Blog
Dealing with customer who realized that I called again – a question from a student
I recently received the following email from a student of High Probability Selling, who had some questions about prospecting. I have edited the email slightly.
Don’t Say It – Be It
Saying you are honest is fast and easy, and you can shout it out to as many people as you want. Being honest takes a
Be Brief and Be Gone
“Be brief and be gone” is a guiding principle when calling prospects. We say who we are and what we are offering, as concisely as
“Never Be So Sure of What You Want, That You Wouldn’t Take Something Better” – Chris Voss on Negotiating
Chris Voss is a master of negotiating, and especially in hostage situations. In this You Tube video, he explains many of his basic principles for
Resistance to Doing the Trust and Respect Inquiry (TRI)
Resistance is a natural reaction to being pushed. This is a core concept in High Probability Selling (HPS). If you feel pushed into buying an
Establishing a Relationship – Revisited
In High Probability Selling (HPS), a relationship is something that comes from doing business, not the other way around. We do not attempt to steer
Applying High Probability Selling to the Job Search and Interviewing Process – An Email Conversation
The emails below have been shortened, by deleting some text. From: Mike Sent: Monday 15 October 2018 16:57 To: [email protected] Subject: Applying High Probability Selling
No Means Not Now
The following conversation is taken from a recent coaching session on High Probability Prospecting, with some minor editing. The student had been prospecting for a
High Probability Prospecting Questions from a Reader
I recently received an email with some questions about High Probability Prospecting. The email appears below (in blue), with permission from the author, and my
Responding to a Telemarketer
I tell the telemarketer that I’m not a prospect. I wish them good luck on their next call. I say goodbye. And then I hang
Implementing High Probability Selling – Where to Start?
The beginning? The end? Bits and pieces? All at once? Just the parts that are comfortable or make the most sense? Nowhere? It takes a
Upcoming Workshops in March 2018
Chapter 12. 1 session $95 USD. 21 Mar 2018, 3pm USA Eastern Time.
Mindset. 3 sessions $255 USD. 21 Mar 2018, 7pm USA Eastern Time.