“Convince Me” – What If a Prospect Wants to be Persuaded?

If someone asks you to tell them why they should buy what you are offering, you have a decision to make.  It’s time to decide if you want to do some persuasive selling, or not.

There are a number of reasons you might want to do this:

  • You might want to go back and try that other way of selling, just to remind yourself of what it tastes like.
  • You might be someone who loves persuading people, and you don’t get enough of that when doing High Probability Selling.  You just need to get it out of your system.
  • You really aren’t sure yet whether you want to do HPS or not, so you do what has worked well enough for you in the past.

If you decide that you do not want to get involved in convincing someone to buy, here is an example of what I would do, based on what I learned from Jacques Werth.

  • Prospect:  Convince me.
  • Me:  I’m not willing to do that.
  • Prospect:  Why not?
  • Me:  That’s not the way I work.
  • Me:  What do you want to do.

This article was prompted by a conversation I overheard recently in the HPS Private Discussion Group on Facebook.

Comments and questions on this post are very welcome.

“Convince Me” – What If a Prospect Wants to be Persuaded?

People Use the Telephone Differently Today, and How This Affects High Probability Selling

It used to be that people would pick up the phone just because it rang.  Today, people need more reason than that.

They need to know who’s calling and what it’s about.  And even if they do want to talk with that person, they will often choose to call back later, rather than interrupt what they are doing in that moment.

In the past, people were more concerned about missing something important on the phone.  It might be a friend in need, or it might be a new customer.

Today, a ringing phone is much more likely to be a nuisance call, and much less likely to be from someone we want to talk to.  If we don’t recognize the caller ID, we let the call go to the answering machine.  And, in many cases, we can hear the voice while it is being recorded, and we can pick up the phone if we decide we want to do so.

This is all bad news for people who use the telephone to make prospecting calls, and especially for those who make cold calls.

Even though the warm calling part of High Probability Selling gives salespeople an advantage over those who do only cold calling, we have still had to modify our methods.  Many of the details that worked 20 years ago don’t pay off well enough today.

Here are a few of the changes:

  • Prospecting offers are shorter and simpler.
  • We usually leave voice mail.
  • Marketing is even more important than before.
  • We handle more incoming calls.
  • We have less control of the conversation.
  • We use social media to reach out to people, and we sometimes use email.
  • We focus more on the principles and less on the process.
  • We use a special inquiry method for prospects who call us.

But most things remain the same.  We still take no for an answer.  We still work with, not around, the gatekeeper.  We still reach out again and again with different offers, at a frequency of 3 to 6 weeks.


For upcoming sales training events, please visit the High Probability Selling Calendar

People Use the Telephone Differently Today, and How This Affects High Probability Selling

Trust and Respect Inquiry, a New Mini-Course in HPS

The next High Probability Selling Mini-Course will be a short webinar session about the Trust and Respect Inquiry, on Tuesday 3 December 2019 at 1pm USA Eastern Time.  39 minutes  for $39

The Trust and Respect Inquiry (TRI), has also been called Connecting and Getting Personal in past HPS sales training workshops.  It is described in the HPS book, in the chapter titled “Establishing a Relationship”.

In HPS, we do not attempt to create or build a relationship.  We test it.  The TRI is a discovery process.  We want to find out what sort of a relationship is likely to form with a prospective customer, so that we can make better decisions about how we will proceed.

In other sales methods, the salesperson uses rapport-building techniques to try to influence the prospect.  That is not our purpose, so we do things very differently.

This mini-course includes a description of what the TRI is and how it is used, plus the basic principles and guidelines.  It does not include any demonstration or practice, and is not designed to teach someone how to do it.  Those things are covered in the full 3-week workshop version of the material.

The webinar will be led by Carl Ingalls in real-time (live).  Content is mostly audio (speaking), with some video (text, graphics).  The session will be recorded (audio and video, plus transcript), and the recording will be made available to everyone who signs up (and pays for) the mini-course.  The recording of this session may be offered for sale later.

The webinar platform is GoToMeeting.  If you have not already downloaded and installed the GoToMeeting app on your computer or mobile phone, I strongly recommend that you do so at least 30 minutes before the webinar begins.  And even if you have the app and are already familiar with GoToMeeting, please note that they have changed their user interface quite significantly recently, so I recommend joining the meeting 5 or 10 minutes early.

