"I feel AWESOME!"

Originally Posted by JacquesWerth That is very revealing. I am happy to report that we have sold over 120,000 copies of "High Probability Selling," to date and our year-to-year sales are still increasing. Some companies buy several cases at a time. They use the book to train their salespeople in the entire High Probability Selling (HPS) process. One of many sample testimonials on our website indicates that there is much more to HPS than prospecting. One was from the Senior VP Sales and Marketing at Prudential Insurance. He, stated that High Probability Selling is "the most dramatic development in selling that I've seen in my thirty years in the business." Apparently, tens of thousands of salespeople have better reading-comprehension, and knowledge-retention skils than you do.

Jacques, you constantly preach in this forum that salespeople should only sell to people that are ready, willing, and able to buy, and if they are not, you should move on.

Clearly, I am choosing to not drink the "high probability selling" kool-aid because I'm not buying into the excess I see in some of the hps posts in this forum and the aggressiveness in putting other posters down because they don't follow the hps system and the rampant hps self-promotion. So, why don't you practice what you preach and conclude that "Skip isn't a viable prospect for hps - I'm going to move on?". Instead, you choose to be aggressive toward me...

Originally Posted by JacquesWerth Apparently, tens of thousands of salespeople have better reading-comprehension, and knowledge-retention skils than you do.

Just because I think your book could be condensed to one page or one sentence, and just because you report that sales of your book have been through the roof doesn't mean that tens of thousands of people have better reading-comprehension and knowledge-retention skills than I do. We simply disagree.

I don't begrudge anybody making a living. If your book has been successful, I say more power to you. As I mentioned in my earlier post, I bought your paperback six years ago. My original post was about the content in your book, not suggesting that your book was not successful or that people didn't buy it. That decision is entirely in the hands of the book-buying public.

Peace.

Skip,

Now that you found out that you can not get away with throwing flames, first you try to make me wrong, again. Then, you want “peace.”

I have no problem with anyone who disagrees with the High Probability Selling (HPS) process, or with me. I do not attack them. I refute their opinions with my own opinions and with fact based research. And, you characterize that as "rampant hps self promotion."

I do have a problem when you smear our book with false and misleading criticism, try to impugn what I do, and imply that it is dishonorable.

Contrary to your claim that HPS only makes one point, about a small aspect of prospecting, the book takes the reader through every aspect of the sales process. It exposes them to the most advanced sales concepts of top producers.

That is fact, not something to agree or disagree about.

Either you could not comprehend what you read, or retain what you read, or you are deliberatly smearing our book.

“Peace" is not just a word. It requires courtesy and mutual respect, at least. Integrity would be welcome, also.

I'm an amateur in sales and using Jacques' principles - his selling system - as I've not taken courses from him. What I've done is read his book four times and put some of what he's learned into practice. Neither am I perfect at that and I do digress to degrees.

BUT as Jacques says, his book is a lot more than a sentence in content and context. Multiple readings through the dialogues - imaginary sales conversations - carried a lot more weight with me than the thousands of pages I've read about shining my shoes, mirroring actions, memorizing closes, ways to press hot buttons and uncover disguised and hidden needs, etc.

Those conversations in HPS cut through the crap I was putting myself and getting nowhere.

I found the conversations took me through the sales process as Mr. Werth says AND Conditions of Satisfaction and other sections added a clarity and understanding I never had in the past.

I did a presentation today and the reason it happened was I already knew the man wanted something specific I offered and said he's buy it. Today we met, I gave him some information, on Monday or Tuesday he'll order. I never "sold" nor did I close - everything was understood from the beginning or I would not have met today.

AND asking questions to find out honesty and intent and quality of character - talking about our youthful days - created another dimension to the relationship. That also came from "High Probability Selling,"

So Skip, Mr. Werth doesn't need one amateur standing up for his book or training but I need to say how it's helped me - someone reading this may need it also. I haven't read anything into his book - everything came out of it in a way that nothing else has come from other studies because of it's orgazination around solid principles put into sales process examples i.e. sales call/presentation dialogues that I've done my best to put to use.

For anyone to reduce "High Probability Selling" to one sentence shows a lack of comprehension or some other motive I don't get.

MitchM

MitchM in your posts you mentioned you like Jacques' book alot but you haven't taken the training. What would need to be different for you to want to take the training?

Would this be considered a good one page condensation of the HPS book?

Hi Marcus - I read the "page" - I've been on the site many times - compelling facts there - neither hype nor adjectives and adverbs inflating expectation or promise - it's good.

I wouldn't call the page promoting training in that system a condensation of the book - it's not that at all.

What would need to be different for me to want to take the training is the motivation and willingness to pay for it - the motivation would come from the thought that it would help me improve more than I have already but I don't have that motivation right now.

What about you - would you answer the same questions you posed I answered?

MitchM

Originally Posted by MitchM Hi Marcus - I read the "page" - I've been on the site many times - compelling facts there - neither hype nor adjectives and adverbs inflating expectation or promise - it's good. I wouldn't call the page promoting training in that system a condensation of the book - it's not that at all. What would need to be different for me to want to take the training is the motivation and willingness to pay for it - the motivation would come from the thought that it would help me improve more than I have already but I don't have that motivation right now. What about you - would you answer the same questions you posed I answered? MitchM

I did think the page was a good condensation of the book but I could be in left field.

For me to want to take any training I would have to believe the training would be worth the time, hassle and expense. Right now I don't have that belief but I was called a negative nellie today by a co-worker which might be part of the challenge.

Marcus --

The page you put in there is a condensation of the principles in the book but I wouldn't call it a condensation of the entire content of the book BECAUSE to understand the principles the text - the dialogues putting life into the principles - are crucial.

Out of context the principles are still solid principles but I believe the value of these principles have to come from a contextual role model i.e. the conversations in the book, trainings in the system, then experience using them and whatever more trainings are necessary.

MitchM

Originally Posted by MitchM Out of context the principles are still solid principles but I believe the value of these principles have to come from a contextual role model i.e. the conversations in the book, trainings in the system, then experience using them and whatever more trainings are necessary.

When I read the book the conversations didn't seem to add much context that I remember. That could be me though and mileage may vary.

I tell Mac: "Mac, ask good questions to disqualify - do they need, want, and are willing to pay for this Gizmo. Also, if they don't answer openly and candidly end it. Also, you will come to discussing these conditions: delivery time, specifications, and size. Get commitments. That's all you do Mac. Now go for it!"

OR I tell Mac all that AND give him examples in real time conversations - what "High Probability Selling" did fictionally through the dialogues - the sales process conversations.

The conversations added content to the principles and examples of how to put principles into a sales call. The context of the sales call is the principle being modeled in the example.

If I've got that wrong I'm sure Mr. Werth will correct me if he reads this and feels it's important.

MitchM

Originally Posted by MitchM Also, if they don't answer openly and candidly end it.

Is this a quote from the book? I don't remember. Either way I'd be interested in talking more about that idea in this thread or another.