When Someone is Interested in Something You Sell, What Does That Mean?

It depends on how you want to sell.

If you want to sell by talking someone into buying, “interested” is an opportunity to try to do just that.  Interested doesn’t mean that they are likely to buy from you.  It only means you have someone who will probably listen to you while you talk.

If you want to sell by finding someone who is likely to buy, then “interested” is an opportunity to do some finding out.  Find out what is behind that interest.  It may mean that the interested person is close to making a purchase decision and wants some information, or it may only mean that the interested person wants to be educated.

When I first started learning High Probability Selling, I was taught that “interested” was a poison word, something that salespeople should avoid.  It means that a prospect is not ready to buy, and is likely to waste the salesperson’s time.  I understood immediately what my teachers were talking about.  I happen to be a person who is interested in just about everything, even when I have no interest in buying, and I began to feel some pity for the salesperson who encountered someone like me.

There is no need to avoid the word “interested” as long as you are clear about what it means for the way you choose to sell.  Richard Himmer (one of my other teachers in HPS) made a useful distinction between Interested and Interesting.  In High Probability Selling, the salesperson is the one who is interested, and the prospect is the one who is interesting.  It’s usually the other way around for salespeople who want to try to influence the prospect to buy.

I am very interested in any comments you may have.  You are all very interesting people.

 

When Someone is Interested in Something You Sell, What Does That Mean?

Using High Probability Selling Principles When Delivering Advice

A student of High Probability Selling (HPS) asked me if we had any materials that explained how we use the principles behind HPS while we are teaching and consulting.  I replied that we do not have any such materials so far, but I plan on writing a blog post on the topic.  Here is that post.

I have been a consultant providing technical advice in the area of embossing for many years, long before I met Jacques Werth and began to learn HPS from him.  When I first started to grasp the mindset of HPS, I took the idea of not trying to convince people, and I started applying that idea to the way that I delivered my consulting advice in my embossing business.  The idea is that trying to persuade someone to buy creates a natural and almost reflexive resistance, known in the sales trade as Sales Resistance.  So maybe there is a similar thing in consulting, something we might call Advice Resistance.

I figured out the things that I had been doing to try to get my consulting clients to take my advice.  I stopped doing those things, and I quickly noticed a difference.  The more objective and neutral I was while delivering my advice, the more often they would actually follow through and do it.

When coaching and training clients about HPS, we do not try to get them to accept and follow what we teach.  We do not provide reasons or logical arguments for why anyone should do High Prob.  It has to be their choice and their decision.  If they have not decided to do this, it’s not the right time to teach them.

This is very similar to how HPS salespeople treat prospects.  The decision to buy or not to buy is completely up to the prospect.

People buy in their own time and for their own reasons.  ~ Jacques Werth

 

Using High Probability Selling Principles When Delivering Advice

Overview of a Complete High Probability Sale – Teleseminar Workshop 29 Aug 2017

One session, about 2 hours, led by Carl Ingalls.  $95 USD per student.  Next workshop will be Tuesday 29 August at 1:00pm (USA Eastern Time, same time zone as New York City).

This is a review and discussion of all of the steps in the High Probability Selling process, with answers to participant’s questions.  It is recommended for people who have read the book at least once, and who want a better understanding of what they have read.

We will use the last chapter of the book, High Probability Selling (written by Jacques Werth and Nicholas Ruben) as a guide for this workshop.  We will also discuss some of the details in the process that have been updated since the book was written.

The price is $95 per person.  This covers 1 session, about 2 hours long, plus a recording of the session.  Conducted by telephone (teleconference, real-time interactive), with questions and answers.  Led by Carl Ingalls.

For more details, or to purchase, please see www.HighProbSell.com/workshops/overview/

To listen to a sample of the 18 Aug 2016 recording of a very similar workshop, please click here.  The full recording is available for purchase for $29 USD.


Our Calendar.  We post all workshop schedules on the public Google Calendar, High Probability Selling.  You may visit anytime.

Other Workshops.  For information about other group workshops, and also about individual coaching, please visit the HPS training webpage at www.HighProbSell.com/workshops

All times are in USA Eastern Time, which is the same time zone as New York City.

All prices are in USA Dollars.

Overview of a Complete High Probability Sale – Teleseminar Workshop 29 Aug 2017

People Use the Phone Differently Today – Leaving Voicemail

People are less likely to pick up the phone today, and especially if the call is from someone they don’t know or is from a number they don’t recognize.  You are more likely to get voicemail or some other automated system, even when calling a business.

At one time, it was not practical to leave voice messages when doing High Probability Prospecting.  Salespeople who were telephone prospecting in those days got better results when they just moved on to the next number in their list.  The odds of getting a live person on the phone were much higher then.

