Many of us in sales, either as a salesperson or as a prospect, often interact with the word "interest" or "interested". Most of us have been either taught or influenced to look for or to get people "interested" in what is being sold, as an expected step followed by a prospect making the purchase from us. There are two errors in using "interested" as a metric however, whether the word is being used informally or as a hard metric. One error is that "interested" has no definable time frame. Someone who says, "Yes, I am interested", is usually communicating nothing measurable; time limited; or intentional. It's a great way of saying "no" when someone is afraid to speak the truth. It is also a good way to avoid hearing "no" when you really want to hear "yes". At best, "interested" leaves both parties with a good feeling, signifying nothing in a business context. Exercise: Try going into a restaurant, fast food or otherwise, and tell the person taking food orders, "I am very interested in _______________". See what happens. The other error is in using "Interested" as a hard metric in a CRM or similar tracking system. It's not that it's an unusual term in sales, or that it very often signifies little. The other dark side of "interested" is that it sows confusion and false hope in a sales context. Sales is about definable mutual commitments. Interested is not a definable commitment. Here is a list of possible and potential meanings of the word interested, most of which will never be fulled disclosed by a prospect (nor inquired about by the salesperson): 1. Interested with no intention of buying 2. Interested with no money to purchase 3. Interested with intention to look further maybe 4. Interested with intention to learn more about the product or service but not buying 5. Interested in the offer with no intention to buy from you. 6. Interested with intention to meet with you to satisfy their personal curiosity 7. Interested with no intention to buy but needs a quote for their comparison report at work 8. Interested with intention to buy in a year or so 9. Interested with perpetual curiosity in the product or service 10. Interested in comparing you with their brother in law who is in the same business 11. Interested with no real idea about what you are offering 12. Interested and a potential client or customer 13. Interested but really meaning to say no, but afraid to say so.

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.

The author of "Never Split The Difference" is an interesting guy that teaches congruently at times with HPS. His accent had me 100% sure that he was from Louisiana (where I'm from) and so I googled his background out of curiosity for which city in Louisiana he's from and found out that he's born and raised in Iowa. When I asked AI how it was that Voss has a notable southern, Louisiana accent when he's from Iowa, AI told me the below, which totally concurs with Werth's teaching about tone when prospecting: "Chris Voss—former FBI hostage negotiator and author of Never Split the Difference—is originally from the small town of Mount Pleasant, Iowa, and naturally speaks with a Midwestern accent. [1, 2] However, many people perceive him as having a southern drawl or twang because of his signature negotiation strategy known as the "Late-Night FM DJ Voice". [1, 2] This intentional speaking style creates a deep, resonant, and melodic cadence that listeners often mistake for a southern accent. When using this technique, Voss does the following: [1] - Drops his pitch: He ends his sentences with a downward inflection to convey control and certainty. - Slows his delivery: He speaks softly and slowly, creating a rhythm that puts the other person at ease. - Projects warmth and authority: The combination of a low register and measured pacing de-escalates tension and makes the speaker feel heard. [1, 2, 3]

Ok. That’s the answer. You say, “Ok.” It’s about Acceptance, which is one of the Fundamental Principles of High Probability Selling. We accept what the other person says or does, and we do not try to change them. Saying “Ok” reminds us to be accepting before we proceed with any other response. It gives us time to remember who we want to be instead of following old habits. When we say, “Ok,” we accept reality as it is. Only then can we decide what to do next.

https://youtu.be/qXhot6HHALE?is=iO9NXbUT7YoFJW6Y