on 12-Feb-2018 (Mon)

An airplane or aeroplane (informally plane) is a powered , fixed-wing aircraft that is propelled forward by thrust from a jet engine or propeller .

In a normed space, the statement of the parallelogram law is an equation relating norms:

High Probability Selling teaches that selling is the art of Agreement and Commitment. Only High Probability Prospects - those who are willing to commit step-by-step to the buying process - are worth the salesperson's time, energy and resources.

In High Probability Selling, the basic idea is to disqualify prospects who don't fit certain criteria, and that can happen at any point in the process

Selling is reaching a series of agreements with those prospects who first acknowledge that they need, want and can afford what we're selling, and commit to buy from us at a specified time if we fulfill their Conditions of Satisfaction.

What most salespeople don't realize is they're wasting a lot of good selling opportunities by seeing too many of the wrong prospects. That wastes time, talent, energy, emotional strength and company resources

How do you know whether you have a good prospect? Here's how we categorize them: 1. Some prospects already need, want, and can afford what we sell. That group is happy to buy from us. 2. Some prospects need and can afford what we sell but do not want it. 3. Some prospects need and want what we sell but can't afford it. 4. Some prospects need, want and can afford what we sell, but won't buy from us. Like prospects who want what we sell, but prefer another brand or source. Obviously, we should be spending most of our time and resources talking to prospects in category one.

Most prospects make up their minds about an offer in the first minute. That's about all the time worth spending when you're prospecting.

Aggressive salespeople create defensive prospects. Persistence breeds annoyance. Those approaches and other things salespeople do to manipulate prospects in order to get an appointment are what cause "sales resistance."

Millions of people were taught sales techniques based on a model that most salespeople found difficult to learn and uncomfortable to apply. This technology was based on the idea that you could use psychology to make almost anyone buy almost anything.

We've discovered that what works in sales is very different from what we were taught traditionally. And what we've learned fits into a pattern that is governed by certain basic principles, which is why High Probability Selling is called a technology.

Some sales systems tell you to keep asking for the order until the prospect throws you out. We never ask for the order.

We don't waste time trying to sell prospects who probably won't buy from us. Why waste the effort?

It's better to be seeing five High Probability Prospects, who've already told you that they need, want and can afford what you're selling and will buy from you now if you can meet certain criteria?

You have to eliminate sales resistance in the prospects you contact.

We don't handle objections. In a High Probability Selling environment, the prospect is involved in the process of reaching agreement with you, not trying to resist being convinced. "Objections" don't surface as arguments or reasons why the prospect won't buy. They surface as points that have to be addressed, discussed and negotiated

With the five-step model - Attention, Interest, Desire, Conviction, and Action (Closing), the whole approach is very manipulative and adversarial. It also takes a lot of time, a lot of energy and a ton of practice. It's also difficult to do without offending the prospect. And what's most offensive to prospects is that the salesperson does almost all of the talking. In this play, the customer's only role is answering yes to rhetorical questions.

Attention If you have to do something unusual to get a prospect's attention, you don't have a very good prospect; certainly not a High Probability Prospect. Disqualifying a prospect like that prevents you from wasting your time. When you're offering people something they want, they naturally pay attention.

Interest A lot of time is wasted trying to get uninterested people interested, and in boring people who are already interested. More importantly, there are a lot of interested people who won't act. The prospect's level of interest is meaningless. What counts is whether your prospect wants what you have to sell.

Desire Rather than creating desire for your product or service by telling prospects about its features and benefits, you should be showing them how your product satisfies the desires they already have. But that should only be done after they've made a conditional commitment to buy.

Conviction By the time you get to this step, you're in the "Can You Top This" mode. While you're showing, telling and proving, the prospect has yet to either set the limits for his satisfaction or make any commitment.

Action If you don't close until the end of your presentation you've put out too much effort for an uncertain result. That invites crushing disappointment. In High Probability Selling, the entire process is the close.

Learning High Probability Selling requires effort and lots of practice. But once you learn it, selling becomes easier and more natural and you'll increase your sales. And it's not a matter of concentration. Once you learn it, you own it. It becomes part of you.

If you want to sell as many prospects as you can within the time you have available, it's much more efficient to start with prospects who already want your product or service. With that in mind, we skip the first four steps and begin with the "Action" (close) step. That's where you want a prospect's attention. But, we don't use traditional closing techniques. We have too much respect for people to manipulate them. After you learn more about High Probability Prospecting, you'll see that we're always closing.

High Probability Selling is a totally different approach. Traditional selling does try to get the prospect to do something, whether he wants to or not. Our object is to determine whether you and the prospect have a mutually beneficial basis for doing business, and if not, to go your separate ways. If there isn't mutual agreement and mutual commitment at any point in the discussion, the process stops. We continuously give the prospect every opportunity to disqualify himself, early and often, from beginning to end. As a result, if you and the prospect get through the three phases of the process, there's a very high level of assurance that both of you will get the result that you each want.

