- mm start with that... this is Tom, i know where you live...do you want to buy insurance? - Message from Tj Shepherd, discovery what they want/willing to accept... disqual - for us to have a understanding of what could cause this sale to fall through and find out early if that is likely or not. ^my mental model - Message from Tj Shepherd, if we don't have what they want or will accept that is a disqaul too Today at 9:39 AM - Message from Rich Ryan, Just curious what you folks sell. I'm hearing a lot of financial services. Rich Ryan Today at 10:21 AM - Message from Tj Shepherd, the why they want it is what i really want to know - the yes to a want is just a reason to ask. - Message from Tj Shepherd, "increase the probabilty" if you think abuot what that implies has a opportunity to refraem it nuetrally to yourself there, i think - Message from Tj Shepherd, afraid to mess up the sale because the underlying belief is what you say is what makes them buy or not

Curious what the needs or gaps are for high probability practitioners for crm and notes about calls. What's a wish list. I'm thinking we can roll our own

We are launching a series in our Weekly HPS Community Forum, starting next Friday, July 17, 2026, called "Challenges in Prospecting". Please comment below with topics that you are hoping we will cover. The first session will include a subject that was never formally covered in the HPS book or the HPS training; "Creating a Great List". Because even if you deliver a "perfect" HPS offer, the results you seek may not follow if your list doesn't fit.

Anyone familiar with the concept of "Jobs To be Done"? Basically posits that people "hire" products and services to help them get a job done. For instance, we "hire" life insurance to help us with the job of producing peace of mind. Or, we "hire" a CRM so that prospects don't fall through the cracks. I wonder if the JTBD framework would be useful in languaging an offer. Could the example in HPS: "We manufacture self-contained, four-color display packaging, which is shipped flat and is easy to assemple. Is that something you want for your product line?" Could the offer be made more effective if the "job" of display advertising was made more explicit? Is the job of the product to "simplify assembly", or to increase sales by attracting spontaneous buyers? A good book on JTBD is "Competing Against Luck" by Clayton Christensen. Many good insights for sales people.

“The ultimate detachment includes detachment even from the ideal of detachment. This is the kind of thing that can make you lose your mind … and come to your senses. The” ― Brad Blanton, Practicing Radical Honesty: How to Complete the Past, Live in the Present, and Build a Future with a Little Help from Your Friends