Jacques Werth discovered what he later called High Probability Selling (HPS) by observing and documenting what hundreds of highly successful salespeople were doing. He invented the name, and he invented a way of talking about it and teaching it, and he wrote the book, but he did not invent the method of selling. It was already out there. That’s where he found it.
I asked him why he used the phrase “Re-invents the Selling Process” on the cover of his book. He told me that, at the time, lots of successful authors were saying things like that on their books and it seemed like a good idea.
In those days, Jacques tended to use conventional methods in marketing. In later years, he moved toward marketing methods that were more compatible with his preferred selling method.
One of the things that distinguishes HPS from other selling methods is that it’s all about discovery—all the way through the entire process. Discovering a sale, not making one happen.
I see High Probability Selling itself as something to be discovered, not controlled. That is the way I prefer to work with it. Learning, talking, and teaching.
Comments and questions are very welcome and appreciated.