The price is $39 USD per person.  However, I have 10 introductory discount coupons to give away, each $15 off.  If you want one, please contact me (Carl Ingalls) by phone at +1 610-627-9030 or by email at info@HighProbSell.com (before you click on the purchase link below).

If you want to purchase this HPS Mini-Course about the Trust and Respect Inquiry (TRI) now, you may use this link:  https://high-probability-selling.myshopify.com/cart/31226966409276:1?channel=buy_button

Future HPS Mini-Courses will appear on the HPS Training Calendar at least a week before they are scheduled.

 


More info can be found at www.HighProbSell.com/workshops/index.html#minicourses

Trust and Respect Inquiry, a New Mini-Course in HPS

Mini-Courses on Various Topics, Individual Parts of High Probability Selling

Announcing a series of Mini-Courses in High Probability Selling.  These are short topics, each delivered in a single webinar session.  39 minutes  $39

The webinar platform is GoToMeeting, led by Carl Ingalls in real-time (live).  Content is mostly audio (speaking), with some video (text, graphics).

The first HPS Mini-Course will be about the Conditional Commitment Question, scheduled for Tuesday 19 November 2019 at 1:00pm USA Eastern Time (same time zone as New York).  This first session is limited to a total of 10 participants.

The price is $39 USD per person.  However, I have 10 introductory discount coupons to give away, each $20 off.  If you want one, please contact me (Carl Ingalls) by phone at +1 610-627-9030 or by email at info@HighProbSell.com

If you want to purchase this HPS Mini-Course about the Conditional Commitment Question now, you may use this link:  https://high-probability-selling.myshopify.com/cart/31226966409276:1?channel=buy_button

The second HPS Mini-Course will probably be about the Trust and Respect Inquiry (TRI), which has also been called Connecting and Getting Personal in past HPS sales training workshops.  The date has not been selected yet.

Future HPS Mini-Courses will appear on the HPS Training Calendar at least a week before they are scheduled.

Some sessions may be recorded (audio and/or video), and some recordings may be offered for sale later.


More info can be found at www.HighProbSell.com/workshops/index.html#minicourses

Mini-Courses on Various Topics, Individual Parts of High Probability Selling

Questions About High Probability Selling From Beginning Students

Here are some questions and comments submitted by students who were just beginning to learn High Probability Selling (HPS), plus responses provided by me (Carl Ingalls).

Syd:  The scenario is scripted and far from real life (in my experience).
Me:  Yes, it reads like a script.  And yes, the scenario is far from real life in most people’s experience.  Some people want that, and some do not.  Some people want something that is very different from their experience.  Others want something that fits in with what they have already learned.  High Probability Selling can seem strange and unrealistic to someone who is used to thinking of “selling” as something you do for the purpose of getting people to buy.

Syd:  Prospects do not have this much time to talk about their personal lives.
Me:  It depends on how you interact with them.

Magdalena:  What about “transferability” of the methods of HPS to situations where “selling” is not the main part of the job?
Me:  If you see “selling” as getting someone to buy from you, then HPS does not apply at all.  If you see “selling” in a much broader sense, where you include interactions where money is not involved, then HPS ideals and methods can be applied in almost every situation where you want to work with people.

James:  Have you any experience of a trained telemarketer doing this for the salesman or does it have to be done by the individual themselves?
Me:  Several companies use trained telemarketers to find high probability prospects, and make appointments that salespeople go on.  It can work very well when the prospector and the salesperson use compatible methods.  It can also work quite terribly when they don’t.

Jimmy:  I have to talk to Managers, Engineers and Supervisors in the Mechanical Maintenance Department.  How do I get their names?
Me:  If you “have to” do this because it is a necessary part of the sales process you use, and it is not working well enough, then a different sales process may work better for you.

Jimmy:  Salesmen are usually “yesmen”.  What happens when the prospects are asked tough questions; it could be something new to them?
Me:  There are a lot of yes-men, and they don’t get much respect.  Salespeople who act with self-respect do.  This can be a novel experience for a prospect.  Very few will comment on it, especially if done in a neutral, matter-of-fact manner.  If they try to “test” you, they might say something.

