Relationship Building through Prospecting

We let relationships build themselves naturally from how we work and who we are being, nothing else.  We make no attempt to create a relationship.

We demonstrate who we are every time we reach out to someone using the methods of High Probability Prospecting.

  • We get to the point quickly and directly.
  • We accept No for an answer, without question, and we go away immediately.
  • We do not try to influence or change anyone’s mind.
  • We are selective about who we will do business with, and under what circumstances.
  • We reach out to the same individual about once a month, with different offers.

These behaviors shape the relationship that forms, over time.

Relationship Building through Prospecting

Sales Training: 17-21 May 2021

Wed 19 May:  Essence of High Probability Selling – a Refresher Course on Zoom

A two-hour summary of all of High Probability Selling, including updates.  Also suitable for beginners who have read the book, High Probability Selling.

From noon to 2pm, USA Eastern Time, on Wednesday 19 May 2021.

$95 USD per person.

To purchase, go to
https://high-probability-selling.myshopify.com/cart/29453902151740:1?channel=buy_button


Thu 20 May:  Rapport (TRI) Basics, a Mini-Course on Zoom

Introduction to the Trust and Respect Inquiry (TRI), which is what we do instead of trying to create rapport or build a relationship.  Why we do it, and the basics of how and when.

From 11:00am to 11:39am, USA Eastern Time, on Thursday 20 May 2021.

This is a short mini-course, 39 min for $39 USD.

To purchase, go to
https://high-probability-selling.myshopify.com/cart/39310700675132:1?channel=buy_button


Fri 21 May:  Prospecting Workshop, a Continuing Series of Sessions on Zoom

A mix of structured instruction plus individual coaching.  We rotate through all of the elements of High Probability Prospecting, in detail.  Continuous, ongoing — start, skip, pause, or stop anytime.

Recommended for people who want guidance in creating and delivering their own High Probability Prospecting Offers.

This week’s session will be 12 noon to about 2:30pm, USA Eastern Time, on Friday 21 May 2021.

$97 USD per session, with discounts when purchasing more than one session at a time.

I recommend that you check with me (Carl Ingalls) before signing up or purchasing any of these prospecting workshop sessions, just to make sure that this really is what you want.

If you decide that you want to purchase and attend one session, go to
https://high-probability-selling.myshopify.com/cart/39315062358076:1?channel=buy_button


Sales Training: 17-21 May 2021

How Do You Sell High Probability Selling?

Jacques Werth and I talked about this many times.  I believe that it is extremely important to follow High Probability Selling (HPS) when selling it.  Practice what you teach.

One of the problems of using persuasive arguments to market and sell HPS is that you attract people who live in that world, the world of convincing people.  You end up caring about and being frustrated with people who will have an especially difficult time learning and using HPS.

As Jacques used to say, “How can I convince you that convincing doesn’t work?”

When you feel very passionate about something (like HPS), it is very difficult to maintain any emotional detachment when selling it.  That passion can come across as emotional pressure, which creates resistance at an emotional level.

Jacques was very well aware of the problem and knew what he had to do.  “But,” as he would say, “it’s my baby!”

And now it’s my turn.

I also feel very passionately about High Probability Selling.  It has changed my life.  And like Jacques, I can be drawn into arguments about the benefits of it (and like him, I always regret it).

But it’s not my baby, and I try to remember that.

I try to remember to:

  • Inform, not persuade
  • Talk about features, not benefits
  • Focus on individuals who already know what HPS is
  • Educate large audiences whenever possible
  • Find people who have already decided they want HPS for their own reasons, not people who feel they need to be talked into it
  • Invest in people and situations that are most likely to lead to successful outcomes in the long run

How Do You Sell High Probability Selling?

Upcoming Sales Training Options in High Probability Selling

Prospecting Workshop Series:  Virtual Class Instruction Plus Individual Coaching

Sessions = Continuous, ongoing — start, skip, pause, or stop anytime
Price = $97 USD per session, with discounts when purchasing multiples sessions
Next session = Thu 29 April 2021, from 1:00pm to about 3:30pm (USA Eastern Time)
Frequency = Once every week or two (see HPS Training Calendar for updates)
Duration = 2-3 hours each session
Platform = Interactive video meeting via Zoom
Details = Prospecting Webpage
Contact = Carl Ingalls, phone +1 610-627-9030, text +1 484-464-2557, email, webform

Recommended for people who are ready to go beyond the basics of High Probability Selling (HPS), and who want guidance in creating and delivering their own High Probability Prospecting Offers.


