Implementing High Probability Selling – Where to Start?

The beginning?  The end?  Bits and pieces?  All at once?  Just the parts that are comfortable or make the most sense?  Nowhere?

It takes a lot of time and effort and practice to learn how to do High Probability Selling (HPS).  There are lots of ideas to unlearn, and lots of habits to drop.

Implementing all of HPS all at once has worked very well in the past, but most of our clients prefer to learn and apply it in steps, slowly and gradually over time.

The problem with gradually adopting HPS is that the transition period can be a negative experience for prospects and customers.  Being subjected to pieces from sales methods that have conflicting purposes can make them wary.  Some sales methods just don’t mix well.

It matters where you start.  It matters because of what the prospect sees.

If you start at the beginning, and use High Probability Prospecting (with no attempt to influence, persuade, or entice), the prospect will initially have one idea of what kind of person you are and how you do business.  If you then switch to using more traditional sales methods on the same prospect, they may decide that you can’t be trusted.

We don’t know if this is the real reason or not, but we do know that people have had extremely poor results when High Probability Prospecting was followed by traditional selling methods.  If you’re going to use any parts of a sales process that is designed to get someone to buy, you’ll get better results by starting out with that process from the beginning of your interaction with a prospect.  And once you switch to using HPS with the same prospect, stay with HPS all the way through the end.

For gradual implementation, we now believe that the best place to start using HPS is at the end of the sales process.  And then add the step that comes before the end, and so on, all the way back to the beginning.

The sequence of steps in the High Probability Selling Process is shown in an earlier post on this blog, Sequence of Steps in High Probability Selling

Note:  In this article, “We” means Paul Bunn and Carl Ingalls.

Workshops in March 2018:
Chapter 12 Updated on Thu 15 Mar for $95
Mindset Discovery on Wed 21 Mar for $255

Implementing High Probability Selling – Where to Start?

Upcoming Workshops in March 2018

There are 2 workshops on High Probability Selling that are scheduled for March 2018.

Chapter 12 Updated.  1 Session, $95.  Thu 15 March 2018 at 3pm.

This is an update and review of the steps in the High Probability Selling process, focusing on what has changed since the book was written, and with answers to participant’s questions.  It is recommended for people who have read the book at least once, and who want to know more about the process before deciding to go further.

The price is $95 per person.  This covers 1 session, 1 or 2 hours long, plus a recording of the session.  Conducted by telephone (teleconference, real-time interactive), with questions and answers.  Led by Carl Ingalls.

For more details, questions, or to purchase, please see


High Probability Mindset Discovery Workshop.  3 Sessions, $255.  Starts Wed 21 March 2018 at 7pm.  Continues the next two weeks, Wednesdays, same time.

The mindset of High Probability Selling includes things like attitudes, feelings, beliefs, habits, concepts, principles, guidelines, and language.  Recommended for people who are just beginning with HPS and also for those who have had some training.

The price is $255 per person.  This covers 3 session, 2 hours each, plus recordings of the sessions, and exercises to do between sessions.  Conducted by telephone (teleconference, real-time interactive), with questions and answers.  Led by Paul Bunn and Carl Ingalls.

For more information, questions, or if you want to apply for this workshop, please visit our webpage at

All prices are USD.  All times are USA Eastern Time (same as New York City).


Upcoming Workshops in March 2018