Giving and Selling Advice, a New Mini-Course on the Basics of High Probability Consulting

The next HPS Mini-Course will be a short webinar session, on Giving and Selling Advice (an Intro to High Probability Consulting), on Thu 27 February 2020 at 10am USA Eastern Time.  39 minutes for $39

This mini-course covers the basics on how to apply the ideas of High Probability Selling when giving or selling advice.  The focus is on the delivery of the advice, after any agreements of sale have already been made.

Whenever someone resists being persuaded to follow your advice, the methods of High Probability Consulting may work better.

The webinar will be led by Carl Ingalls in real-time (live).  Content is mostly audio (speaking), with some video (text, graphics).  The session will be recorded (audio and video), and the recording will be made available to everyone who signs up (and pays for) the mini-course.  The recording of this session may also be offered for sale later.

The webinar platform is GoToMeeting.  If you have not already downloaded and installed the GoToMeeting app on your computer or mobile phone, I strongly recommend that you do so at least 30 minutes before the webinar begins.  And even if you have the app and are already familiar with GoToMeeting, please note that they have changed their user interface quite significantly recently, so I recommend joining the meeting 5 or 10 minutes early.

The price is $39 USD per person.  However, I have 10 introductory discount coupons to give away, each $5 off.  If you want one, please contact me (Carl Ingalls) by phone at +1 610-627-9030 or by email at info@HighProbSell.com (before you click on the purchase link below).

If you want to purchase this HPS Mini-Course on Giving and Selling Advice now, you may use this link:  https://high-probability-selling.myshopify.com/cart/31226966409276:1?channel=buy_button

Future HPS Mini-Courses will appear on the HPS Training Calendar at least a week before they are scheduled.


More info can be found at www.HighProbSell.com/workshops/index.html#minicourses

Giving and Selling Advice, a New Mini-Course on the Basics of High Probability Consulting

What do High Probability Selling and improvisational acting have in common?

Some of the guidelines for improvisational acting have much in common and harmonize well with the mindset of High Probability Selling (HPS) and also with the Trust and Respect Inquiry (TRI) process.

I invite you to watch this TED video about improv:  Be An Improvisor.  Change the World.

Here’s a summary of the rules of improvisation found in the video, and how each relates to High Probability Selling:

1. MAKE A CONNECTION — We focus on who the other person is, what kind of decisions they make, how things usually turn out for them, and how they react.  The conversation is about the other person.  It’s not about us.

2. LISTEN — We listen in a special way because we want to learn and find out things.  The less we talk, the better we listen.  We listen to the other person without influencing them, so we get the deeper truth, and not just what we hope to hear.  We listen to what they say, we remember it, and we ask about that.

3. SAY “YES, And…” — It’s about accepting what another person just said or did, and then adding to it.  In HPS, we do this without agreeing or disagreeing.  We usually convey this by what we do, without saying those words out loud.  We add to the conversation by asking the other person to tell us more about what they said.

When we do use words to convey our acceptance without judgment, we might say something like, “Yes, I see” or “I hear you” or “OK”.  We keep our tone of voice neutral and calm.

As a magician who performs magic shows and magic entertainment, I avoid contradicting or arguing with an audience volunteer who I have invited onstage.

Instead, just like a jazz musician, I feed off the spectator’s and audience’s energy and steer it in a positive direction to enhance their magic experience.

4. BE IN THE MOMENT — The time to find out why a sale is not going to go through is early in the sales process, when you’re meeting with the prospect, rather than after having invested valuable time with someone who clearly disqualified themselves up front.  Discover it in the moment.  Then, you have the time to respond, and to choose your best course of action, whether to continue or walk away.

5. STAY FLEXIBLE — This is especially important with Inbound Prospecting.  Adapt to what the other person says and does.  In the TRI process, we give control of the topic to the other person, and we follow their lead.

6. AVOID PRECONCEIVED IDEAS — Never make any assumptions or presumptions or guesses about the other person’s background or story.  No leading questions, no questions that suggest an answer.  Ask open questions rather than closed ones, whenever possible.

7. RESPECT OTHER PEOPLE’S CHOICES — When a prospect says “no” to our prospecting offer, we respect that by saying, “Ok.  Bye now.”  And then we go away.  Accept without judging.  No comments.  No reactions.  Keep calm and neutral.  Don’t act surprised.

