iBiz Monthly Newsletter Subscribe now and you won't miss a single issue, a single interview announcement, a single success story, or a single "how-to" report!

Business coaches fail at an alarming rate. So few succeed that it makes me wonder why they bother to take the training in the first place. Maybe it’s because they think they are special and the laws of doing business successfully don’t apply to them?Or maybe, once they master the training, it dawns on them that nobody cares how good they are enough to call them up and ask them to please coach their business. They realize, much to their sorrow, that coaching - like every other professional service, is sold it is not bought. And if you’re one of those who disagree with me, you are either going quickly out of business or you are selling coach training services.

The challenge then is how can you sell successfully and keep your self-respect as a professional? The answer is High Probability selling. That’s what I’ve done for years. I learned from Jacques Werth, first in his highly acclaimed book High Probability Selling and later in one of his amazing sales training course, that this is indeed possible.

For years now I have had a policy that, simply stated, is “I will not meet with anybody about my services unless they have agreed (before we ever meet) that they will do business with me, NOW. This really cuts down on the number of appointments with the unwilling, unqualified, and uninterested people who will give me and appointment but never agree to do business with me.

High Probability Selling changed my career and my life. Not because of it’s simple techniques, but because it just made sense. I was told, by sales trainers and other so-called experts that the objective is to get the appointment.

You can’t make sales without appointments, so get as many appointments as possible, was how it went. This did not make sense to me. Why should I shoe horn people into appointments who were clearly not going to buy my services now?

Ah, so I could ‘educate’ them about my services and the solutions I provided. That to me seemed stupid. It made more sense to wait until they were ready to buy, high probability prospects, and then go see them. By then they would be educated already by my competitors.

What always made sense to me was to continually call on my suspects, people who seemed to fit the profile of who I was looking for, then as they became prospects I would continue to speak with the regularly and briefly until the planets were aligned and they said, OK Wayne let’s do it.

I did not have a particular methodology - I just made it up as I went along. I did not tell anyone how I worked because it was against everything we had all been taught. Imagine my surprise when I met a genuine expert who had researched the selling process and put a frame around it, calling it High Probability Selling.

Here is a recent article he wrote and sent to me. Read it carefully, visit his web site. Get yourself a copy of High Probability Selling like I did. And attend his sales training workshop like I did. You’ll become a High Probability Selling missionary like I am.

 

Top 10 Tips for Prospecting Success
by Jacques Werth
©All Rights Reserved

To succeed in sales, you must be able to find and close a sufficient number of qualified prospects. That points up the reason most salespeople that do traditional “cold calling” fail. They fail because most of the appointments they make are with Low Probability Prospects who cannot be closed. Furthermore, their attempts to get an appointment with everyone they talk to causes so much resistance that most prospects will not talk to them again. That prevents them from developing a favorable relationship with most of their prospects. The ability to prospect efficiently, effectively and enjoyably will enable you to meet with prospects that need, want and can afford your products and services- now. Your confidence will soar, and empower you to develop a consistently superior income stream.