Tag: beliefs

Perfectly Logical Reasons Why High Probability Selling Cannot Possibly Work

  1. High Probability Selling (HPS) is too direct.  I can’t communicate that directly with my prospects or clients, because they’ll be offended.  And if I offend them by asking direct questions, I will lose the sale.
  2. The reason people buy from me is because I’m so nice to them.  Everyone knows that people HAVE to like the salesperson.  If I stop being super nice to them, they’ll stop buying from me.
  3. HPS doesn’t require any sucking up or flattery or feigning interest in what the customer likes.  But if I don’t find commonality and create rapport, then how can I get them to like me?
  4. HPS will get me less appointments.  Sales is a numbers game, and less appointments ALWAYS means less sales.
  5. HPS recommends disqualifying prospects who aren’t ready to do business.  I can’t afford to leave money on the table without chasing every single opportunity, no matter how unlikely.
  6. The High Probability Selling book is all about outbound prospecting, and I don’t do outbound prospecting.  All my calls are inbound or referral, so there’s no way it will work for me.
  7. The book is based on selling B2B (business to business).  I only sell B2C (business to consumer), so it won’t work for me.
  8. I am in financial services, and I do seminar selling, and seminar selling isn’t mentioned in the book, so HPS won’t work for me.
  9. HPS says that you don’t have to educate people to get them to buy.  I sell to consumers who never know what they want and can’t make a decision.  Unless I am there to tell them what they want and why they want it, I won’t make any sales.  So HPS won’t work for me.
  10. The only reason people buy from me is because I’m able to impress them with all of my knowledge and credentials, and unless I wow them more than the other guys, they’re not going to buy from me.
  11. High Probability Selling claims to be selling without needing to overcome objections.  But that’s impossible, because everyone knows you have to overcome objections in order to sell anything.  My job as a salesperson doesn’t even start until they say “no”.
  12. Order takers aren’t real salespeople.  People who get lay-down sales aren’t working hard for it, and I don’t want to be perceived as someone who finds sales easy, so HPS won’t work for me.
  13. HPS is all scripted and C level executives hate scripts, so it won’t work for me.
  14. Success at HPS requires that I keep track of my prospecting and sales activity, and I hate keeping records.  I enjoy winging it and going by feel, so HPS isn’t going to work for me.

This is just a few reasons HPS can’t possibly work.  There are certainly a lot more.  If you have any to contribute, or if you want to learn more, please join us for our next HPS Community Forum meeting (details below).

You are also welcome to add comments to this blog post.  We will answer as many as we can.

When:  Thursday 19 June 2025 at 9:30 AM (USA Eastern Time)
Google Calendar Link

[Zoom access details removed]

This meeting will be recorded.  A link to the recording will be emailed to the people who attend this meeting.  If you want a copy of the recording for this particular meeting, and are not sure that you will be able to attend, please Contact Us and with a request for the recording before the meeting begins.

There is no charge to attend.  You are welcome to invite friends and colleagues.

New Workshop: High Probability Mindset Discovery

This is new material, never offered in a workshop before.  The focus is on the mental side of High Probability Selling (HPS).  Things like attitudes, beliefs, habits, concepts, principles, guidelines, and language.  We call this the mindset of High Probability Selling.

We recommend this course for people who are just beginning with HPS (and have read the book at least once) and also for those who have had some training.

The course is presented by Paul Bunn and Carl Ingalls.  It consists of 3 sessions, each about two hours long, and spaced one week apart.  Sessions are conducted by teleconference, and are live interactive conversations.  We record each session and make the recordings available to the participants.

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

Price:  $255 USD per person.  We accept PayPal and most major credit cards around the world.

Dates:  Three consecutive Tuesdays.  The first session is Tue 21 Nov 2017.  The second and third sessions are on Tue 28 Nov and Tue 5 Dec.

Time:  7:00 pm to 9:00 pm, USA Eastern Time (same as New York City).

For more information, or if you want to apply for this workshop, please visit our webpage at www.HighProbSell.com/workshops/mindset/

For other workshops in High Probability Selling, please visit our HPS Training webpage.

5 Toxic Behaviors that Kill Sales

by Jacques Werth

1. Assume the Sale.  Treat everyone who might buy from you as if they will.  Persuade and convince them.

People who are that easy to convince are probably unwilling or unable to buy.  Many more people will resent you making assumptions about what is theirs to decide.
2. Get Out There and Sell.  You can’t sell ’em if you don’t meet ’em.
You will waste a lot of time that way, yours and theirs.  That will probably be the last time you get to meet them.
3. Act Like a Consultant.  Present yourself as an expert and trusted advisor about what they need.
Most prospects know better than to believe that a salesperson can be an objective advisor.  Salespeople who pretend to be consultants are trusted even less.
4. Find Problems and Solve Them.  Uncover the prospect’s needs and persuade them that you have the solutions.
Most prospects have more problems than they can ever get handled.  If it’s not a top priority for them when you call, they will not buy.
5. Overcome Objections and Close the Sale.  Convince prospects that their objections are wrong, or are actually benefits.
Objections are usually caused by the salesperson’s lack of authentic disclosure or by the prospect’s lack of a commitment to buy.

 

The “All Buyers Are Liars” Trap

by Jacques Werth and Carl Ingalls

The belief that “all buyers are liars” is a trap.  It sets up the salesperson for failure.

“All buyers are liars” is also a self-perpetuating belief that makes itself true, once you’ve fallen for it.  The belief makes you do things that sabotage trust.  Salespeople who exaggerate the benefits and ignore the negatives can’t be trusted by their prospects, who often respond by lying about their buying intentions.

However, you don’t hear “all buyers are liars” from the top producing salespeople.  They know that they are more likely to get the truth from prospects when they themselves are completely truthful.

Mistrust breeds mistrust.  If you think your buyers are liars, they will probably think the same about you.