written by Jacques Werth in about 2006, and posted here by Carl Ingalls
High Probability Selling is a structured, linear, step-by-step sales process. At each step along the way, you, the salesperson, and the prospect both have the option of saying “Yes” or “No”. Prospects close themselves each time they agree to move forward in the sales process.
The Story Behind the Process
The High Probability Selling Process is based upon extensive research of the top 312 performers across 23 industries. They were an elite group—part of the top 1% in their respective industries—who typically out-produced the top 20 percent in their industry by a factor of 3 or 4. Over a period of forty years, Jacques Werth went out on sales calls with top performers, observing and recording everything they did.
The discovery? These sales stars had intuitively created a totally new selling system. They didn’t realize it was a different system. Jacques Werth did. He collected the data, analyzed it, and put it together in this simple yet powerful system—High Probability Selling.
Top performers are the best in the business. They know the difference between a true prospect and one who is merely ‘interested’ – and will hardly ever buy. They know that preparing elaborate proposals is usually a waste of time. They know that the only prospects worth their time are High Probability Prospects: Prospects who want, need, can afford your products and services, and are willing to buy—now.
Stop Wasting Time!
The most common mistake made by salespeople is that they waste time trying to manipulate, persuade and convince prospects to buy. A lot of time and energy is devoted to activities that will inevitably lead to nothing.
Learn to Focus Your Sales Efforts on Truly Qualified Prospects.
In High Probability Sales Training, we teach you selling skills that are proven and effective. We train you to close more sales by negotiating a series of mutual agreements – beginning with the setting of the very first appointment. We train you to consummate sales with dignity and professionalism – without stress or pressure.
High Probability Selling trains you to close more sales, enjoy selling more, and to earn more money—without compromising your ethics. Is that what you want? If it is, enroll in a HPS sales training course.
Note from Carl Ingalls, on 8 Feb 2022. I copied the above text from a webpage that Jacques Werth had created in about 2006. It is typical of the persuasive style he used when marketing (but never when selling). I prefer to use non-persuasive language in my own marketing efforts, because that is more consistent with what we do and teach in High Probability Selling, and also because I believe it is best to make marketing and selling more consistent with each other. I’d love to hear your thoughts on this.
Author
Hi Carl,
I’m curious. What was it in Jacques post that you found as an example of “persuasion” marketing?
And how would yours look differently?
And you can post my question. I think this would be useful and helpful on the HPS Facebook page..
Robert Sims
On Tue, Feb 8, 2022, 6:07 PM High Probability Selling Blog wrote:
> Carl Ingalls posted: ” written by Jacques Werth in about 2006, and posted > here by Carl Ingalls High Probability Selling is a structured, linear, > step-by-step sales process. At each step along the way, you, the > salesperson, and the prospect both have the option of saying “Y” >
Hello Robert,
Jacques’ use of persuasion language in this article is mostly in the title, with the words “Just”, “Proven”, and “Dramatic”. Jacques considered the first to be a poison word, never to be used in selling. The other two words are judgmental, and therefore persuasive (in my book).
The problem with saying that this selling system is “proven” is that it implies that the effectiveness of this selling system is universal, when we know that HPS does not work for everyone. It’s not an objective statement, and it’s not balanced. It tells only one side of the story, which is what you do when you want to sway someone with half-truths.
The rest of the post is much more informative, and less persuasive in language. However, the overall purpose behind the post comes across to me as intending to convince people to adopt the High Probability Selling system.
Carl Ingalls
The following came by email from one of our readers:
I understand re consistency however my thoughts are, in marketing it is surely ok to generate lots more interest than actual sales or applicants at that stage “as long as it costs you nothing” other than sending email or directing to websites etc . There will be many new to the idea of HPS that do not know it exists so they didn’t even know the HPS process is what they want or need – I was that person!
I am now retired but I originally bought Jacques book in about 2008/9 I think and have followed the HPS to the best of my ability within the restricted limitations of the company I worked for as an Audiologist selling hearing aids in the UK. They always wanted to generate interest and persuade buyers – I never did – I saved so much time and effort and was not only our regions top seller over the last 11 years but my proudest statistic was I always had the lowest cancellation figure of 7% where company average was 25-30%. All due to HPS and I thank you.
Best Regards,
Ian
Hello Ian,
Thank you for giving me permission to move this conversation from email to this blog, where more people may benefit from the exchange.
I’m not going to consider whether it is ok or not ok to be persuasive in marketing. I see High Probability Selling as a matter of choice. Whether to do it or not, when to do it or not. People make choices based on their own reasons, and, in my efforts to apply HPS principles, I try not to change or influence other people’s reasons.
I do try to inform people what HPS is, so at least they know it exists. After that, it’s up to them.
Thank you again,
Carl Ingalls
I enjoy the way Jacques Werth writes and reading his material. I did not realize he was using persuasion language in this article, until you pointed it out. This goes to show we don’t know what we don’t know.