Comments for High Probability Selling

Comment on The “All Buyers Are Liars” Trap by Steve Alexander

Steve Alexander — Mon, 20 Feb 2012 21:02:04 +0000

Your blog was the first time I have heard the saying “All buyers are liars.” Though I never heard it, I have seen it in action on many occasions, usually started by the salesman stretching the truth a little to make himself, his product, or his company look better. That would usually be followed by the buyer lying about his wants and budget, and eventually their little dance would end as a waste of everyone’s time and no sale.

It is fascinating and powerful how sticking to the truth works so much better than straying, even a little.

Comment on The “All Buyers Are Liars” Trap by Mike Michelozzi

Mike Michelozzi — Mon, 20 Feb 2012 20:01:23 +0000

I just returned from a conferece and one presentation had to do with being honest and genuine and listening to the other person not the sales talk inside your head. I had to learn this over some time and while I wanted to be trust worthy my desire to make a sale sometimes twisted what I said and why. Sometimes I made the sale but it didn’t stick.

This is an important blog post because it’s also got to do with the mis trust we can cause.

Mike

Comment on Will High Probability Selling Work for Me, or Not? by Currency of Trust » Blog Archive » COT_PL: 7 Skills

Currency of Trust » Blog Archive » COT_PL: 7 Skills — Fri, 17 Feb 2012 21:17:40 +0000

[...] Go here to discover if High Probability Work For You? [...]

Comment on What We Believe In – An Intro by Currency of Trust » Blog Archive » COT_PL The Me Pyramid

Currency of Trust » Blog Archive » COT_PL The Me Pyramid — Thu, 16 Feb 2012 21:55:01 +0000

[...] Here is a blog post on High Probability concepts. Click here to learn What We Believe In [...]

Comment on Talking Differently Opens a New Market by Becky

Becky — Sun, 15 Jan 2012 12:38:04 +0000

“Before I took your class I wasn’t hurting or about to quit my job, but I was starting to plateau. Your workshops have made my old ceiling my new floor.” GREAT quote.

Comment on What’s Right with Warm-Calling? by David Ross

David Ross — Tue, 10 Jan 2012 08:22:30 +0000

You’re welcome, Carl.

I wonder if anyone who is paid to sell something can really be an objective consultant. I remember a joke by the comedienne Paula Poundstone. She quipped that, one time in a clothing store, a salesperson help up a dress and said, “This looks better on,” to which Paula replied, “On what? On fire?”

In one of the blogs it was said that salespeople should NOT educate customers. Educating customers is marketing’s job. Spot on advice. Back when I was a car salesman, I remember that our top producer never gave out any information. He pretended that he didn’t know. Sometimes, when customers asked too many questions, he would send them to me. “David’s a college boy. He can answer that for you.” And I did. And I made very little money. Who is the dumb one now?

As always, thanks to all for your insights.

Comment on What’s Right with Warm-Calling? by Carl Ingalls

Carl Ingalls — Fri, 06 Jan 2012 23:37:31 +0000

Hello David,
You put that so well and so concisely. Thank you. You have expressed one of the greatest disadvantages of “Consultative Selling”. Too often, it turns you into a “friendly, helpful, unpaid consultant”.
Carl Ingalls

Comment on What’s Right with Warm-Calling? by David Ross

David Ross — Thu, 05 Jan 2012 21:21:36 +0000

To Steve and Jacques,

I should have the words “God deliver me from an interested propect” tatooed on my forehead. Interested prospects are fools gold, a deadly trap to ensnare mediocre salespeople. I’ve been a friendly, helpful, unpaid consultant for far too long. No more.

Thanks for your comments.

Comment on What’s Right with Warm-Calling? by Jacques Werth

Jacques Werth — Thu, 05 Jan 2012 21:20:23 +0000

David, Your question is like asking “How to put the toothpaste back in the tube.”

The next time you call those prospects, if they want to engage you in more conversation, follow Steve’s advice, above.

PS: A High Probability Prospecting offer should be no more than 45 words – not 40 seconds.

Comment on What I Learned About Sales from Robin Williams by Deb Adams

Deb Adams — Thu, 05 Jan 2012 21:08:40 +0000

I always read your e-mail articles — always they peak my interest. We ARE all in sales…even though no one actually (except actually salesmen) consciously realize that. Odd, isn’t it.

Thanks for the fresh articles, as usual.

Deb Adams