Month: December 2016

Upcoming Workshops in January 2017

Upcoming Workshops:

  • 17 Jan 2017 – Getting Personal, 3 Sessions, $245
  • 26 Jan 2017 – Chapter 12 Explained, 1 Session, $45
  • ?? Feb 2017 – Prospecting, 10 Sessions, $1050

Getting Personal with High Probability Selling – Level 1.  This is a good place to start learning HPS.  It is a group workshop on one of the most important parts of High Probability Selling, which is how we interact with people.

The price is $245 per person.  This covers 3 sessions, spaced 1 week apart, plus recordings of each session (which are sent to participants only). Conducted by telephone (teleconference, interactive), with practice exercises to do during and between sessions.  Led by Carl Ingalls.

Schedule. The next Getting Personal workshop starts on Tuesday 17 January 2017, and continues with the two Tuesdays that follow (24 and 31 Jan).  The starting time for each session is 2pm USA Eastern Time.  Duration of each session is 1 to 2 hours.

For more details, or to purchase, please see www.HighProbSell.com/workshops/tri1/

Chapter 12 Explained.  This is a review and explanation of all of the steps in the entire High Probability Selling process, with answers to participant’s questions.

The price is $45 per person.  This covers 1 session, 60 to 90 minutes long, plus a recording of the session.  Conducted by telephone (teleconference, interactive), with questions and answers.  Led by Carl Ingalls.

Schedule:  Thursday 26 January 2017, at 3:30pm USA Eastern Time.

For more details, or to purchase, please see www.HighProbSell.com/workshops/chapt12/

To listen to a sample of the 18 Aug 2016 recording of this workshop, please click here.  The full recording is available for purchase for $29 USD.

Prospecting with High Probability – New.  This group workshop covers a detailed process of how to contact people (reaching out), and how to respond to people who contact us.

Updated Process – The High Probability Prospecting process has been updated to reflect changes in the way people use the telephone today.  The expert in the updated version of High Probability Prospecting is Paul Bunn, who will be teaching this course.

The price is $1050 per person.  This covers 10 group sessions, 60 to 90 minutes long, plus 30 minutes of individual coaching for each participant.  Conducted by telephone (teleconference, interactive), with questions and answers.  All sessions are recorded.  Recordings of group sessions are sent to the group.  Recordings of individual sessions are sent to the individual.

Schedule – February 2017.  Dates and times will be announced here on this blog as soon as they are have been determined.  If you have a preference, please let us know.  Sessions will be spaced 1 week apart.

For more details about this workshop and what is covered, please see www.HighProbSell.com/workshops/prospecting/

Other Workshops.  For information about other group workshops, and also about individual coaching, please visit the HPS training webpage at www.HighProbSell.com/workshops

All times are in USA Eastern Time, which is the same time zone as New York City.

All prices are in USA Dollars.

Why You Might Not Want To Do Business With Someone

We look for potential deal-breakers, things that could prevent the prospect from completing a sale with us. We also ask ourselves whether we want to do business with the prospect or not, even when we know they are ready, willing, and able to buy.

In High Probability Selling (HPS), we look for potential deal-breakers, things that could prevent the prospective customer from completing a sale with us.  We want to know as early as possible, not later.

We also ask ourselves whether we want to do business with the prospective customer or not, even when we know that the prospect is ready, willing, and able to buy.  It is better to decide this before the sale is closed, not after.

The first question students often ask is, “Why on Earth would you ever turn down a sale?”  Here are a few answers.  I invite our readers to add more reasons in the comments.

  1. You might not get paid, or you might have to fight to get paid.
  2. This might turn out to be a very difficult customer, difficult or expensive to please, a “Customer from Hell.”  Someone you are likely to lose money on.
  3. The customer might not get any benefit from the product or service they buy from you.  You need satisfied customers in order to succeed.
  4. You might not get everything you need out of the transaction.  Many of us need more than just money in order to continue doing what we do.
  5. People can tell when you feel desperate, when you feel you can’t afford to turn down any potential business.  An attitude of abundance leads to more success than an attitude of scarcity does.

The next question is “How?”  How can you possibly predict any of those things?

High Probability Selling focuses on how to make better predictions about whether a potential transaction will turn out well, or not.  Almost every step in the process has some sort of disqualification test behind it.  However, none of these tests make perfect predictions.  HPS is all about assessing probabilities, not certainties.

Questions and comments are welcome.  I will respond to as many as I can.  – Carl Ingalls

Upcoming HPS Workshops:
Chapter 12 Explained (13 Dec 2016, $45);  Getting Personal (17 Jan 2017, $245);  Prospecting (Feb 2017, $1050)