by Jacques Werth and Carl Ingalls
Most salespeople are Go-Getters. That is their basic attitude.
They try to get an appointment with every prospect that might need what they sell. They try to get around gatekeepers. They try to get the prospect interested in their pitch by stressing benefits.
When they meet, they try to get the prospect to like them. They try to get the prospect to trust them. They try to get the prospect to understand the value of what they sell.
They try to get the prospect to say “Yes” using various tactics of subtle persuasion. They focus on overcoming every objection so they can get to the close. If not, they try to get the prospect to continue the sales process.
Most top sales producers are Go-Finders. That is their basic attitude.
They find people who want what they are selling. They find decision makers who are ready and able to buy. They find a way to work with gatekeepers, not against them.
When they meet, they find out how much they trust the prospect. They find any potential deal-breakers as early as possible. If they see a serious issue, they cut their losses and move on quickly.
In closing, they find out if each feature of their product or service will actually meet the prospect’s requirements. To find the truth and not just get a “yes,” they disclose all known disadvantages as well as the advantages.
The result is that the Go-Finders find a lot more sales in a lot less time than the Go-Getters can create.
Author
I’ve really enjoyed reading this article and very much like the difference posited between ‘go-getters’ & ‘go-finders’.
I’m wondering if it was necessary to state ‘That is their basic attitude’, in the headings? The sentiment in the sentence appears to be somewhat judgemental (and even pushy) in a way I understood was anathema to the principles of HPS
Linda,
First, thank you very much for your feedback. Jacques and I did some thinking about that phrase “basic attitude” before posting the article. We decided it was probably one of those things that you just have to try out to see how people react to it. We know we have very thoughtful readers who are not too shy to tell us what they think (like you), and they help us learn how to communicate better.
The word “attitude” is an emotionally loaded word, a forceful word, and it carries lots of complicated connotations. (Even the phrase “Positive Attitude” has negative connotations.) When used expertly, emotionally loaded words can amplify and simplify the meaning of a complicated message. We are not expert writers, but we are working on it, and our readers help.
There is something special about the manner of a person who is practicing High Probability Selling well. We are exploring the idea of using the word “attitude” to talk about this special manner, and to differentiate it from the manner of people who are practicing conventional selling methods. Any suggestions would be greatly appreciated, from you and from all of our readers.
Thank you again,
Carl Ingalls
As always, you have provided an exceptionally clear and concise contrast between HP and traditional sales. Thank you both for the clarity you provide – in a world where the traditional selling paradigm remains dominant, your timely posts are quite welcome!
Don, You are very welcome, and thank you for your feedback. We will continue to write about the differences between High Probability Selling and conventional selling. – Carl Ingalls