by Carl Ingalls
High Probability Selling is both a method of selling and a way of thinking about selling that is fundamentally different from how most people think about selling.
Most salespeople believe that selling is about convincing someone to buy from them. They may use overt persuasion or subtle influence. The objective is to change the prospect’s mind.
A different way of thinking about selling is to find people who already want what you are selling, rather than trying to convince them. This is one of several core principles of High Probability Selling.
The way that you think about selling drives what you do. What you do makes all the difference.
Author
Wow, I’m going to have to read the book. I call what I think High Probability Selling is “Finding Timing.” The concepts sound very similar.
Mitsu –
I am not familiar with the term, “Finding Timing,” and I would like to know about it.
Timing is a very important strategy of High Probability Selling. It is based on the knowledge that “people buy in their own time, for their own reasons.”
Jacques
Jacques,
To read about Mitsu’s ideas on “Finding Timing”, go to his blog at http://www.tips-on-enterprise-it-sales-lead-generation.com/ and then scroll down to his post that mentions “finding timing” in the title. This is his own concept, and appears to be very similar to some of your own observations.
Also, I just now read one of his more recent articles, where he discusses “sweet spot names” when prospecting. This is another concept which appears to be very similar to what you teach, and what you mean by High Probability® Prospects. It’s about being selective in whom you call, and about recognizing that your time is valuable.
Carl Ingalls
I just purchased your book and I am looking forward to reading it and improving myself. It’s very comforting to know that someone has actually defined the finer points of the selling process. The traditional way of selling is an antiquated process and definitely counter-productive. This was the help I’ve been looking for in this chosen profession of mine. My sincerest thanks to you.