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.

Persuasion vs Trust

It’s harder to trust someone whose first thought is to influence my purchase decision, even if their intentions are good.

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.

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.

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.

Finding the Market Demand

“Market demand” comes from people who want what you’re selling. This article describes an efficient process for finding and connecting with these people. by Jacques Werth and Carl Ingalls of High Probability Selling

What if Selling was more like a Video Game?

I’m fascinated by the quick learning abilities of my children when they play video games. Most recently my children received a Wii game unit for Christmas. Before the day had expired Samuel, my 8-year-old son challenged me to a boxing match.

Finally, I thought, something electronic where I can whup on my kids. I’ve got formal training in the martial arts and can move my hands quicker than any 8-year-old boy on the planet. The results? I didn’t make it past round 1. Sam KO’d me.

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.

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.