Month: August 2025

New Course: Fundamentals of High Probability Selling, an Interactive Workshop

In this workshop, you’ll gain a clearer understanding of what selling truly is, why “interest” doesn’t predict buying, and how to identify High Probability Prospects.  You’ll learn the principles and standards that guide HPS.  You’ll learn why most methods create resistance and weaken trust and respect.  You’ll see why uncovering potential roadblocks early shortens sales cycles, and how shifting from chasing business to choosing customers changes everything.

This workshop is the starting point for learning High Probability Selling.  Nothing else in HPS will make sense without it.

Details

  • Price:  $500 USD per student
  • Format:  Group workshop, live and interactive on Zoom
  • Duration:  2 weeks, possibly 3
  • Two sessions per week:
    – First session:  primarily instruction
    – Second session:  review and Q&A
    – Each session:  2–3 hours
  • Recordings:  
    – All sessions will be recorded. 
    – Students may view or download them at no extra cost.  
    – We may sell the recordings later.
  • Written materials included.
  • Schedule:  Will be set to meet customer requirements.
  • Open to all
    – with or without reading the book first
    – with or without prior instruction

To sign up and purchase:
https://highprobsell.com/product/fundamentals-of-high-probability-selling-500-usd

If you want to talk with an expert about this workshop, you may book an appointment here:  

Or email us: info@HighProbSell.com

More and More People Want a Less Manipulative Way of Selling

by Carl Ingalls and ChatGPT

It’s hard to put an exact number on how many people are actively searching for a less manipulative way to sell. But several trends make it clear that demand for a different approach is growing.

Distrust of traditional sales tactics is high.
Studies show that 60% of B2B buyers question the integrity of salespeople, and only about one-third find them genuinely helpful. Buyers want something more authentic.

Top sales performers are less manipulative.
Among high-performing salespeople, most rely little (or not at all) on manipulation. They succeed with honesty and transparency—and experience less stress while earning more trust from their clients.

Honest marketing is in demand.
In a recent U.S. survey, nearly half of respondents defined ethical marketing as truthful and transparent messaging. Three out of four believe companies that commit to ethical marketing will be more successful over the long term.

Even salespeople are speaking up.
On a public sales forum, one person summed it up:

“People love buying but hate being sold.”

The shift is happening. Both buyers and sellers are moving toward authentic, respectful approaches to selling—ways that focus on the real probability of a sale rather than trying to force one into existence.

That’s exactly what High Probability Selling is all about.

Why do they keep talking?

I have been cold call prospected at least 3 times this week. Yes, I still answer my phone.  Yes, I was born in the 1900s with all the other Luddites. 

And although it is currently not the 1900s, one persistent belief is still alive and kicking in sales.  The innocuous act of filling out an online lead magnet for some information by email has many hidden meanings.

One of those hidden meanings to many business people is that providing one’s email address to a business is immediately equated to becoming a hot lead for their product or service.

Fearing that my interest in their offering may suddenly go cold in 20 minutes, my phone rings and I answer it.  The call begins, most recently, with me trying to comprehend who the caller is and what they are offering.

The telephone prospector, often using a far eastern dialect (or AI) speaks as if we are in the latter part of an ongoing sales conversation.  They seem to believe that I already understand who they are and which company they are representing, because they rattle it off as if it’s a household name with instant recognition.  I am now of course confused at best.

For me, their business is not a household name. I don’t even remotely understand the caller’s name, if they even mentioned it. Their voice speeds up as the call goes further, perhaps trying to get in as many words as possible before I hang up?

30 long seconds into the call, I am absorbing less and less about what they are selling or offering.  They have spoken something like 150 plus words so far, most of which I can’t understand or relate to.  My brain has closed off 90 percent of my listening at this point.

Then it is time in their script to pitch the appointment with rhetoric promising the saving of time or the saving of money, which of course everyone will agree about.  When this approach doesn’t work, they try the alternate choice close on the appointment date and time.  At least 3 or 4 times.

By this time in their process, I no longer understand what they are selling, AND I no longer care.  All I want to do is to get off the phone.

I finally get a moment where I can interject something like, “I don’t have time for this and don’t need an appointment”.

My effort to be polite is of course ignored by the caller, who continues to repeatedly push for the appointment, while also claiming their intent to be brief.

I say no thank you, I don’t want an appointment because I have no idea what they’re even selling.

They finally say something least leaning towards goodbye, but then they have to profusely thank me for taking the time to listen to them and answer all of their shallow questions while they try one more time to set an appointment!

All I can think of at this point is WHY WHY WHY do they keep talking?  Everyone advises hanging up on them, sometimes preceded by an expletive, but with my brain offline, that’s easier said than done.

It’s 2025, aren’t they tired of all this talking yet?  I sure am.