We use this Conditional Commitment Question as a way to clarify where you are in
the buying process, what are your intentions with regard to taking this workshop.
“If this workshop meets your conditions of satisfaction, what will you do?”
Feature #1: Training in how to use the Conditions of Satisfaction Closing Process .
Benefits:
Learn how to describe a product or service in terms of Features, Benefits, and Detriments.
Learn how to ask for a conditional commitment, if you can meet the prospect’s Conditions of Satisfaction.
Detriments:
This workshop is designed for people who intend to use this process , and not for those who just want to learn about it.
Homework assignments will be due before each session, including the first one.
If you don’t do the homework, you will get very little value out of the workshop.
The closing process that is taught in the workshop does not work for everyone.
Close #1: Is this something you want?
Feature #2: Coaching in designing your own Conditions of Satisfaction Closing Process.
Benefits:
You will have a list of Features, Benefits, and Detriments that is customized for your own product or service.
Detriments:
We can only work with one product or service for each workshop participant.
Other participants in the workshop will hear the details about what you are selling, including its weaknesses.
Close #2: Is this something you want?
Feature #3: Coaching in using your customized Conditions of Satisfaction Closing Process to close sales.
Benefits:
You will become very competent at closing sales.
Detriments:
If you do not use this process, it will not benefit you.
There is a lot to learn in a short time, and you will have to work hard in order to get maximum benefit.
Close #3: Is this something you want?
Feature #4: The introductory price is $185 USD per person.
Benefits:
If it works for you, you will get far more than you paid for, very quickly.
If it works for you, you may feel you can afford to try other new things.
Detriments:
If it doesn‘t work for you, then you spent $185 to find out that High Probability Selling is not for you.
The price might not be high enough. Some people need to have more “skin in the game” before they are motivated enough to do the work required.
Close #4: Does that work for you?
Feature #5: All participants must read and agree to our Confidentiality Agreement , in order to protect the privacy of the participants.
Benefits:
Participants may feel more comfortable discussing the details of their business during the workshop.
Detriments:
This agreement may not be enforcable.
You will have to decide what to reveal and what not to reveal.
Close #5: Is that acceptable?
Feature #6: Workshops are conducted via teleconference, with the instructor and all participants together on the same phone call.
Benefits:
No travel is required.
You can attend and participate from any location where you can use a telephone and take notes.
Detriments:
You pay for the cost of the phone call, to a number in the USA (not toll-free).
You will not be able to see the instructor or the other participants.
Teleclasses are only offered during normal office hours for USA Eastern Time Zone (same zone as New York City).
Close #6: Does that work for you?
Feature #7: The HPS Closing Workshop consists of two teleclass sessions, 90 minutes each, one week apart.
Benefits:
Retention is better when you have a full week to absorb the material and do the exercises between sessions.
Detriments:
You have to schedule two sessions on your calendar.
You may prefer to have the material compressed into one long session.
If you are not able to absorb all of the material in the 3 hours of workshop time, you may need to repeat the workshop to get the full benefit.
Close #7: Does that work for you?
Feature #8: We are using the Conditions of Satisfaction Exercise as the homework assignment that is due before each of the two teleclass sessions.
Benefits:
You, and everyone else in the workshop, will “hit the ground running”.
Detriments:
You may feel uncomfortable letting everyone in the class see your first attempt.
If you wait until after the first session before you begin to do the exercise, you may not get as much out of the workshop than you would have if you had started earlier.
Close #8: Does that work for you?
Feature #9: The teaching style is based upon doing real exercises that directly apply to your own business.
Benefits:
Works best for people who “learn by doing”.
You can begin applying what you learn immediately.
Detriments:
Does not work as well for people who “learn by thinking”.
This may not work for people who cannot get themselves to try something new that does not have a perfectly logical explanation.
There will be very little time to discuss theories about selling.
Close #9: Does that work for you?
Feature #10: Workshops are fully interactive.
Benefits:
Everyone participates.
You may learn from what other participants are doing.
Detriments:
It takes longer to present the material.
You may get impatient while other participants are struggling.
Close #10: Does that work for you?
Feature #11: Each workshop will be limited to a maximum of 10 participants.
Benefits:
Each participant will get individual coaching in a group environment.
Detriments:
Private coaching is not included in this package.
If workshops fill quickly, then you might not be able to get into the one you want.
Close #11: Does that work for you?
Please use the same name and email address for all communications regarding this workshop.
