Why are some people unwilling or unable to do High Probability Selling?

I think I have a couple of answers. 

  1. High Probability Selling (HPS) is scary, and more so for some people than others.  It’s easy to imagine a lot of things going horribly wrong, and those fears don’t go away until you actually do it.  I experienced that for a while, until I finally did the full Trust and Respect Inquiry (TRI) all the way through Level 3, and outside of a training situation. 
  2. Habits need to be changed, and especially in the way we interact with other people.  Some students don’t seem to be able to do this, and they keep on acting in ways that don’t work with HPS. 
  3. Change is uncomfortable. 
  4. Resistance to being pushed is a common reflex in a lot of people.  Trying to convince a student that they should do things in a different way can be counterproductive. 
  5. Some people believe that they need to be convinced before they are willing to try HPS.  They live in a world of persuasion, and it is particularly difficult for them to let go of that when selling to other people. 
  6. Small steps toward HPS can have very negative results, depending on what path you take.  A path of continuous improvement is difficult to find.  So much has to come together all at once, and this can be very discouraging. 

I’d love to hear ideas from readers and practitioners of High Probability Selling.

Author: Carl Ingalls

Administrator for High Probability Selling Blog

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