by Carl Ingalls and Paul Bunn
That’s how Jacques Werth learned it. He discovered High Probability Selling (HPS) by watching and copying what hundreds of very successful salespeople were doing. Nobody had a name for it, until Werth created the name and wrote the book.
These top salespeople used a variety of methods, which Werth compiled into a single process. None of them followed that complete process, but most of them followed a common theme, a way of being when they were selling.
The process varied between these salespeople, but their way of being was the same, and that is what we focus on now.
This HPS way of being does not follow the commonly accepted doctrine of selling. Once you look outside of that doctrine (getting people to buy), you may start to see examples of HPS in the broader world around you.
For example, “Do you want to buy some Girl Scout cookies?” is pure and natural HPS. They don’t ask us if we need it. They don’t spin it to make it tastier. We respect them, because they are standing up and asking us a direct question, and they respect us to decide if we want cookies without being persuaded. Mutual respect.
Exercise. Find and note examples of the HPS way of being, and especially from people who have never heard of High Probability Selling.
We will write more about this. Meanwhile, your comments and questions are very much appreciated.
Author
” Their way of being” is a perfect way of describing it. I took the course around 2000 and it was my first attempt at sales. I struggled with following the process as it was laid out. I was told HPS wouldn’t work for home/auto insurance sales because it was a commodity. For a number of years after taking the course, I ended up in a different type of sales. It wasn’t until 10 years ago, I ventured back into insurance sales. As I read the blog post I realized my way of being is HPS.
Mike: If your way of being is HPS, you are ahead of the people who see it only as a process. Thank you very much for your comment. — Carl Ingalls