, with one 90-minute session per week. The price for each is $775.
Persuasion vs Trust
It’s harder to trust someone whose first thought is to influence my purchase decision, even if their intentions are good.
Workshop Schedule – 2010.08.06
Upcoming sales training workshops from High Probability Selling, as of Fri 6 Aug 2010.
Being vs Doing
High Probability Selling is more about being than doing. It requires a radical change in a person, not just a radical change in action.
Establishing a Relationship
For most salespeople, establishing a relationship with someone is the most difficult and confronting aspect of High Probability Selling. It requires the salesperson to forget about selling and just be a person. It’s also the single most important step in High Probability Selling.
Schedule of Upcoming Workshops
Here are the workshops currently being offered by High Probability Selling. The next Selling Workshop starts 25 August. The next Prospecting Workshop starts 20 July. The next Closing Workshop hasn’t been scheduled yet.
What We Believe In – An Intro
This is an overview of the things we Believe In, the fundamental beliefs at the core of High Probability Selling, the things we stand for. Our best customers are the people who share our deepest beliefs.
New Software for High Probability Prospecting
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 Selling training workshops. After that, the price is $65 per month or $500 per year.
Conditions of Satisfaction Workshop – 6 and 13 May 2010
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.
If Prospects Buy on Emotion, Why Sell on Logic?
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?
Willing to Walk Away
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.
Recent Comments
- Jacques Werth on Trust and Respect – The Ultimate Competitive Advantage
- Mike Les on Trust and Respect – The Ultimate Competitive Advantage
- Jacques Werth on Closing on Conditions of Satisfaction
- Jacques Werth on Establishing a Relationship
- Karim on Establishing a Relationship
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