Sales Training Options for Next Week: 12-16 April 2021

Workshop: Essence of High Probability Selling

Sessions = 1 (about 2 hours long)
Price = $95 USD
Date = Tuesday 13 April 2021
Time = 11:00am to 1:00pm (USA Eastern Time)
Platform = Interactive video meeting via Zoom

Recommended for people who want to understand the basics of High Probability Selling (HPS), and who have read the book at least once.

This workshop is a summary of all of High Probability Selling.

Topics covered:

  • What is High Probability Selling and What Makes it Different
  • What Has Changed Since the HPS Book Was Written
  • Mindset of High Probability Selling
  • HPS Sales Process, Sequence of Steps
  • When HPS Works and When It Does Not
  • Questions and Answers

Recorded. The workshop session will be recorded. The recording will be made available to all participants, and may be made available for sale later.

Enroll. If you want to participate in this workshop, or if you have questions, you may use the webform on the Essence Webpage, or you may contact Carl Ingalls (see below).

Mini-Course: Prospecting Basics

Sessions = 1 (39 minutes long)
Price = $39 USD
Date = Friday 16 April 2021
Time = 2:00pm to 2:39pm (USA Eastern Time)
Platform = Interactive video meeting via Zoom

Recommended for people who want to understand the basics of High Probability Prospecting. How to craft a High Probability Prospecting Offer, and how to deliver it.

Recorded. The mini-course session will be recorded. The recording will be made available to all participants, and may be made available for sale later.

This mini-course is an introduction to HPS Prospecting. For coaching on designing specific prospecting offers, please see High Probability Prospecting Workshops.

Enroll. If you want to participate in this mini-course, or if you have questions, please contact Carl Ingalls (see below).

Contacting Carl Ingalls

Sales Copywriting Tactics and High Probability Selling

Are sales copywriting tactics compatible with the non-manipulative methods of high probability selling?

The question is:

“Is using a marketing sales letter that uses the sales copywriting tactics of direct response marketing compatible with the non-manipulative methods of high probability selling process?”

This question was asked by a reader in a comment on this blog, and I decided to write a post about it.

The short answer is: NO.

The most common sales copywriting tactics are completely incompatible with High Probability Selling (HPS). And for most copywriters, even the fundamental purpose of copywriting is incompatible with HPS.

One copywriter explains the difference in purpose between copywriting and other writing in his article, “81 staggering lines in literature“:

“Unlike writing, copywriting exists to get the reader to do something, buy something, sign-up for something or share something.” He goes on to say, “copywriting exists to elicit an action in the reader.”

In High Probability Selling, we DO NOT attempt to get anyone to buy. Not even a nudge one way or the other. We do try to be as clear as possible about what it is that we are offering, and we do try to get the prospect to make an immediate decision about whether they want that or not. But nothing intended to influence that decision.

So, what about sales copywriting? What would that look like if you wanted to make it completely compatible with the methods and principles of High Probability Selling?

Here is what I think sales copywriting would look like if it were to be compatible with HPS.

  • Informative, without attempting to influence or impress the reader. Our primary purpose is to provide the information that someone might want in order to make a well-informed decision.
  • Honest, full disclosure of what is relevant.
  • Balanced, revealing both pros and cons.
  • Neutral, objective (factual), transparent. No exaggerating.
  • Concise, direct, to the point.
  • Short and simple, easy to read. What it’s about should be immediately apparent to the reader, as quickly as possible. If details are necessary, put them further down the page.
  • Focused more on what a customer receives (The Get), and less on what the seller does.
  • Features (what the customer gets immediately) are more important than benefits (potential later outcomes).
  • No pressure. No pushing, not even a nudge.
  • Provide options.
  • Ask for a decision. One of my favorite ways to do this is, “What do you want to do?”

My opinions on this are based on years of conversations with Jacques Werth (founder of High Probability Selling) and others, plus my own thinking and experience.

What are your thoughts and experiences about this?

“What Is High Probability Selling” – An Interactive Video Discussion with Carl Ingalls on Tue 6 Apr 2021

Anyone may attend, including those who have not read the book, High Probability Selling. No charge.

I (Carl Ingalls) will answer a few most commonly asked questions, plus as many questions from the audience as I can.