The three phases of High Probability Selling are:
High Probability Prospecting
High Probability Selling
High Probability Closing

In High Probability Selling, I think you'll decide that it's worthwhile to give up the struggle and save the effort and frustration.

High Probability Selling will make a difference in your career. Your commissions really take off. You will be more relaxed at work and feel better about yourself, have more dignity and self-esteem, and be more in control of the selling process.

You are correct in not using the company's resources in a no-win activity. Most prospects respect that kind of no-nonsense approach.

If the prospect shows an unwillingness to have a frank and open discussion end the meeting.

There is a value in questions and a value in not going forward when you don't get clear and honest answers to them.

High Probability Selling is really a method of inquiry. The inquiry is designed to arrive at a meeting of the minds and result in mutual commitments between the salesperson and the prospect by determining whether: A. The prospect needs, wants, and can afford our product; B. The prospect is willing to define his Conditions of Satisfaction which, if met, will result in the purchase of our product; and, C. The commitment the prospect makes with regard to his Conditions of Satisfaction is specific as to all the necessary particulars and is absolute and unequivocal.

"On what basis, if any, would you be willing to have us supply some of your packaging materials - as a second source supplier?" The prospect asked what she meant by that, and she said, "Would the right price, or fast delivery, or guaranteed top quality be a deciding factor?"

a norm is a function that assigns a strictly positive length or size to each vector (bar zero vector) in a vector space

The concept of incremental reading introduced in SuperMemo 2000 provides you with a precise tool for finding the optimum balance between speed and retention. You will ensure high-retention of the most important pieces of text, while a large proportion of time will be spent reading at speeds comparable or higher than those typical of traditional book reading.

The concept of incremental reading introduced in SuperMemo 2000 provides you with a precise tool for finding the optimum balance between speed and retention.

With incremental reading, you ensure high-retention of the most important pieces of text, while a large proportion of time will be spent reading at speeds comparable to traditional book reading.

Euler's formula establishes the fundamental relationship between the trigonometric functions and the complex exponential function.

Euler's formula states that with the argument x given in radians.

the process of decomposing a function into oscillatory components is often called Fourier analysis, while the operation of rebuilding the function from these pieces is known as Fourier synthesis.

the original concept of Fourier analysis has been extended to apply to more and more abstract and general situations, and is often known as harmonic analysis.

In fact, a "metric" is the generalization of the Euclidean metric arising from the four long-known properties of the Euclidean distance.

Euclid's parallel postulate:
If the sum of the interior angles α and β is less than 180°, the two straight lines, produced indefinitely, meet on that side.

Elliptic geometry is a geometry in which Euclid's parallel postulate does not hold.

A metric on a space induces topological properties like open and closed sets, which lead to the study of more abstract topological spaces.

The notion of an open set provides a fundamental way to speak of nearness of points in a topological space, without explicitly having a concept of distance defined.

In topology, a homeomorphism is a continuous function between topological spaces that has a continuous inverse function.

The definition of a topological space relies only upon set theory

A proxy statement is a document containing the information the SEC requires companies to provide to shareholders so shareholders can make informed decisions about matters that will be brought up at an annual or special stockholder meeting.

Under IFRS, the income statement may be presented as a separate statement followed by a statement of comprehensive income that begins with the profit or loss from the income statement or as a section of a single statement of comprehensive income.

Don't waste your resources on Low Probability Prospects

Keep in mind that the intangible emotional drain on the salesperson of working with a low probability prospect is a hidden, but very considerable, additional cost.

In a traditional sales situation, the salesperson and the customer are adversaries. It's hard to have a sincere relationship with your enemy. In High Probability Selling the object is to build a relationship based on mutual trust and respect. In order to do that it's necessary to find out who the prospect really is. The salesperson gets ripped off with anything less. If the prospect isn't open and honest with us, we don't deal with him.

High Probability Selling is very different. First, we clarify what it is the prospect wants, and we both agree on exactly what those wants are. We call those wants the prospect's Conditions Of Satisfaction. Second, assuming we can fulfill those Conditions Of Satisfaction profitably, we negotiate mutual commitments. In other words, we get crystal clear on what each of us promises to do. When you're negotiating commitments, you're into what you've always called the "close.

We should be almost always asking instead of telling. You should frame most of what you have to say in the form of a question. The prospect should do most of the talking, primarily answering your questions. The more the prospect talks, the more both of you win.

The more you try to convince the prospect that your product or service is the best, the more resistance you create.

Understand this, almost anything you say can be phrased as a question. As long as you're asking questions, the prospect remains involved in the conversation.

Do you prefer to have...?

Yes, is that what you want?

Are you willing to pay more for top quality and on-time delivery of service?