Wondering if HPS has to be updated to reflect this reality. If a prospect "wants" a particular product/service and has the resources to purchase it, they've probably done a ton of research via Google, ChatGPT, etc, and have already narrowed the field down to a short-list of solution providers. At least that what I'm finding on many prospecting calls. Any similar experience? If so, this might be a great discussion topic for one of the Friday hangouts.

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

- 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

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How do you high-probbers assign a probability to an opportunity? Or do you? Are all your prospects 90%+? I'm working with a couple of sales managers who want to reduce (or eliminate) "pipeline fantasy". The goal is more accurate sales forecasts. Besides the prospect saying that they "want" your product /service (I know I've greatly simplified this), what other criteria do you use for determining opportunity probability?