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Yesterday I sat through my second High Probability Prospecting and Selling class.
They define High Probability Prospecting as looking for someone who needs, wants and can afford what you’re selling and is willing and able to buy from you now if you meet their conditions of satisfaction.
They liken prospecting to going through a deck of cards looking for the Ace of Diamonds and coming across the 10 of Hearts. Normal selling is trying to change the 10 of Hearts into the Ace of Diamonds. High Probability Prospecting is simply going through the deck of cards as fast as possible until you find the Ace of Diamonds.
According to the instructors, they have done tests and found the optimum amount of time to spend with an individual prospect is 15 to 20 seconds. Go shorter or longer than this time, and your prospecting percentages will drop.
The formula for my prospecting script to.
1) Say who I am and who I represent
2) What I am selling
3) Two features of my product
4) Ask for a commitment that includes the word want.
We were given homework. Our assignment is to…
1) Come up with six or more features of my product
2) Come up with six or more benefits from these features
3) Come up with six or more detriments of my product
4) Develop three or more prospecting offers.
The offer should be 45 words or less (37 words seems to be optimal) and it should be easily understood by a 14-year old.
Here's a sample script, "This is Joe Agent from ABC Insurance Company. I sell long-term care insurance that covers the cost of nursing home care or in-home care if you ever need it. It can preserve your estate for your heirs. Is this something you want?”
Posted by Ted at July 30, 2004 9:42 PM