- High Probability Selling (HPS) is too direct. I can’t communicate that directly with my prospects or clients, because they’ll be offended. And if I offend them by asking direct questions, I will lose the sale.
- The reason people buy from me is because I’m so nice to them. Everyone knows that people HAVE to like the salesperson. If I stop being super nice to them, they’ll stop buying from me.
- HPS doesn’t require any sucking up or flattery or feigning interest in what the customer likes. But if I don’t find commonality and create rapport, then how can I get them to like me?
- HPS will get me less appointments. Sales is a numbers game, and less appointments ALWAYS means less sales.
- HPS recommends disqualifying prospects who aren’t ready to do business. I can’t afford to leave money on the table without chasing every single opportunity, no matter how unlikely.
- The High Probability Selling book is all about outbound prospecting, and I don’t do outbound prospecting. All my calls are inbound or referral, so there’s no way it will work for me.
- The book is based on selling B2B (business to business). I only sell B2C (business to consumer), so it won’t work for me.
- I am in financial services, and I do seminar selling, and seminar selling isn’t mentioned in the book, so HPS won’t work for me.
- HPS says that you don’t have to educate people to get them to buy. I sell to consumers who never know what they want and can’t make a decision. Unless I am there to tell them what they want and why they want it, I won’t make any sales. So HPS won’t work for me.
- The only reason people buy from me is because I’m able to impress them with all of my knowledge and credentials, and unless I wow them more than the other guys, they’re not going to buy from me.
- High Probability Selling claims to be selling without needing to overcome objections. But that’s impossible, because everyone knows you have to overcome objections in order to sell anything. My job as a salesperson doesn’t even start until they say “no”.
- Order takers aren’t real salespeople. People who get lay-down sales aren’t working hard for it, and I don’t want to be perceived as someone who finds sales easy, so HPS won’t work for me.
- HPS is all scripted and C level executives hate scripts, so it won’t work for me.
- Success at HPS requires that I keep track of my prospecting and sales activity, and I hate keeping records. I enjoy winging it and going by feel, so HPS isn’t going to work for me.
This is just a few reasons HPS can’t possibly work. There are certainly a lot more. If you have any to contribute, or if you want to learn more, please join us for our next HPS Community Forum meeting (details below).
You are also welcome to add comments to this blog post. We will answer as many as we can.
When: Thursday 19 June 2025 at 9:30 AM (USA Eastern Time)
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Author
Author: Anthony, HPS disciple.
A brief rebuttal to some of the logical reasons why HPS won’t work.
#6, 7, and 8. No, HPS is about one person speaking to another person using specific words and questions. The setting is irrelevant.
#9. No man knows what another man/woman does, or does not know, or what he/she wants, until he asks them a direct question.
“Is that something you want?”.
If yes, please tell me why.
If no, thank you, good day.