Month: June 2021

Schedule: 28 June through 2 July 2021

Mon 28 June:  Live Video Streaming Event on Facebook “Go for No and High Probability Selling”

Andrea Waltz and Carl Ingalls will explore the similarities and differences between these two selling systems.  Our conversation will be streamed live to the High Probability Selling company page on Facebook, at https://www.facebook.com/HighProbabilitySelling/ on Monday 28 June starting at 1:00pm USA Eastern Time.

No charge.  Registration not required.

Tue 29 June:  Rapport (TRI) Basics, a Mini-Course on Zoom

Introduction to the Trust and Respect Inquiry (TRI), which is how we connect with someone without trying to create rapport or build a relationship.  Why we do it, and the basics of how and when.

From 1:00pm to 1:45pm, USA Eastern Time, on Tuesday 29 June 2021.

This is a short mini-course, 45 min for $45 USD.  To purchase, go to
https://high-probability-selling.myshopify.com/cart/39310700675132:1?channel=buy_button

Thu 1 July:  Discovery / Disqualification, a Mini-Course on Zoom

These are the questions we ask to uncover the most common deal-killers early in the sales process. Discovery is a must. Disqualification is optional.

From 10:00am to 10:45am, USA Eastern Time, on Thursday 1 July 2021.

This is a short mini-course, 45 min for $45 USD.  To purchase, go to
https://high-probability-selling.myshopify.com/cart/31226966409276:1?channel=buy_button

Fri 2 July:  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 2 July 2021.

$145 USD per session, with discounts when purchasing more than one session at a time (see below).

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 for $145, go to https://high-probability-selling.myshopify.com/cart/39315062358076:1?channel=buy_button

To purchase more than one session, at a lower cost per session:
2 sessions for $250
3 sessions for $355
4 sessions for $460

Go for No and High Probability Selling – Similarities and Differences – Live Video Streaming Event Mon 28 June 2021

Andrea Waltz and Carl Ingalls will explore the similarities and differences between these two selling systems via a (mostly) unscripted conversation.  The conversation will be streamed live to the High Probability Selling company page on Facebook, at https://www.facebook.com/HighProbabilitySelling/.  If you choose to “like” that page, Facebook will automatically notify you of this event.

The event is open to the public and is free (no charge).  No registration required.

Date:  Monday 28 June 2021
Time:  1pm USA Eastern Time (same as New York City)
Duration:  1 hour, approx.

Comments posted to the streaming event on Facebook will be forwarded to both presenters, and we will answer questions if we can.

The event will be recorded, and the recording will be posted to the High Probability Selling channel on YouTube (www.youtube.com/channel/UC3jsAgiQj4qg1XqA9T_mOpw).  If you subscribe to that channel, YouTube will notify you when the recording is available.

It may be useful to read the book, Go for No!, by Richard Fenton and Andrea Waltz, before the discussion.

Relationship Building through Prospecting

We let relationships build themselves naturally from how we work and who we are being, nothing else.  We make no attempt to create a relationship.

We demonstrate who we are every time we reach out to someone using the methods of High Probability Prospecting.

  • We get to the point quickly and directly.
  • We accept No for an answer, without question, and we go away immediately.
  • We do not try to influence or change anyone’s mind.
  • We are selective about who we will do business with, and under what circumstances.
  • We reach out to the same individual about once a month, with different offers.

These behaviors shape the relationship that forms, over time.

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