New Product for Sale – Turning Cold Calling into Warm Calling – teleseminar recording

This is a recording of an interactive teleseminar presented by Jacques Werth sometime between 2006 and 2009.  He explains the basics of using High Probability Prospecting by telephone.

The price is $43 USD.  Delivered as an MP3 digital download.  32.4 MB, 71 minutes.

You can listen to a sample here.

You can purchase this recording here (and then click on the button for Turning Cold Calling into Warm Calling).

This is Jacques Werth at his best.  He presents some very good arguments about why salespeople should follow High Probability Selling when prospecting.  A good stab at answering his own question, “How can I convince you that convincing doesn’t work?”

However, this is High Probability Prospecting as it was taught 10 years ago.  The basic principles remain the same, but some important details in the steps of the process have changed since then.


Comments and questions are welcome.

New Product for Sale – Turning Cold Calling into Warm Calling – teleseminar recording

Does High Probability Selling Work?

It depends on how you ask the question.  Here are some examples:

Does High Probability Selling (HPS) work for everyone?
No, definitely not.  It does not work for every individual, and it does not work in every situation.

Does HPS work for some people?
Yes, it does.  Extremely well in some cases.

Does HPS work for most people?
Probably not, and especially when we attempt to use the same methods to teach everyone.

Will HPS work for me?
Maybe yes, maybe no.  But this is probably the most important question for all of us, and the most difficult to answer.  Will it work for me, and also –

How can I find out?
We can’t answer that question with certainty, but we are getting better at estimating the odds.  We look for similarities in people who have been successful with HPS, and in people who have not.

Jacques Werth was most successful with people who had decided to try HPS out completely and precisely the way he taught it, and worry about understanding the why later (if at all).  His teaching methods were much less successful with people who were still trying to decide if they were going to do it or not.  He believed that all failures to succeed with HPS were due to not completely following the process, changing or omitting something important.

Today, we focus more on the Mindset of High Probability Selling.  This approach seems to work better for people who need to understand HPS more before they are ready to try it out.  Also, a person’s current mindset is an indicator of what kind of hurdles they will need to get over in order to be successful with HPS.


There are several related articles on this blog.

Comments are welcome.

Does High Probability Selling Work?

Essence of High Probability Selling – October 2019 Workshop for Beginners

We recommend this course for people who are just beginning with High Probability Selling (HPS), and have read the book at least once.

The October session is for people who have never received any training in HPS.  Another session with similar material will be offered in November as a refresher for people who have had at least some training in HPS and want a review of the basics.

Topics covered:

  • What is High Probability Selling
  • How Does HPS Differ from Other Sales Methods
  • How Has It Changed Since the HPS Book Was Written
  • Mindset of High Probability Selling
  • HPS Sales Process, Sequence of Steps
  • When HPS Works and When It Does Not
  • Questions and Answers

The course is 1 webinar session (GoToMeeting), about two hours long.  Real-time interactive conversations between participants, led by Carl Ingalls.  Mostly audio, some visual.

We record the webinar session and make the recording available to the participants.

We interview each applicant by telephone before accepting them as a student.

Price:  $95 USD per person.  We accept PayPal and most major credit cards around the world.

Date:  Thursday 17 10 October 2019.

Time:  10:00 am to noon, USA Eastern Time (same as New York City).

To Enroll:  Contact Carl Ingalls, by phone +1 610-627-9030, or by email info@HighProbSell.com.  Please do not send any credit card information by email.

For more information about this workshop, please visit our webpage at www.HighProbSell.com/workshops/essence/

For other training in High Probability Selling, please visit our HPS Training webpage.


Notes added on Thu 10 Oct 2019 by C Ingalls appear in red.

Essence of High Probability Selling – October 2019 Workshop for Beginners

New Discussion Group on Facebook for High Probability Selling

This discussion group is for students and practitioners of High Probability Selling.  People who have received interactive training and/or coaching from Jacques Werth, or from any of the teachers and coaches he has authorized.

The main purpose of this group is for members to exchange information with each other about their own experiences with High Probability Selling.  I (Carl Ingalls) will participate to some degree in some of the conversations, but I really want the members to step up and help each other.

The name of the group is High Probability Selling.  It is private (closed), and the content is visible to members only.  If you want to be a member, or if you have questions, please contact me (Carl Ingalls).

You will need a Facebook account.  As far as I know, you will not need to “friend” anyone.

I created this group on 3 Sep 2019.  This is the first public announcement about it, and I anticipate lots of new members.

Carl Ingalls
+1 610-627-9030
info@HighProbSell.com


Some notes added by Ingalls on 24 Sep 2019:

  • An easy way to find the HPS Discussion Group is to click on this link:  www.facebook.com/groups/HighProbSell/
  • If you ask to be invited, Facebook will ask you some questions about your background and training or coaching in HPS, and then FB will notify me.  I will review your request and decide.
  • Please note that membership is currently limited to people who have received personal training and/or coaching from Jacques Werth, or from any of the teachers and coaches he has authorized.  The main reason is to ensure that people who answer questions posted by others have at least a minimum level of training in HPS.
  • I have asked everyone to speak from their own personal experience with HPS.  I believe that will be more valuable to others than thoughts and opinions, or things that other people have said.
  • As of today (Mon 24 Sep 2019), we have 23 members, and are still growing.
  • I am new to Facebook, and I am still figuring it out.
New Discussion Group on Facebook for High Probability Selling

Beyond the Sale – A Consultant’s Story

For some people, closing the sale is the only thing that matters.  But for many of us, what happens after the sale is even more important in the long run.

