The Either or Close?

Originally Posted by Marcus Does the HPS book give instructions on Trust and Inquiry and Conditions of Satisfation?

No, it does not give instructions; it describes and gives real life examples. It is not a "how-to" book. Very few people can develop a complex skill by reading a book.

There are a few companies (that we know of) that have used the HPS book as their only training tool. One of them, which now has 60+ salespeople, has been concucting 1-hour HPS training meetings every Monday morning for the last eight years. That started when they only had seven salespeople.

I belive that, if they had hired us to train their salespeople, the company would have grown much bigger and much faster.

I am finding this post fairly awkward to follow as the thread has gotten miles away from the original post but here are a few points.

"Professional" versus "amateur" is probably being misused (in fact, I think someone is using this as a bit of a shield). "Professional sales person" means someone who's income is derived preodominantly from introducing a company's (or companies') product or service into a market.

IRS or Revenue Canada would include the following descriptor: at least a portion of their income must be at-risk (ie. commission based on sales performance).

This whole thought-process that one type of SR "flogs his wares" on an unsuspecting prospect who neither wants nor needs the item is another misleading thread in the discussion.

Rather, this started out on the topic of closing (specifically the "either/or" close). With the close being a logical conclusion to the selling cycle, this is simply one of many.

My point in the thread (regarding developing comfort with a broad array of closes) was simply that it becomes more conversational and NOT "manipulative" in the least.

In a "lost sale" situation, I am entirely genuine when I ask a prospect where I went wrong. Or, when the situation has gotten complicated and we pull out a piece of paper to identify the pluses/minuses (Ben Franklin close). I am entirely comfortable having started this off with the minor premise close or the "either/or" close ...

Good luck & Good selling!
Pat

Originally Posted by OUTSource Sales I am finding this post fairly awkward to follow as the thread has gotten miles away from the original post... ...this started out on the topic of closing (specifically the "either/or" close). With the close being a logical conclusion to the selling cycle, this is simply one of many. My point in the thread (regarding developing comfort with a broad array of closes) was simply that it becomes more conversational and NOT "manipulative" in the least. Pat

Good point, Pat. We did stray a bit, didn't we? I suggest we get back on track.

Order a copy and find out - I haven't taken the course(s) which I know go into every area in detail.

MitchM

Originally Posted by MitchM Order a copy and find out - I haven't taken the course(s) which I know go into every area in detail. MitchM

Jacques already said the book gives descriptions and examples but not instruction. If you haven't taken the course MitchM where are you getting your instruction on "Trust and Inquiry" and "Conditions of Satisfation"?

I'm a bad example of studentship - self taught guitar player, self taught high school year book and news paper publisher, self taught house painter - my father has self taught himself ten - twenty disciplines of which he's excelled to the top of amateur status doing what many professionals don't do.

SO having not taken the HPS courses which I know would benefit me, all I can say is that having read the book four times and using illustrations/examples as my guide I continue to be self taught.

AZBroker I've never pretended to be the perfect student or proficient in Mr. Werth's selling system and I know I don't use it 100% the way he would tell me to do it.

So I'm getting my instruction from personal experience trial and error using the road map of the book as my guide.

MitchM

Originally Posted by MitchM Order a copy and find out - I haven't taken the course(s) which I know goes into every area in detail. MitchM

"High Probability Selling" the Book or CD-Set

Order it from our website - not a bookseller - and get a 90 day Unconditional Money Back Guarantee - no questions asked.

We will even pay the cost of First Class Mail to return it - and you can keep the bonus Sales Tips/Interview CD.

Originally Posted by JacquesWerth "High Probability Selling" the Book or CD-Set Order it from our website - not a bookseller - and get a 90 day Unconditional Money Back Guarantee - no questions asked. We will even pay the cost of First Class Mail to return it - and you can keep the bonus Sales Tips/Interview CD.

I didn't think advertising was allowed in this forum.