Blog
Don’t Tell Me How To Sell
I was doing research on how top salespeople sell and I read about Bill in a contractor’s equipment magazine. He was the top salesman with the leading manufacturer of several lines of contractors’ equipment. So, I called him up and arranged to go out on a few sales calls to observe his sales process. This is Bill’s story.
Difficulty of Selling a New Idea
About the difficulty of selling something that requires prospects to give up long-held or cherished beliefs.
Job Finding Workshop Starts Fri 6 Nov 2009
The High Probability Job Finding Workshop starts on Friday 6 November 2009 and ends on Friday 20 November 2009. This workshop will teach you how to use the High Probability Prospecting process to find the job you want and get appointments with the right decision makers. Telephone sessions will be three consecutive Fridays from
High Probability Selling for Managers
An Engineering Manager used High Probability Selling to “sell” an idea and get cooperation from other managers in the same company.
Selling Workshop Starts Mon 19 Oct 2009
The next High Probability Selling Workshop starts on Monday 19 October and ends on Monday 23 November 2009. This workshop covers the High Probability Selling process and a basic understanding of how it works. Telephone sessions will be every Monday from 10:30 AM to noon. Tuition is $775.
Finding the Job You Want – Josh’s Story
Josh used High Probability Prospecting to find the job he wanted. He decided to sell life insurance, because he wanted “a job selling my way, which is High Probability Selling.”
Prospecting Workshop Starts Wed 7 Oct 2009
The next Prospecting Workshop starts on Wed 7 Oct 2009 and ends on Wed 11 Nov 2009. This workshop covers the High Probability Prospecting process, an alternative to traditional cold-calling. Telephone sessions will be every Wednesday from 10:30 AM to noon. Tuition is $775.
Who Are Your Real Competitors?
Who are the people that are taking sales away from you? What is it that they are doing better than you are?
Why Be Afraid of High Probability Selling?
High Probability Selling is scary. It’s a radical departure from what most salespeople are doing. It’s hard to believe that it will actually work. This article describes the basic fears that can prevent people from trying High Probability Selling.
When High Probability Selling Doesn’t Work
High Probability Selling (HPS) does not work for everybody or for every situation. This article describes 6 cases where HPS almost never works.
Prospecting Persistence Pays
My first job after college was selling forklift trucks in an industrial section of New York City. I was prospecting on foot because telephones were too expensive.
I walked into the main office of a company that made valves. I told the receptionist I needed to speak with John.
An angry-faced man stuck his head out of [...]
Prospecting Workshop Starts Wed 16 Sep 2009
The next High Probability Prospecting Workshop starts on Wednesday 16 September 2009 and ends on Wednesday 21 October 2009. 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 Wednesday from 10:30 AM to noon (Eastern Time, USA). Tuition is $775 (USD) per participant.
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
