Month: December 2019

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.

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

“Convince Me” – What If a Prospect Wants to be Persuaded?

If someone asks you to tell them why they should buy what you are offering, you have a decision to make.  It’s time to decide if you want to do some persuasive selling, or not.

There are a number of reasons you might want to do this:

  • You might want to go back and try that other way of selling, just to remind yourself of what it tastes like.
  • You might be someone who loves persuading people, and you don’t get enough of that when doing High Probability Selling.  You just need to get it out of your system.
  • You really aren’t sure yet whether you want to do HPS or not, so you do what has worked well enough for you in the past.

If you decide that you do not want to get involved in convincing someone to buy, here is an example of what I would do, based on what I learned from Jacques Werth.

  • Prospect:  Convince me.
  • Me:  I’m not willing to do that.
  • Prospect:  Why not?
  • Me:  That’s not the way I work.
  • Me:  What do you want to do.

This article was prompted by a conversation I overheard recently in the HPS Private Discussion Group on Facebook.

Comments and questions on this post are very welcome.