|
|
|
I went through my first High Probability Selling class today. It ran 90 minutes. There were eight people in attendance and then the instructor. There were people from all over the country and one chap in Melbourne, Australia. The class started at 10:30 am my time. It was 12:30 am in Melbourne. Now that’s dedication.
It was all over the phone. I used my speakerphone and recorded the whole thing on my computer. I’ll burn it to a CD so I can listen to it in my car as I drive around.
There was little interaction today as he laid out the ground rules and the rational behind their selling approach. This approach was developed observing 312 of the top 1% of all salespeople throughout the United States.
We’re going to be covering prospecting first. Here’s how they define a High Probability Prospect: Someone who needs, wants, and can afford what you’re selling and is willing and able to buy fro you now if you meet their conditions of satisfaction.
There is NO attempt to persuade anyone. It is a simple process of going through as many prospects as quickly as you can to find the ones that are ready to buy now.
He identified two poison words: Interest and interested. He said we never want to talk to an interested prospect. The only thing worse than an interested prospect is a VERY interested prospect.
My next class will be Thursday morning.
Posted by Ted at July 27, 2004 9:02 PM