- Paperback: 178 pages
- Publisher: Bookworld Services; 3 Rev Sub edition (January 1, 1996)
- Language: English
- ISBN-10: 0963155032
- ISBN-13: 978-0963155030
- Product Dimensions: 8.6 x 5.5 x 0.5 inches
- Shipping Weight: 5.6 ounces
- Average Customer Review: 51 customer reviews
- Amazon Best Sellers Rank: #618,185 in Books (See Top 100 in Books)
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High Probability Selling Paperback – January 1, 1996
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The book makes it look like most calls will end in some sort of agreement, or order. But I've cold called with this exact approach. It's fast, and effective. And I did get better results than cold calling with other methods. But the difference as about a 3% appointment setting percentage VS a 2% setting. Still a 50% improvement. And still certainly worth implementing.
The part of the approach that I like best is where you tell the prospect that "It's OK to say No". Refreshing. And it lets uninterested prospects off the hook.
In the sample dialog, the authors show the salesperson asking multiple questions that I wouldn't advise asking. Questions of a very personal nature. If someone asked me those questions, I would balk at answering them.
But the prospecting and closing sections are about as good as it gets.
99.999% of all Sales is done in the traditional way of convincing people they need the product. You handle the objections in infinite techniques and are lucky sometimes and mostly not . You will go out on sales calls with "interested " people or leads. You discover their level of interest and proceed with the usual closes.
HPS or high probability sales has nothing to do with any of this, it works with a plan and that is to only work with a Buyer or Seller who you trust to do the deal and only work with those ready to buy now.
That's the gist of it, a telephone solicitation is no more than 20 seconds and less than 45 words with the close "Is that what you want"
Buy the book see what it's all about.
I had been exposed to this some months before and thought it had merit but didn't pull the trigger until a recent job change.
I believe any marketer can learn valuable ideas from this book.
I read it twice now and probably will again.
The book is very detailed and I cannot use it all in my world of profession. But the main principles are great. Thank you Jacques for writing this book.