Today, we do recommend leaving a very brief voice message.  Just your name, your company, the subject of your call, and your phone number.  As short as possible, with much less detail than a prospecting offer that you would deliver live.  The usual mistake is to say too much.

One of the consequences of leaving messages is that you may begin to receive a greater number of inbound prospecting calls (where a prospect calls you).  The skills required for handling these conversations are very different from doing outbound prospecting.  It takes a special kind of listening.  But that’s a topic for a different blog post.

Note:  Jacques Werth had written an article titled Top 6 Pitfalls of Voice Mail Messages (which appears in a list of articles on the main HPS website).  In that article, he argued against leaving voicemail.

People Use the Phone Differently Today – Leaving Voicemail

If You Could Predict Each Sale, What Would Change?

Suppose you had a crystal ball that will tell you who will buy from you and who will not.  What would you do with it?

Would you test it?  How?

How accurate would the predictions have to be in order to make a difference in how you spend your time and energy?

What would stop you?

I know the logical answers, and maybe you do too.  But I’m asking for your thoughts and feelings about this, because most of our decisions are based on our individual experience and gut feel.  Logic comes later, if at all.

What would you do?

[Author’s note.  The crystal ball has only two answers:  Yes, or No.]

If You Could Predict Each Sale, What Would Change?

Only Do Business With People You Can Trust

Obvious advice, but the hard part is deciding to follow it.  There are so many reasons not to.  Here are a few:

(Author’s note, for clarity.  Why I might decide to do business with someone I don’t really trust.)

  • I can’t afford to be picky – there aren’t enough choices out there.
  • I don’t trust any of them, so what difference does it make.
  • I trust everyone.
  • I don’t trust my ability to make decisions about trusting people.
  • They offer the lowest price.
  • They are the most convenient to work with.
  • I’ve been doing it my way for a long time, and nothing really bad has happened so far.
  • I’m smart enough to outsmart them, and I know how to keep from being cheated this time.
  • I enjoy taking risks.
  • I don’t want anyone to think I don’t trust them.
  • I am afraid of making a wrong decision about this. (from a comment by Steve Alexander)

There is value in putting your finger on exactly why you don’t want to do something.  You have to accept it for what it is, before you have any hope of changing it.  And even then, it can be a long process.

If you can think of more reasons you might decide to do business with someone you can’t really trust, please add them in the comments.  Thank you.

Only Do Business With People You Can Trust

Upcoming Workshops in March and April 2017

Chapter 12 Explained.  1 Session, $45.  Thu 30 March 2017 at 10:00am USA Eastern Time

This is a review and explanation of all of the steps in the High Probability Selling process, with answers to participant’s questions.  It is recommended for people who have read the book at least once, and who want to know more before deciding to go further.

The price is $45 per person.  This covers 1 session, 60 to 90 minutes long, plus a recording of the session.  Conducted by telephone (teleconference, real-time interactive), with questions and answers.  Led by Carl Ingalls.

For more details, or to purchase, please see www.HighProbSell.com/workshops/chapt12/

To listen to a sample of the 18 Aug 2016 recording of this workshop, please click here.  The full recording is available for purchase for $29 USD.


Getting Personal with High Probability Selling – Level 1.  3 Sessions, $245.  Starts Fri 14 April 2017 at noon (12pm) USA Eastern Time.  Please note the change in date.

This is a good place to start learning HPS.  It is a group workshop on one of the most important parts of High Probability Selling, which is how we interact with people.  It is also the beginning of how we teach the Mindset of High Probability Selling.

The price is $245 per person.  This covers 3 sessions, spaced 1 week apart, plus recordings of each session (which are sent to participants only).  Duration of each session is 1 to 2 hours.  Conducted by telephone (teleconference, real-time interactive), with practice exercises to do during and between sessions.  Led by Carl Ingalls.  

For more details, or to purchase, please see www.HighProbSell.com/workshops/tri1/


Prospecting with High Probability (New).  10 Sessions, $1050.  Current workshop started on Tue 21 Feb 2017 and we are not accepting new students at this time.  We will offer this again.  We haven’t selected a date yet.

Instructor is Paul Bunn, with assistance from Carl Ingalls.

For more details, please see www.HighProbSell.com/workshops/prospecting/


Our Calendar.  We post all workshop schedules on the public Google Calendar, High Probability Selling.  You may visit anytime.

Other Workshops.  For information about other group workshops, and also about individual coaching, please visit the HPS training webpage at www.HighProbSell.com/workshops

All times are in USA Eastern Time, which is the same time zone as New York City.

All prices are in USA Dollars.

Upcoming Workshops in March and April 2017