8. LISTEN TO YOUR INNER VOICE — It’s ok if you don’t feel like disqualifying a prospect just because of how they answered your disqualification questions.  Ask the questions anyway, and do what you feel like doing, without deciding in advance what the answers must be.  Gain the experience, and your inner voice will update itself.

9. FOLLOW YOUR INTUITION — Use it or lose it.  Practice will improve the accuracy of your intuition.  We rarely have enough data to make a purely logical decision.

Learning to listen, connect, and play like an improviser can make all the difference, whether selling a product, an idea, or ourselves.

 

What do High Probability Selling and improvisational acting have in common?

Intro to Prospecting, a New Mini-Course in HPS

The next HPS Mini-Course will be a short webinar session, an Intro to Prospecting with High Probability Selling, on Fri 7 February 2020 at 1pm USA Eastern Time.  39 minutes for $39

This mini-course covers the basic principles and guidelines of the High Probability Prospecting method.  How it differs from other selling methods and why.

Individual prospecting offers will not be reviewed in this mini-course.  There are other options available for that.

The webinar will be led by Carl Ingalls in real-time (live).  Content is mostly audio (speaking), with some video (text, graphics).  The session will be recorded (audio and video, plus transcript), and the recording will be made available to everyone who signs up (and pays for) the mini-course.  The recording of this session may also be offered for sale later.

The webinar platform is GoToMeeting.  If you have not already downloaded and installed the GoToMeeting app on your computer or mobile phone, I strongly recommend that you do so at least 30 minutes before the webinar begins.  And even if you have the app and are already familiar with GoToMeeting, please note that they have changed their user interface quite significantly recently, so I recommend joining the meeting 5 or 10 minutes early.

The price is $39 USD per person.  However, I have 10 introductory discount coupons to give away, each $5 off.  If you want one, please contact me (Carl Ingalls) by phone at +1 610-627-9030 or by email at info@HighProbSell.com (before you click on the purchase link below).

If you want to purchase this HPS Mini-Course on the Intro to Prospecting with High Probability Selling now, you may use this link:  https://high-probability-selling.myshopify.com/cart/31226966409276:1?channel=buy_button

Future HPS Mini-Courses will appear on the HPS Training Calendar at least a week before they are scheduled.


More info can be found at www.HighProbSell.com/workshops/index.html#minicourses

Intro to Prospecting, a New Mini-Course in HPS

Frequent Repetition of the Same Sales and Marketing Messages

Salespeople and marketers use a lot of repetition when their intention is to persuade.  They push the same message over and over again, and very frequently.  It makes sense for them.

This does not fit with High Probability Selling.  When prospecting by phone, we use different offers, and we space them apart by 3 to 6 weeks.  This is one way that we demonstrate that we listen, and that we accept no for an answer.  Repeated and frequent messages would not demonstrate that.

So, what about prospecting by email?

The way a prospect says “no” to an offer can vary, depending on how the offer is delivered.  With a live, real-time conversation, we usually get an immediate answer.  With a delayed message (like email or voicemail), a prospect usually says no just by ignoring it and deleting it.  The salesperson often gets no feedback at all, and doesn’t know whether the prospect even saw the message.

When I apply the HPS mindset to leaving a prospecting offer as a message, I treat a No Response the same as an intentional No.  I wait a minimum of 3 weeks (usually longer) before reaching out to the same person again, and I make sure that future offers to that person are memorably different from past ones.  And, while continuing to follow HPS guidelines, I never mention the fact that I had sent any previous messages.


Comments and questions are very welcome.

Frequent Repetition of the Same Sales and Marketing Messages

Mindset, a New Mini-Course in HPS

The next HPS Mini-Course will be a short webinar session about the Mindset of High Probability Selling, on Thursday 9 January 2020 at 11am USA Eastern Time.  39 minutes for $39

The Mindset includes attitudes, feelings, beliefs, habits, concepts, principles, guidelines, and language.

This is a very condensed version of a much longer course (see the High Probability Mindset Discovery Workshop).

The webinar will be led by Carl Ingalls in real-time (live).  Content is mostly audio (speaking), with some video (text, graphics).  The session will be recorded (audio and video, plus transcript), and the recording will be made available to everyone who signs up (and pays for) the mini-course.  The recording of this session may be offered for sale later.

