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


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