High Probability Selling [Paperback]

HPS is largely misunderstood by its critics and feared by its competitors. Our PhD reviewer has no understanding at all that HPS comes from an utterly different sales paradigm. He is trying to fit its message within his own limited understanding. Jacques Werth discovered, by painstaking research, over more than 20 years, that the top 1% of sales people do not for the most part, sell like the rest. HPS is based upon how the top performers do what they do, not based on a series of outdated myths or a re-hash of old selling fantasies and legends.

Basically Werth found that trying to persuade "interested" people to buy is an inefficient way of selling in the current age. HPS sells without using persuasion. The arm chair theorists cannot accept this. Many of our highly successful students know otherwise.

Unlike some "expert" reviewers, Jacques Werth put his money where his mouth is by using HPS to turn around failing companies, which he did in many industries, many times. Now, if you are going to make your living by turning failure into success you better make make sure your methods work. HPS does and that is why JW became a rich man. His best students are doing pretty well also.

HPS is a purely pragmatic series of methods and practices based on an utterly different concept of sales from the conventional one. HPS methods work and we have many statistics to prove they work, in the real world, but I will admit they are not in the book.

Wagner is a competitor of HPS and has copied many elements of it. However, he has a fundamental misunderstanding of HPS prospecting (and other aspects of HPS too) because basically he has never done it for any extended period of time. Wagner is a tinkerer and has difficulty following a system. HPS is learned by doing, not by theorizing. He thinks our methods are "robotic" because of his lack of experience in using them for himself. He also confuses selling and marketing a common failing in the world of sales theorists.

If you are a salesperson or manager and you listen to these wrong headed and fundamentally ignorant reviewers you may dismiss a method that if properly adopted, will increase your sales, closing ratios, profitability and as a bonus make you feel like an ethical and honorable individual in your role as a salesperson.

HPS has a website and forum where you can ask questions:

www.highprobsell.com

Hope to see you there.

Neil Myers

Unabashed HPS Trainer

High Probability Selling seems unaware and unbothered by any serious research or advancements in the sales area. His advice to only call on selective prospects is costly and unprofessional. Whether you sell medical equipment, financial services or cosmetics, professional sales people should be willing and able to contact all prospects residing in their markets. Werth is clearly not Rackman, or Miller & Heiman. Excellent books by Neil Rackman and Miller & Heiman and Dudley & Goodson are unarguably worth your time and money. They will boost your earnings. High Probability Selling won't. Just one example of the advice offered by Werth illustrates why. Prospecting should be selective, Werth says. Only call on people who won't reject you and then you won't fear rejection. I don't know a single salesperson who has reached high production figures who made it following that kind of misinformation. As Dudley and Goodson write, you don't get over prospecting reluctance by selectively excluding who to call on. That's self-destructive, like blaming the freeway where your car overheated and then refusing to drive there anymore! Yet that's an example of the mental slop served up in High Probability Selling. Sales people deserve better. Much better.

And if you are thinking about taking the course, you should know that High Probability Selling is almost exculsively a hunter process. It's designed specifically for people who are willing to do high-volume cold-calling (four hours of dialing a day) to find and secure business.

So if you aren't behaviorally suited to brainless, repetitive tasks, I'd think long and hard before jumping on board with these concepts.

As for the techniques, for the most part they are sound in both theory and real-world application. But it's much harder to make work than the book would lead you to believe, so talk to other graduates before taking the leap.