Mini-Course:  Trust and Respect Inquiry Basics

Sessions = 1 (short, 39 minutes long)
Price = $39 USD
Date = Monday 3 May 2021
Time = 11:00am to 11:39am (USA Eastern Time)
Platform = Interactive video meeting via Zoom
Contact = Carl Ingalls, phone +1 610-627-9030, text +1 484-464-2557, email, webform

Recommended for people who want to understand the basics of the Trust and Respect Inquiry (TRI). How it works and when we use this tool. Communication guidelines.

Recorded. The mini-course session will be recorded. The recording will be made available to all participants, and may be made available for sale later.

This mini-course is an introduction to the Trust and Respect Inquiry (TRI). For a course that goes much more deeply into the TRI, with virtual class instruction plus coaching, please see Rapport and Connecting Workshop.


Mini-Course:  Prospecting Basics

Sessions = 1 (short, 39 minutes long)
Price = $39 USD
Date = Tuesday 11 May 2021
Time = 1:00pm to 1:39pm (USA Eastern Time)
Platform = Interactive video meeting via Zoom
Contact = Carl Ingalls, phone +1 610-627-9030, text +1 484-464-2557, email, webform

Recommended for people who want to understand the basics of High Probability Prospecting. Guidelines for creating and delivering offers.

Recorded. The mini-course session will be recorded. The recording will be made available to all participants, and may be made available for sale later.

This mini-course is an introduction to High Probability Prospecting. For a course that goes much more deeply into the the entire process, with virtual class instruction plus coaching, please see our Prospecting Workshop Series.

Upcoming Sales Training Options in High Probability Selling

Sales Training Options for Next Week: 12-16 April 2021

Workshop: Essence of High Probability Selling

Sessions = 1 (about 2 hours long)
Price = $95 USD
Date = Tuesday 13 April 2021
Time = 11:00am to 1:00pm (USA Eastern Time)
Platform = Interactive video meeting via Zoom

Recommended for people who want to understand the basics of High Probability Selling (HPS), and who have read the book at least once.

This workshop is a summary of all of High Probability Selling.

Topics covered:

  • What is High Probability Selling and What Makes it Different
  • What Has 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

Recorded. The workshop session will be recorded. The recording will be made available to all participants, and may be made available for sale later.

Enroll. If you want to participate in this workshop, or if you have questions, you may use the webform on the Essence Webpage, or you may contact Carl Ingalls (see below).


Mini-Course: Prospecting Basics

Sessions = 1 (39 minutes long)
Price = $39 USD
Date = Friday 16 April 2021
Time = 2:00pm to 2:39pm (USA Eastern Time)
Platform = Interactive video meeting via Zoom

Recommended for people who want to understand the basics of High Probability Prospecting. How to craft a High Probability Prospecting Offer, and how to deliver it.

Recorded. The mini-course session will be recorded. The recording will be made available to all participants, and may be made available for sale later.

This mini-course is an introduction to HPS Prospecting. For coaching on designing specific prospecting offers, please see High Probability Prospecting Workshops.

Enroll. If you want to participate in this mini-course, or if you have questions, please contact Carl Ingalls (see below).


Contacting Carl Ingalls

Sales Training Options for Next Week: 12-16 April 2021

Sales Copywriting Tactics and High Probability Selling

The question is:

“Is using a marketing sales letter that uses the sales copywriting tactics of direct response marketing compatible with the non-manipulative methods of high probability selling process?”

This question was asked by a reader in a comment on this blog, and I decided to write a post about it.

The short answer is: NO.

The most common sales copywriting tactics are completely incompatible with High Probability Selling (HPS). And for most copywriters, even the fundamental purpose of copywriting is incompatible with HPS.

One copywriter explains the difference in purpose between copywriting and other writing in his article, “81 staggering lines in literature“:

“Unlike writing, copywriting exists to get the reader to do something, buy something, sign-up for something or share something.” He goes on to say, “copywriting exists to elicit an action in the reader.”

In High Probability Selling, we DO NOT attempt to get anyone to buy. Not even a nudge one way or the other. We do try to be as clear as possible about what it is that we are offering, and we do try to get the prospect to make an immediate decision about whether they want that or not. But nothing intended to influence that decision.

So, what about sales copywriting? What would that look like if you wanted to make it completely compatible with the methods and principles of High Probability Selling?

Here is what I think sales copywriting would look like if it were to be compatible with HPS.