Jimmy:  What to do, if the answer to any question is No or Evasive during the process.  Do you walk away if the answer is an not an emphatic Yes?
Me:  It depends on the question, and where in the process.  If they say “no” to the prospecting offer, then we say, “Ok. … Goodbye”, and call them some other time.  If the “No” means that the prospect is not a High Probability Prospect, then we walk away (for now).  When we can’t tell, we find out by asking very direct questions.  Continued evasiveness is also a pretty clear signal that it’s time to leave.  If we do not get a “Yes” to the important questions, we walk away.  However, we teach our students to go light on the disqualification until they get more experience, but always ask the questions.

David:  What’s the definitive answer to dealing with leaving voicemails?
Me:  Leave a voicemail whenever possible, and make it very short.  Include a call-back number.  If you do get a return call, treat it like an inbound prospecting call.

David:  What if the prospect asks for further information via email before deciding if it is something they want?
Me:  If requested, send information by email.  Make sure that you have composed the email in advance, and that it was created specifically to go with that prospecting offer.  Don’t try to get away with a general pitch.

David:  What could be some red flags?
Me:  There are several.  Voicemail must be very short, probably shorter than the prospecting offer itself.  If you send an email, never ever mention the fact that you did so, unless the recipient brings it up first.

Michael:  Regarding “your procedure for a purchase order” if I am meeting with a married couple at their home, should I rephrase the question for individuals and not a company?
Me:  Each of the questions in the Discovery Disqualification list can (and should) be reworded so that they apply to the specific prospect you are talking with.

Michael:  Should I ask for the client’s list of conditions of satisfaction after question 13 and before question 14?
Me:  We never ask the potential client to give us a list of their Conditions of Satisfaction.  They probably could not put them all into words.  That’s why we use that phrase.  It is a lot more than just a list of known requirements.


You are welcome to ask more questions about HPS, and I will do my best to answer.

Questions About High Probability Selling From Beginning Students

Refresher Course – Essence of High Probability Selling – November 2019 Workshop

This is a refresher course on High Probability Selling (HPS), recommended for people who have had at least some prior training, and who want a review of the basics.

Topics covered:

  • What is High Probability Selling
  • How Does HPS Differ from Other Sales Methods
  • How Has It Changed Since the HPS Book Was Written
  • Mindset of High Probability Selling
  • HPS Sales Process, Sequence of Steps
  • When HPS Works and When It Does Not
  • Questions and Answers

The course is 1 webinar session (GoToMeeting), about two hours long.  Real-time interactive conversations between participants, led by myself (Carl Ingalls).  Mostly audio, some visual.

I will record the webinar session and make the recording available to the participants.

I interview each applicant by telephone before accepting them as a student.

Price:  $95 USD per person.  We accept PayPal and most major credit cards around the world.

Date:  Thursday 7 November 2019.

Time:  10:00 am to noon, USA Eastern Time (same as New York City).

To Enroll:  Contact Carl Ingalls, by phone +1 610-627-9030, or by email info@HighProbSell.com.  Please do not send any credit card information by email.

For more information about this workshop, please visit
www.HighProbSell.com/workshops/essence/

For other training in High Probability Selling, please visit the HPS Training webpage

 

Refresher Course – Essence of High Probability Selling – November 2019 Workshop

New Product for Sale – Turning Cold Calling into Warm Calling – teleseminar recording

This is a recording of an interactive teleseminar presented by Jacques Werth sometime between 2006 and 2009.  He explains the basics of using High Probability Prospecting by telephone.

The price is $43 USD.  Delivered as an MP3 digital download.  32.4 MB, 71 minutes.

You can listen to a sample here.

You can purchase this recording here (and then click on the button for Turning Cold Calling into Warm Calling).

This is Jacques Werth at his best.  He presents some very good arguments about why salespeople should follow High Probability Selling when prospecting.  A good stab at answering his own question, “How can I convince you that convincing doesn’t work?”

However, this is High Probability Prospecting as it was taught 10 years ago.  The basic principles remain the same, but some important details in the steps of the process have changed since then.


Comments and questions are welcome.

New Product for Sale – Turning Cold Calling into Warm Calling – teleseminar recording