There is an ancient parable about a group of blind men who decide to examine an elephant so that they can determine what it is. Each blind man encounters a different part of the elephant, and they come to very different and conflicting conclusions about the elephant. If you are not familiar with this story, there is a good description on Wikipedia.
Sometimes I suspect that this is similar to the way people decide what High Probability Selling is. They encounter one aspect of it, and they conclude they have grasped the whole of it without looking further.
Many people see the probability aspect of HPS, and see it as a way to improve the efficiency of their efforts, by focusing only on the most probable prospects. It’s one of the easiest concepts to grasp. It is a true aspect of HPS, and may be a good place to start, as long as you don’t stop there.
Others see HPS as an ethical way of doing business, being honest with people, no cheating. That is also one aspect.
Jacques Werth chose to present and teach HPS as a sales process, like a recipe to follow. Just do the steps over and over again, as if you were learning martial arts, and eventually you will just “get it” by doing it. That is an approach that works for some people, but is usually not enough for most. Jacques knew there was so much more to it than just doing, but this is what he focused on.
I initially saw HPS as a non-aggressive and less conflicting way of interacting with people, many years ago. I still do, but I also know there is so much more.
I have taught the mindset of HPS, initially with the help of Jacques (and later with Paul Bunn). By mindset, I mean both conscious and unconscious attitudes, beliefs, habits, concepts, principles, guidelines, worldview, and language. And probably a few other things as well. However, even this does not encompass the whole of HPS. It’s just the mental stuff.
The best that Paul Bunn and I have been able to come up with is to say that High Probability Selling is a Way of Being. Imagine trying to teach that.
And we are doing just that. We guide people to the seeing, thinking, doing, and being of High Probability Selling.
We’d love to hear from you.