  • Informative, without attempting to influence or impress the reader. Our primary purpose is to provide the information that someone might want in order to make a well-informed decision.
  • Honest, full disclosure of what is relevant.
  • Balanced, revealing both pros and cons.
  • Neutral, objective (factual), transparent. No exaggerating.
  • Concise, direct, to the point.
  • Short and simple, easy to read. What it’s about should be immediately apparent to the reader, as quickly as possible. If details are necessary, put them further down the page.
  • Focused more on what a customer receives (The Get), and less on what the seller does.
  • Features (what the customer gets immediately) are more important than benefits (potential later outcomes).
  • No pressure. No pushing, not even a nudge.
  • Provide options.
  • Ask for a decision. One of my favorite ways to do this is, “What do you want to do?”

My opinions on this are based on years of conversations with Jacques Werth (founder of High Probability Selling) and others, plus my own thinking and experience.

What are your thoughts and experiences about this?

Sales Copywriting Tactics and High Probability Selling

“What Is High Probability Selling” – An Interactive Video Discussion with Carl Ingalls on Tue 6 Apr 2021

Anyone may attend, including those who have not read the book, High Probability Selling. No charge.

I (Carl Ingalls) will answer a few most commonly asked questions, plus as many questions from the audience as I can.

The discussion will be conducted through Zoom, and it will be recorded. The recording will be made available to the public later.

Details:

  • Date: Tuesday 6th April 2021
  • Time: 1pm USA Eastern Time (same as New York City)
  • Duration: 1 hour
  • Cost: No charge

If you want to attend this discussion, please contact Carl Ingalls by any of the following methods:

“What Is High Probability Selling” – An Interactive Video Discussion with Carl Ingalls on Tue 6 Apr 2021

High-Tech and Complex Sales Teleconference Recording, Jacques Werth

Jacques Werth teaches how to use the methods of High Probability Selling with high-tech and complex sales in this teleconference that was recorded on Thu 3 Apr 2008.  The recording is 76 minutes long and is now available as an MP3 digital download for $43 USD.

There are a number of $10 discount coupons available. If you want one, please contact Carl Ingalls before you purchase this product. Ingalls@HighProbSell.com, +1 610-627-9030.

To purchase, please visit our Materials webpage, www.HighProbSell.com/products/

High-Tech and Complex Sales Teleconference Recording, Jacques Werth

Questions and Answers with Carl Ingalls on High Probability Selling, Live Video Chat Wed 11 Nov 2020

Questions about High Probability Selling will be answered by Carl Ingalls (that’s me).

This Q&A event will be on Wednesday 11 November 2020, starting at 11am (USA Eastern Time) and lasting for one hour. We will use Zoom, and Julius Csizmazia will be our host.

The session will be recorded, but the recording will not be made available to the public. Some of the questions and answers may be transcribed into text and published later on our FAQ webpage and/or this blog.

Questions may be submitted either in advance, or during the Q&A session. Questions posted as comments on this blog will also be answered on the blog. Otherwise, the best way to hear the answers is to attend.

There is no charge to attend this meeting. If you want to attend, please register with Eventbrite.com, using the link below.

Questions and Answers with Carl Ingalls on High Probability Selling, Live Video Chat Wed 11 Nov 2020

The Purpose of the Trust and Respect Inquiry

Jacques Werth has taught that the primary reason for doing the Trust and Respect Inquiry (TRI) in a sales situation is so that you can find out whether you can trust the other person or not.

My opinion on this is a little different.

Although I believe that the TRI can be effective in discovering most of the people who might try to cheat you, I believe that this is not its most important purpose.  I have never found a dishonest person by this method, and I have only heard Jacques tell of 2 or 3 cases where he actually discovered someone like that.  And in one of those cases, he chose to do business with the prospect anyway (and ended up regretting it).

I believe that the most important purpose of the Trust and Respect Inquiry is to find out about people.

Why is it important to find out about people?

  • High Probability Selling is a personal way of selling.
  • If we are going to work with people, we will do a much better job of it when we understand them well.
  • The time to find out about what it will take to work with someone is before the sale, not after.
  • The TRI is even more valuable when it is used outside of selling.  In my opinion, the TRI is the most valuable thing we teach.

Note:  The Trust and Respect Inquiry is a special process within High Probability Selling where we ask questions about the other person in a particular way.  An early version of this is described in the book, High Probability Selling (in the chapter titled “Establishing a Relationship”).

I’d very much like to hear thoughts and opinions from people who have a lot of experience doing the TRI.  Please use the comments feature, because I’m sure a lot of our other readers would like to hear from you as well.

The Purpose of the Trust and Respect Inquiry