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Help Me Learn HPS
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Puzzle
Salesman: "I've been following the HPS methods to the letter, but I'm not getting enough appointments and I'm still wasting a lot of sales time. What am I doing wrong?"
Diagnosis
In a one-hour sales call, we were able to determine that our client understood the concepts of the disqualification sales model, and was fully committed to making them work, and that his problem involved three basic issues.
- He was more left-brain (analytical) than right-brain (creative), so while he understood the dynamics of his problem he was struggling to generate ideas to solve it.
- He was following the HPS model too rigidly, which was causing him to not listen to his prospects – he was giving canned responses to their questions, and those responses didn't fit.
- He sold very technical stuff, and the HPS discovery-disqualification questions were locking him into one proposed solution on every sales call, so he was missing many opportunities.
He also needed his questions answered quickly, because his lack of success was frustrating him to no end.
Solution
During a three-month, unlimited-access coaching, mentoring, training and "whatever it takes" relationship, we helped our client brainstorm creative strategic solutions to his problems and guided him through the tactical aspects of molding the HPS process to him, rather than molding himself to the HPS process.
Results
Our client became a highly successful salesperson at his company, and eventually left to become the director of business development at a smaller software firm. And subsequently, left that company to advance to VP of Sales at a new firm.
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