Most salespeople are Go-Getters. That is their basic attitude. They try to get an appointment with every prospect that might need what they sell. They try to get around gatekeepers. They try to get the prospect interested in their pitch by stressing benefits.

A major part of what I do for a living is to help individuals and organizations improve their performance and sales effectiveness. I participate in a lot of meetings where I’m asked to review the sales effectiveness initiatives of organizations. These people are very bright, extremely capable and have tremendous backgrounds in selling. The initiatives they talk about are always very interesting. There’s a huge amount of logic behind what they are trying to do. They support their initiatives with great data, and sometimes the expert views of other consultants.

Here is an example of what High Probability Selling is like from a prospect’s viewpoint. I received the following email in response to a telephone conversation about sales training:

This is called science. We measure what happens, we compare and contrast, and we learn the world doesn’t always work the way we think it will.

“I’ve been in sales for over twenty years, and I’ve made a decent living. But now we have a son who’s a freshman in college and a daughter who’s sixteen. Tuition for both of them, even with student loans, might break us. Frankly, I need to make more money. What can you do for me?”

The most difficult aspect of High Probability Selling is the change from conventional selling to non-persuasive selling. The process requires a strong desire, a knowledge base, and practice (skills). The awareness level of the average salesperson is a stumbling block because s/he only knows conventional methods. As a result, the salesperson wants to combine what is comfortable with what is new.

The answer is maybe. High Probability Selling (HPS) might work extremely well for you, or it might not work at all, or it might work about as well as what you are already doing. If you want a better answer than that, you can fill out one of our free questionnaires.

Almost everything that a top producer does is the opposite of what the average salesperson does. Learning how to sell like a top producer starts with learning how to STOP doing what the average salesperson does.

I did not create the sales process that I call High Probability Selling, I discovered it. I discovered that the top 1% of sales producers do things very differently from the other 99%.