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My Notes

Why is it that most sales training courses and seminars contain large doses of motivational psychology? Why is it that the sales profession is the largest user of motivational training? Is it coincidental that the next largest user is the armed forces? What is it that the armed forces and salespeople have in common that requires them to be the largest users of motivational training? How many carpenters, mechanics, CPA’s, claims adjusters or veterinarians need to attend motivational seminars in order to do their jobs?

How many professions come with a built-in fear of rejection and reluctance to do the job? Why do approximately eighty percent of the people who enter the selling profession leave within the first few years?

Traditional selling is getting your prospect to buy. It is getting somebody to do something. HPS is determining whether there is a mutually acceptable basis for doing business.

Only spend your resources on customers who need and want what you’re selling.

There are clearly many more prospects out there than can ever be given our service. If you try to sell every prospect, you’ll waste time, money and effort. And, you’ll waste the “opportunity cost” of not getting to those prospects who are most likley to buy, now.

Only High probability Prospects - those who are willing to commit step-by-step to the buying process - are worth the salesperson’s time, energy and resources.

You must disqualify prospects who don’t fit certain criteria.

Selling is reaching a series of agreements with those prospects who first acknowledge that they need, want and can afford what we’re selling.

What most salespeople don’t realize is they’re wasting a lot of good selling opportunities by seeing too many of the wrong prospects.

Aggressive salespeople create defensive prospects. Persistence breeds annoyance.

We never ask for the order!

We don’t “handle” objections, we answer questions.

HPS is really a method of inquiry. When asking a good question to a prospect it will either move the process forward or disqualify the prospect. There is value of not going forward when you don’t get clear and honest answers.

In HPS we don’t ask rhetorical or manipulative questions. We only ask questions we need to know the answers to.

Keys: End the meeting if you are unable to move forward

Be thorough at the first meeting.

Take Notes

Listen.

Not talking.

Never respond to anger; defuse it or leave.

I don’t want waste my time with anyone who doesn’t want what I’m selling or doesn’t want to talk to me.

The objective is to spend our selling time only with prospects who need, want and can afford our product, who are ready to buy now and are willing to buy from us.

We only do business with people we trust and respect.

Establishing a relationship with a prospect is a lot like having a conversation with someone you’ve just met socially, like at a party, with the sincere intention of finding out all about the other person.

Once a prospect realizes you’re truly interested, and not just trying to ingratiate yourself, he’ll answer almost any authentic question.

If I can meet all your criteria for this product, what will you do?

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