The simplest way to sell something is to find people who want it. That’s the basic idea behind High Probability Selling (HPS). But why is it so hard to do?
We complicate things. We go far beyond just finding people. We try to change their minds. We try to get them to do something we want them to do.
These are deep habits, and they are very difficult to let go of. However, changing those habits is necessary to be successful when applying HPS.
There must be some kind of emotional reward that reinforces our need to influence or persuade other people. Here is an article that talks about such rewards: “How to Break Up with Your Bad Habits” by Jud Brewer.
We will discuss this in our next HPS Community Forum (scheduled for Thu 12 Oct 2023 at 10am USA Eastern Time on Zoom). If you want to attend, please Contact Us and please provide an email address where we can send you the Zoom sign-on details. Anyone with an interest in High Probability Selling is welcome. No charge.
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It’s funny how the profound often escapes our grasp. Over my 15 plus years of “Story Time with Jacques”, from the numerous reflections on the true originators of what we know as HPS, this simplicity was a common thread. It was of course easily obscured by my quest to replicate what was being said in the stories or what was being purchased or the personalities involved and trying to capture the magic. But in hindsight, the magic wasn’t in the details.
“Do you want it?” “Are you willing to set aside an hour to discuss it?” “And if you still want it after we talk about it, what will you do next?” You have the true essence of High Prob. (Or throw in some classic New York City swear words, and you have an “in the beginning” Jacques Sales Story.)
While drinking coffee and talking with Carl this morning, each of us realized (not the first time mind you) that in all our experience across more than two decades of trying to master HPS, alone and with friends and clients, one of the best examples of HPS is a Girl Scout selling cookies. “Hi, wanna buy some cookies?” HPS…Pure and simple. (Just keep the parents out of the process, or it will get complicated very fast.)