Month: November 2025

Invitation: How to Evaluate Whether High Probability Selling is Right for Your Business – Thu 20 Nov 2025

In this session, we explore how to evaluate High Probability Selling as you would evaluate a new hire for your business — calmly, objectively, and on your own terms.

I’d like to invite you to a session where we’ll take an objective look at whether High Probability Selling (HPS) is the right fit for your business.  Instead of simply asking whether HPS will work for you, for which the stock answer has traditionally been “yes”, we will show you a new way to conduct this evaluation for yourself, as a business owner (even if you don’t see yourself this way, we invite you to try on that identity for this exercise). 

We will be changing your perspective from “will HPS fit what I am doing now?” and treating the question as if you’re “hiring HPS as an employee”.

When you hire someone for your team or business, you’re not just buying a service; you’re evaluating their skills, their fit with your culture, and how they’ll contribute to the long-term goals of your business.  In the same way, HPS can be considered a new hire for your business — one that could guide the transformation of your sales process and approach.

In this meeting, we’ll explore:

  1. What it means to “hire” HPS
    Instead of simply purchasing a sales methodology or a training program, what would it look like to employ HPS as an expert within your business?  We’ll discuss how to evaluate whether it’s a good fit as you would with any prospective team member: Does it have the expertise?  Does it align with your values?  Can it help your business grow in the direction you want?
  2. Shifting from “tool or thing I have to learn” to “team member”
    In this context, HPS isn’t just something you “use.”  You’re hiring an expert to integrate into your business.  This shift in perspective requires thinking beyond the individual actions and behaviors you might need to adopt and focusing on the broader, organizational impact HPS can bring.  How would you onboard and integrate HPS into your processes?  What type of culture and systems would need to be in place to successfully employ this new “team member”?
  3. Evaluating HPS from a hiring perspective
    We’ll discuss the criteria you would use to evaluate any new hire:
    • Skills and Expertise: What does HPS bring to the table, and how does it match your business needs?
    • Compatibility: Will HPS integrate smoothly with your existing sales processes, mindset, and culture?
    • Long-Term Impact: What are the expected outcomes if you decide to hire HPS?  What does success look like, and how do you measure it?
  4. Addressing potential barriers to hiring HPS
    Just like hiring a new employee, the process may require shifts in how you think about sales, systems, and organizational culture.  What are the challenges to hiring HPS?  How might existing systems, mindsets, or business philosophies create friction during the integration process?
  5. How to approach HPS as a “new hire”
    Once you’ve decided whether HPS is a good fit, we’ll discuss how to onboard it into your business and begin the implementation process.  What’s involved in bringing this “new employee” on board, and how do you align HPS with your current sales team, CRM systems, and processes?

The goal of this session is to provide a framework for hiring HPS as an expert to guide the transformation of your sales process, rather than simply adding another tool to your existing system.  We’ll help you evaluate if this “new hire” is the right fit for your needs, culture, and goals.

If you’re interested in this perspective and would like to discuss how to decide whether HPS is the right “employee” for your business, you are welcome to join us on this week’s HPS Community Forum. 

Date:  Thu 20 Nov 2025
Time:  9:30 AM (USA Eastern Time)
Where:  Zoom (instructions will be provided after registering)
Cost:  Pay what you decide

Click Here to register. 

Pay What You Decide – A Flexible Pricing System

We are introducing a Pay What You Decide option for some HPS events. You choose how much to pay — and you do that for your own reasons.

For some of our upcoming High Probability Selling events, we are introducing a new flexible pricing option: Pay What You Decide.

We will describe the event (or product or service) as clearly as we can. After that, you choose what to pay. Any amount is acceptable, including zero.

Jacques Werth, the founder of High Probability Selling and coauthor of the book, often said:

“People buy in their own time, and for their own reasons.”

People choose how much to pay for many different reasons. Some are practical, some are personal, and some are simply how they feel in the moment. The choice, and the reasons behind that choice, belong entirely to the buyer.

Action Option:
You can see what our flexible pricing looks like here.
(Clicking the link will not add anything to your cart.)

We would love to hear your thoughts on this. Please add a comment to this post, so everyone can follow.

Recognizing Leakage: The Subtle Signs of Persuasion

Leakage is when old habits and beliefs subtly intrude and interfere with what we are trying to become — an internal conflict between conditioning and intention. In High Probability Selling, we learn to recognize it, release it, and return to calm respect where real communication begins.

Leakage happens when a salesperson says they are not selling but their tone and timing say otherwise.  It shows up as tiny manipulations — the tie-down question, the overly warm laugh, the pause meant to create pressure.  Once you have seen it, you cannot unsee it. 

The human brain, especially the limbic system, detects those signals instantly.  The prospect may not know why they feel uneasy, but they feel it.  Leakage destroys clarity. 

In High Probability Selling, we learn to notice it first in ourselves.  Whenever you feel the urge to “get them,” pause.  Check your body.  Tightness in the chest, rush in the voice — those are signs of attachment.  Release them.  Return to respect. 

The goal is not to appear calm; it is to be calm.  When manipulation stops, communication becomes real again.  The prospect senses that there is nothing hidden, and the conversation becomes simple, direct, and free.  That freedom, not persuasion, is what makes agreements possible.

The Small-Town Agent and the Circle of Relationships

In a small town, every sales conversation echoes. In High Probability Selling, manipulation is not just ineffective — it’s dangerous. The small-town agent learns to stay truthful, respectful, and part of the same circle they serve.

Selling in a small town is different.  You are not the chicken dropping an egg and walking away.  You are the pig at breakfast — part of the meal.  Your life and your reputation stay inside the same circle. 

In that environment, High Probability Selling is not optional; it is survival.  Every conversation must be free of manipulation, because every prospect is also a neighbor.  A single attempt at persuasion can ripple for years. 

The small-town agent learns to qualify quickly and clearly.  “No” is not a failure; it is maintenance of peace.  Disqualifying someone for what you offer does not remove them from your circle.  It keeps the circle intact. 

The discipline of neutrality — saying exactly what is so, no more and no less — becomes a way of life.  Respect replaces performance.  When you treat each conversation as part of your ongoing community, not as a transaction, you stop chasing trust and start living inside it.

Adapted from a conversation between Paul Bunn and a student of High Probability Selling.