Frequent Repetition of the Same Sales and Marketing Messages

Salespeople and marketers use a lot of repetition when their intention is to persuade.  They push the same message over and over again, and very frequently.  It makes sense for them.

This does not fit with High Probability Selling.  When prospecting by phone, we use different offers, and we space them apart by 3 to 6 weeks.  This is one way that we demonstrate that we listen, and that we accept no for an answer.  Repeated and frequent messages would not demonstrate that.

So, what about prospecting by email?

The way a prospect says “no” to an offer can vary, depending on how the offer is delivered.  With a live, real-time conversation, we usually get an immediate answer.  With a delayed message (like email or voicemail), a prospect usually says no just by ignoring it and deleting it.  The salesperson often gets no feedback at all, and doesn’t know whether the prospect even saw the message.

When I apply the HPS mindset to leaving a prospecting offer as a message, I treat a No Response the same as an intentional No.  I wait a minimum of 3 weeks (usually longer) before reaching out to the same person again, and I make sure that future offers to that person are memorably different from past ones.  And, while continuing to follow HPS guidelines, I never mention the fact that I had sent any previous messages.


Comments and questions are very welcome.

Frequent Repetition of the Same Sales and Marketing Messages

Mindset, a New Mini-Course in HPS

The next HPS Mini-Course will be a short webinar session about the Mindset of High Probability Selling, on Thursday 9 January 2020 at 11am USA Eastern Time.  39 minutes for $39

The Mindset includes attitudes, feelings, beliefs, habits, concepts, principles, guidelines, and language.

This is a very condensed version of a much longer course (see the High Probability Mindset Discovery Workshop).

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 $9 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 Mindset of High Probability Selling 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

Mindset, a New Mini-Course in HPS

Operating a Car vs Driving One – A Metaphor About Learning High Probability Selling

I learned how to drive on a tractor.  No, I take that back.  I learned how to operate a tractor on a farm, and from that, I learned how to operate a car.  That’s not the same as learning how to drive a car on roads that include other cars.

We lived at the end of a very long and narrow gravel driveway, and therefore the cars driving on the paved road at the other end of the driveway were not really visible.  Imagine if I had never seen anyone driving a car on a real road (nor ridden in one).  And further imagine that I believed that I knew how to drive, and was confident enough to take a car on the road.

To me, this scenario seems a bit like learning the how-to part of High Probability Selling (HPS), without learning the mindset of it.  The process without the understanding.

Jacques Werth preferred to teach HPS as a step-by-step process, a recipe or script.  He was very successful with a number of people.  For those people, understanding came after the doing.

However, focusing on the process as a recipe or script does not work at all for a lot of other people.  For some of them, it can create misconceptions about HPS.  Without the underlying understanding, many of them seem to have difficulties in remembering the details of the process correctly.

I prefer to focus more on the mindset of HPS and less on the process, both in my teachings of it and in my application.


I plan to offer a very short mini-course on the Mindset of HPS as a 39-minute webinar, sometime in January 2020.  It will appear on the HPS Google Calendar, and also as an announcement in this blog.

I also offer a 3-week workshop on the Mindset of HPS, which goes much deeper into the material.  Scheduling is based on demand.

Comments and questions are welcomed.

Operating a Car vs Driving One – A Metaphor About Learning High Probability Selling

Discovery / Disqualification, a New Mini-Course in HPS

The next High Probability Selling Mini-Course will be a short webinar session about the Discovery / Disqualification Questions, on Tuesday 17 December 2019 at 4pm USA Eastern Time.  39 minutes  for $39

These are the questions described in the book, High Probability Selling by Jacques Werth and Nicholas Ruben, in the chapter titled “Discovery/Dis-Qualification”, with a few modifications.

The purpose of these questions is to uncover the most common potential deal-killers early in the sales process.  The questions that appear in the book are designed for business-to-business sales.  The webinar will include business-to-consumer variations.

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 $10 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 Discovery / Disqualification Questions 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

Discovery / Disqualification, a New Mini-Course in HPS

“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