A consultant’s success goes beyond getting paid to give advice.  If the client does not take the consultant’s advice, the client won’t get any value from it.  And if they don’t get any value, they are not likely to hire the consultant again.

Before I started learning about High Probability Selling, I always thought that I needed to work harder to convince my clients to accept my advice.  Stronger arguments, presented more enthusiastically.  But it didn’t always work, and that concerned me.

And then, as I learned more about the principles behind HPS, I asked myself, “What if I delivered my ideas with less push instead of more?  What if I presented them more objectively, more balanced, with both the negatives and the positives?  What if I didn’t try to tell my client what to do, but rather make it completely their decision?”

Ultimately, I am selling my ideas, and I need my clients to buy into them.  It’s a sale beyond the sale.  It’s not about money, because they’ve already agreed to pay me to tell them what to do.

So how do I use High Probability Selling to do this sale beyond the sale?  How do I deliver my advice?

I studied the process that Jacques Werth calls the Conditions of Satisfaction (in the book, High Probability Selling) and I adapted the principles behind it to deliver the details of consulting advice.  In place of the list of Features, I used a very complete list of choices that the client could take.  For each choice, I gave my opinions about the benefits and detriments (based only on my experience and judgment), and I also asked others to contribute their own opinions about outcomes.  I usually wrote this all down on a whiteboard or flip-chart.  And then, at the end, I asked the HPS Closing Question:  “What do you want to do?”

No matter what they choose, I win (and so do they).

 

Beyond the Sale – A Consultant’s Story

The Essence of High Probability Selling – New Workshop

We recommend this course for people who are just beginning with High Probability Selling (HPS), and have read the book at least once.  We also recommend it for people who have had some previous training and want a refresher.

Topics covered:

  • What is High Probability Selling
  • How Does HPS Differ from Other Sales Methods
  • How Has It Changed Since the HPS Book Was Written
  • Mindset of High Probability Selling
  • HPS Sales Process, Sequence of Steps
  • When HPS Works and When It Does Not
  • Questions and Answers

The course is 1 webinar session, about two hours long.  Real-time interactive conversations between participants, led by Carl Ingalls.  Mostly audio, some visual.

We record the webinar session and make the recording available to the participants.

We interview each applicant by telephone before accepting them as a student.

Price:  $95 USD per person.  We accept PayPal and most major credit cards around the world.

Date:  Friday 9 August 2019.

Time:  3:00 pm to 5:00 pm, USA Eastern Time (same as New York City).

To Enroll:  Contact Carl Ingalls, by phone +1 610-627-9030, or by email info@HighProbSell.com.  Please do not send any credit card information by email.

For more information, please visit our webpage at www.HighProbSell.com/workshops/essence/

For other training in High Probability Selling, please visit our HPS Training webpage.

The Essence of High Probability Selling – New Workshop

Open vs Closed Questions – Revisited

A closed question is one which restricts the ways in which it can be answered.  Yes or No.  This or That.

An open question gives the other person a great deal of freedom in how they choose to answer.  These questions often begin with words like what, why, when, who, where, and how.

In High Probability Selling (HPS), we ask a lot of questions, both open and closed, each in their own place and time.  It’s a discovery process.  There are a lot of things to find out.

When we ask a prospect anything about want, we always ask a closed question.  We want to hear a simple yes or no answer.  “Is that something you want?”

If a prospect says “yes” to our question about want, we ask, “Why?”  That’s a very open question.

After we set an appointment for our next meeting or phone conversation with the prospect, we ask an open question again.  We ask, “When we meet, if our packaging meets your criteria, what will you do?”  We leave this as open as possible, without suggesting an answer.  We never ask, “Will you buy from me?”

When we ask questions to find out what kind of person the prospect is, and what sort of relationship is likely to form, almost all of our questions are open ones.  We learn more that way.  (See Chapter 7 in the book.)

In the Discovery / Disqualification process (Chapter 8 in the book), most of the questions we ask are open questions.  Even the closed ones leave the other person some latitude in how they might choose to respond.

Near the end of the sale, when we review the details, we we ask a series of closed questions.  For each feature, we ask, “Will that work for you?”

And finally, at the close, we ask another open question:  “What do you want to do?”

Jacques Werth (co-author of the book, High Probability Selling) has written about using open questions in the context of needs-based selling (Questions: Open-Ended or Close-Ended?).   That article seems to suggest that HPS asks more closed questions than open ones.  However, the opposite is true.  We just use open questions for a different purpose than all of the “getting-people-to-buy” methods of selling.

Open vs Closed Questions – Revisited