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

Next High Probability Prospecting Workshop Starts Tue 6 April

The next High Probability Prospecting Workshop starts on Tuesday 6 April and ends on Tuesday 11 May 2010. This workshop covers the High Probability Prospecting process, an alternative to traditional cold-calling. There will be one workshop session per week for six weeks, and exercises will be assigned between sessions. Telephone sessions will be every Tuesday from 10:30 AM to noon (Eastern Time, USA). Tuition is $775 (USD) per participant.

Next High Probability Selling Workshop Starts Mon 29 March

The next High Probability Selling Workshop starts on Monday 29 March and ends on Monday 3 May 2010. This workshop covers the High Probability Selling process and a basic understanding of how it works. There will be one workshop session per week for six weeks, and exercises will be assigned between sessions. Telephone sessions will be every Monday from noon to 1:30 PM (Eastern Time, USA). Tuition is $775 (USD) per participant.

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.

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.