"I feel AWESOME!"

MitchM

It's an idea from the book, Houston. It's what I expect and how I've built my business. Mutual trust and respect is everything.

MitchM

Houston

I'd say it's safe to say that for different reasons many consumers when they first encounter a salesperson are at least somewhat in defense mode and at first might not answers as openly and candidly as a salesperson might want. In that scenario would you suggest the salesperson end the conversation then and there?

MitchM

Not personal questions but candid and open questions about what someone wants is what I mean. Also, you know when someone is hesitatingly answering questions or either not answering them or evading them. That's when you end it.

Also, if the conversation continues and you ask an autobiogaphical question - for example, "did you study business in high school or take classes in the business department?" - or if you ask "what did you like to do when you were a kid?" and the answers are candid and open and naturally offered - you know, a couple of people getting to know each other - there's someone you feel you can trust. It work both ways.

MitchM

Houston

What salesperson would continue with someone who wasn't willing to participate in the conversation? That's common sense. I thought there was more to the HPS quote than that. I thought there were questions asked in the Trust and Respect inquiry that were more than just questions about what someone wants and if they didn't answer those questions openly and candidly then the salesperson should end the call.

MitchM

I'm not an expert nor am I highly adept in high probability selling - I haven't taken the training but have read the book four times and put some of the principles to use. There is more than what you call common sense - a whole lot more which I've discussed, Jacques has discussed, on this thread.

The trust and respect inquiry is part of it - conditions of satisfaction are part of it.

I'm an amateur using Mr. Werth's system in the business I'm with which is direct sales/network marketing, something I don't believe Mr. Werth regards highly. I didn't seek this business - product results for my wife then company profile then the idea that I could do this business gave me something I thought I might be able to do. I didn't know.

I earn a comfortable high five figure income and have now since 2002 with gross sales yearly between $600,000 - 900,000 in my pay lines. There's a business profile I don't mind posting.

What I sell are nutritional supplements that optimal, balanced nutrition quickly absorbed for maximum use. I also sell a business opportunity that offers people the ability to set their own hours and earn residual - over ride - income from the business they build.

Using some - I believe Mr. Werth would say it's all or none, not some - of the HPS principles has greatly improved my business, my confidence, and my sense of self worth and capability. I expect the next decade to be better than the last.

I don't have the professional sales background many have who post here - I'm self taught and company taught and still learning - having done many things including 22 years teaching in the public school system, what I do today is fun, it pays the bills, I feel good about what I do, and gives me a lot of personal time.

For what it's worth to anyone, there's a candid and open description of me.

The best of the best to all.

MitchM

Houston

I appreciate your open and candid post MitchM.

MitchM

Give me something specific for feedback, Huston. What exactly do you appreciate about my open and candid last post and why the appreciation? It's important for me to know the reason or source of feeling toward something.

Back to something you asked about ending a conversation if the person wasn't responding in an open and candid - however we define those things - way? I don't know. I don't know because we post in generalities here - it might be a reason to end a conversation or it might not.

My experience is that if I sense - if my experience in life informs me you or the next person isn't being honest, straight - open and candid - is dodging questions and answering in vague ways without making any kind of commitment - I end the conversation.

Okay - back to what you appreciate?

MitchM

Houston

I appreciate the fact that in a forum where anyone and everyone could be reading you're willing to post openly about your skills, income and background. I'm sure a lot of people who read these posts find it hard enough just asking questions that might make them appear foolish even though that wouldn't be the case.

MitchM

How many times have I posted questions and answers that I've looked back on with a tinge of not regret, a tinge of temporarly unsettled calm at some of the postings. I digress a lot also which has distressed others, Houston.

I don't pose as anothing here - I post as I am - I find many on these kinds of forums posture themselves as a successful this or professional that or accomplished whatever. They don't always give themselves away immediately.

Maybe I can be what I call candid and open because I'm not promoting myself as a professional - I see myself an an amateur and regardless of the success I enjoy over my lifelife time with my company will always see myself that way.

I don't have any hang up against or for specific words - it's how I see it in my case - but I've seen people many times position themselves on a forum as what they call a professional and over time not be as professional as they think or as skilled as they profess.

I'm on a learning curve as long as my life will carry me to completion - I know my strengths and weaknesses, I know when I'm motivated and when I'm not.

Training for personal confrontation with one's thoughts and feelings, one's motives and one's clarity of action as it relates to expressed intent has become one of my strengths. Since training is an important part of direct sales/network marketing it serves me well.

Mr. Werth's book "High Probability Selling" - I've not taken his course - has been one resource that has helped me confront myself in an attempt to improve, and I have over time. Not only his principles of trust, inquiry, conditions of satisfaction, high probability prospects only - BUT the dialogues in his book have helped me study my own dialogues over and over again which I still do.

Someone on this forum dismissed those dialogues as not being worth much - not for him at least which I take as being true. For me the dialogues - sales process communications - heve been like holding up a mirror for my own self-reflection.

That's how I like to train the best - not Mr. Werth's system as I'm not qualified to do that - maybe one day I will be - in a way that produces self reflection.

Have you defined your strengths and weaknesses, what's important to you, on this forum? I haven't been a consistent reader/poster. What makes you feel good about what you do? What do you do well? What self created adversity do you struggle with and why haven't you over come it, Houston? Those are the questions I like?

MitchM

Houston

Those are questions I have not asked myself... yet.