Most prospects will say they want the outcome.
Better results. More security. Increased revenue.
That’s easy.
What’s not easy — and almost never clarified — is whether they’re willing to do what it takes to produce that outcome.
In High Probability Selling, that’s the Get. What it takes to get the outcome.
And when the Get is unclear or avoided:
- Prospects say yes too quickly
- Pipelines fill with non-buyers
- Deals fall apart late
Not because they didn’t want the result…
but because they were never willing to do the Get.
We took a direct look at that gap in a recent HPS Community Forum meeting.
When: Thursday 19 March 2026
Format: Live Zoom Forum (discussion-based)
Video Recording: Available here for $25 USD
Author
This HPS article is an exception.
It’s an exception to all the other articles that are free of jargon, slang, and made up terms.
I’m not sure what the author is talking about.
The recording of this Forum Conversation is available in the HPS Online Store for $25 USD. That might clarify things. http://www.highprobsell.com/store/#forum-recordings