A Radically Honest Sales Approach Can Give You a 40% Lift In Sales

Would you like to introduce a new sales methodology that is proven to produce a 40% lift in sales results? Enter… “High Probability Selling”, a radically honest approach and the company President, Jacques Werth.

During my sales career I have investigated, been trained on, leveraged and vetoed a good number of sales training methodologies. One thing I’ve noticed through the years is that many of them are basically the same.

They might use fancy buzzwords or pretty pictures (how many versions of sales funnels are there- LOL), but ultimately they teach you the same fundamental process. This is one of the reasons why I was intrigued by High Probability Selling- which includes their “radically honest” sales approach.

I learned about this methodology through Twitter. I started following Jacques Werth, who is the President of High Probability Selling and he started following me. Like many Twitter relationships, he commented on my tweets. I commented on his tweets. A few RTs later, and a visit to their website, I asked to interview Jacques for my blog.

Jacques is a very young, 72, and has been in the sales and sales training business for more than 40 years. He is passionate about his approach and has the stats to prove how effective it is.  Here are some highlights of our telephone interview on August 24.

Q) Jacques, what exactly is “high probability” and  “radically honest” selling?

“It is a sales approach based on mutual trust, mutual respect, mutual agreement and mutual commitment. Sales Reps are encouraged to use a “total disclosure” approach, which means telling your prospect or customer both the good things and the negatives about your product. It is highly ethical and highly moral.

We also leverage data and information to identify the prospects with the highest probability of purchasing a product or service, then focus the majority of selling time on those with highest likelihood of buying.

One thing that is unique about our methodology is… we don’t train people how to overcome objections, because we don’t create objections. When we contact someone who is not interested, we quickly end the call in a very positive way and move on.  By leaving a very positive impression, versus using a high pressure approach just to get an appointment, we can continue to call that prospect back on a regular basis. We plant favorable front of the mind awareness about our product or service, our company, and our self.  Then, eventually we close the sale when the prospect is ready to buy.”

Q) Talk to me about the implementation of your sales training…..

“We have a standard methodology, which we customize for each client. Although the approach is the same, some of the language has to change based on the industry, product etc.

We train both individuals and teams within corporations- with a maximum group size of 10-12 students. And, we believe that no-one can learn a brand new process by sitting in 2-3 full day training sessions- then going back into the workplace. Instead, we set up short, weekly sessions over 12-14 weeks. Sales Reps are given homework and the time to practice new approaches. Then, we debrief in the next scheduled session.

The retention rate of this approach is three times higher than traditional training sessions.”

Q) Jacques, this sounds like a great approach. What results have you or your customers experienced using this and your entire high probability selling program?

“We track the results from all of our customers. 62% of our graduates experience a 40% or higher lift in sales. Of the remaining 38%, most experience some lift but it ranges from 0-39%.

The graduates who experience a lower lift in sales, often attempt to blend our sales methodology with their existing methodology. This simply doesn’t work because they are so different.

We’ve also measured the results of our training versus other programs. This research showed that our training is 3 to 4 times better than the average of other training companies – in terms of ability to produce the results.”

Q) What advice do you have for sales leaders trying to lead teams to success in such challenging economic times?

“ In good times or bad…if what you are doing doesn’t work, you better change it really quickly! Small changes will only result in incremental improvements.”

More Info?

For more information about Jacques and High Probability Selling;  Visit their website and blog at www.highprobabilityselling.com,  follow Jacques on Twitter: @JacquesWerth or check out Jacques’ book called “High Probability Selling: Re-Invents the Selling Process” available on Amazon.