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