The webinar platform is GoToMeeting.  If you have not already downloaded and installed the GoToMeeting app on your computer or mobile phone, I strongly recommend that you do so at least 30 minutes before the webinar begins.  And even if you have the app and are already familiar with GoToMeeting, please note that they have changed their user interface quite significantly recently, so I recommend joining the meeting 5 or 10 minutes early.

The price is $39 USD per person.  However, I have 10 introductory discount coupons to give away, each $9 off.  If you want one, please contact me (Carl Ingalls) by phone at +1 610-627-9030 or by email at info@HighProbSell.com (before you click on the purchase link below).

If you want to purchase this HPS Mini-Course about the Mindset of High Probability Selling now, you may use this link:  https://high-probability-selling.myshopify.com/cart/31226966409276:1?channel=buy_button

Future HPS Mini-Courses will appear on the HPS Training Calendar at least a week before they are scheduled.


More info can be found at www.HighProbSell.com/workshops/index.html#minicourses

Mindset, a New Mini-Course in HPS

Operating a Car vs Driving One – A Metaphor About Learning High Probability Selling

I learned how to drive on a tractor.  No, I take that back.  I learned how to operate a tractor on a farm, and from that, I learned how to operate a car.  That’s not the same as learning how to drive a car on roads that include other cars.

We lived at the end of a very long and narrow gravel driveway, and therefore the cars driving on the paved road at the other end of the driveway were not really visible.  Imagine if I had never seen anyone driving a car on a real road (nor ridden in one).  And further imagine that I believed that I knew how to drive, and was confident enough to take a car on the road.

To me, this scenario seems a bit like learning the how-to part of High Probability Selling (HPS), without learning the mindset of it.  The process without the understanding.

Jacques Werth preferred to teach HPS as a step-by-step process, a recipe or script.  He was very successful with a number of people.  For those people, understanding came after the doing.

However, focusing on the process as a recipe or script does not work at all for a lot of other people.  For some of them, it can create misconceptions about HPS.  Without the underlying understanding, many of them seem to have difficulties in remembering the details of the process correctly.

I prefer to focus more on the mindset of HPS and less on the process, both in my teachings of it and in my application.


I plan to offer a very short mini-course on the Mindset of HPS as a 39-minute webinar, sometime in January 2020.  It will appear on the HPS Google Calendar, and also as an announcement in this blog.

I also offer a 3-week workshop on the Mindset of HPS, which goes much deeper into the material.  Scheduling is based on demand.

Comments and questions are welcomed.

Operating a Car vs Driving One – A Metaphor About Learning High Probability Selling

Discovery / Disqualification, a New Mini-Course in HPS

The next High Probability Selling Mini-Course will be a short webinar session about the Discovery / Disqualification Questions, on Tuesday 17 December 2019 at 4pm USA Eastern Time.  39 minutes  for $39

These are the questions described in the book, High Probability Selling by Jacques Werth and Nicholas Ruben, in the chapter titled “Discovery/Dis-Qualification”, with a few modifications.

The purpose of these questions is to uncover the most common potential deal-killers early in the sales process.  The questions that appear in the book are designed for business-to-business sales.  The webinar will include business-to-consumer variations.

The webinar will be led by Carl Ingalls in real-time (live).  Content is mostly audio (speaking), with some video (text, graphics).  The session will be recorded (audio and video, plus transcript), and the recording will be made available to everyone who signs up (and pays for) the mini-course.  The recording of this session may be offered for sale later.

The webinar platform is GoToMeeting.  If you have not already downloaded and installed the GoToMeeting app on your computer or mobile phone, I strongly recommend that you do so at least 30 minutes before the webinar begins.  And even if you have the app and are already familiar with GoToMeeting, please note that they have changed their user interface quite significantly recently, so I recommend joining the meeting 5 or 10 minutes early.

The price is $39 USD per person.  However, I have 10 introductory discount coupons to give away, each $10 off.  If you want one, please contact me (Carl Ingalls) by phone at +1 610-627-9030 or by email at info@HighProbSell.com (before you click on the purchase link below).

If you want to purchase this HPS Mini-Course about the Discovery / Disqualification Questions now, you may use this link:  https://high-probability-selling.myshopify.com/cart/31226966409276:1?channel=buy_button

Future HPS Mini-Courses will appear on the HPS Training Calendar at least a week before they are scheduled.


More info can be found at www.HighProbSell.com/workshops/index.html#minicourses

Discovery / Disqualification, a New Mini-Course in HPS