by Carl Ingalls
High Probability Selling is both a method of selling and a way of thinking about selling that is fundamentally different from how most people think about selling.
Most salespeople believe that selling is about convincing someone to buy from them. They may use overt persuasion or subtle influence. The objective is to change the prospect’s mind.
A different way of thinking about selling is to find people who already want what you are selling, rather than trying to convince them. This is one of several core principles of High Probability Selling.
The way that you think about selling drives what you do. What you do makes all the difference.