by Carl Ingalls and Paul Bunn

That’s how Jacques Werth learned it. He discovered High Probability Selling (HPS) by watching and copying what hundreds of very successful salespeople were doing. Nobody had a name for it, until Werth created the name and wrote the book.

These top salespeople used a variety of methods, which Werth compiled into a single process. None of them followed that complete process, but most of them followed a common theme, a way of being when they were selling.

The process varied between these salespeople, but their way of being was the same, and that is what we focus on now.

This HPS way of being does not follow the commonly accepted doctrine of selling. Once you look outside of that doctrine (getting people to buy), you may start to see examples of HPS in the broader world around you.

For example, “Do you want to buy some Girl Scout cookies?” is pure and natural HPS. They don’t ask us if we need it. They don’t spin it to make it tastier. We respect them, because they are standing up and asking us a direct question, and they respect us to decide if we want cookies without being persuaded. Mutual respect.

Exercise. Find and note examples of the HPS way of being, and especially from people who have never heard of High Probability Selling.

We will write more about this. Meanwhile, your comments and questions are very much appreciated.