A student of High Probability Selling (HPS) asked me if we had any materials that explained how we use the principles behind HPS while we are teaching and consulting. I replied that we do not have any such materials so far, but I plan on writing a blog post on the topic. Here is that post.
I have been a consultant providing technical advice in the area of embossing for many years, long before I met Jacques Werth and began to learn HPS from him. When I first started to grasp the mindset of HPS, I took the idea of not trying to convince people, and I started applying that idea to the way that I delivered my consulting advice in my embossing business. The idea is that trying to persuade someone to buy creates a natural and almost reflexive resistance, known in the sales trade as Sales Resistance. So maybe there is a similar thing in consulting, something we might call Advice Resistance.
I figured out the things that I had been doing to try to get my consulting clients to take my advice. I stopped doing those things, and I quickly noticed a difference. The more objective and neutral I was while delivering my advice, the more often they would actually follow through and do it.
When coaching and training clients about HPS, we do not try to get them to accept and follow what we teach. We do not provide reasons or logical arguments for why anyone should do High Prob. It has to be their choice and their decision. If they have not decided to do this, it’s not the right time to teach them.
This is very similar to how HPS salespeople treat prospects. The decision to buy or not to buy is completely up to the prospect.
People buy in their own time and for their own reasons. ~ Jacques Werth