The discussion will be conducted through Zoom, and it will be recorded. The recording will be made available to the public later.


  • Date: Tuesday 6th April 2021
  • Time: 1pm USA Eastern Time (same as New York City)
  • Duration: 1 hour
  • Cost: No charge

If you want to attend this discussion, please contact Carl Ingalls by any of the following methods:

High-Tech and Complex Sales Teleconference Recording, Jacques Werth

Jacques Werth teaches how to use the methods of High Probability Selling with high-tech and complex sales in this teleconference that was recorded on Thu 3 Apr 2008.  The recording is 76 minutes long and is now available as an MP3 digital download for $43 USD.

There are a number of $10 discount coupons available. If you want one, please contact Carl Ingalls before you purchase this product., +1 610-627-9030.

To purchase, please visit our Materials webpage,

Questions and Answers with Carl Ingalls on High Probability Selling, Live Video Chat Wed 11 Nov 2020

Questions about High Probability Selling will be answered by Carl Ingalls (that’s me).

This Q&A event will be on Wednesday 11 November 2020, starting at 11am (USA Eastern Time) and lasting for one hour. We will use Zoom, and Julius Csizmazia will be our host.

The session will be recorded, but the recording will not be made available to the public. Some of the questions and answers may be transcribed into text and published later on our FAQ webpage and/or this blog.

Questions may be submitted either in advance, or during the Q&A session. Questions posted as comments on this blog will also be answered on the blog. Otherwise, the best way to hear the answers is to attend.

There is no charge to attend this meeting. If you want to attend, please register with, using the link below.

The Purpose of the Trust and Respect Inquiry

Jacques Werth has taught that the primary reason for doing the Trust and Respect Inquiry (TRI) in a sales situation is so that you can find out whether you can trust the other person or not.

My opinion on this is a little different.

Although I believe that the TRI can be effective in discovering most of the people who might try to cheat you, I believe that this is not its most important purpose.  I have never found a dishonest person by this method, and I have only heard Jacques tell of 2 or 3 cases where he actually discovered someone like that.  And in one of those cases, he chose to do business with the prospect anyway (and ended up regretting it).

I believe that the most important purpose of the Trust and Respect Inquiry is to find out about people.

Why is it important to find out about people?

  • High Probability Selling is a personal way of selling.
  • If we are going to work with people, we will do a much better job of it when we understand them well.
  • The time to find out about what it will take to work with someone is before the sale, not after.
  • The TRI is even more valuable when it is used outside of selling.  In my opinion, the TRI is the most valuable thing we teach.

Note:  The Trust and Respect Inquiry is a special process within High Probability Selling where we ask questions about the other person in a particular way.  An early version of this is described in the book, High Probability Selling (in the chapter titled “Establishing a Relationship”).

I’d very much like to hear thoughts and opinions from people who have a lot of experience doing the TRI.  Please use the comments feature, because I’m sure a lot of our other readers would like to hear from you as well.

We Take No for an Answer – No Matter How They Say It

In High Probability Selling, we always accept “no” for an answer, and we move on.

Prospects say “no” in different ways, depending on circumstances.

For instance, suppose we are on a live phone conversation with a prospect, we present our offer, and ask “Is that something you want.”  They might answer our question with a simple “no.”  In that case, we say, “Ok.  Bye-now.”  Then we pause a few seconds in silence, and hang up.

Or, they might say something like, “I’m busy.”  As far as we are concerned that is exactly the same as a “no.”  We do not ask when is a better time for us to call again.  We say, “Ok.  Bye-now” and we hang up.

And if they say anything that sounds remotely like an objection, that’s the same as a literal “no.”

When we leave a message (by voicemail, text, or email), a lot of people say no by deleting the message without responding to it in any way.  If we do not receive any response from the prospect, we also treat that as a no.  We might say ok and bye-now in our own heads.  But everything after that is the same.  We record what offer was given, and we call them back in 3 to 6 weeks with a different offer, just as if they had said no to our offer in person.

There is an exception to the above.  When we leave a message with a gatekeeper, and we are following the HPS special protocol for Working With The Gatekeeper, we may call that same gatekeeper in a few days to ask about the response.

If a prospect does not say “Yes” to our question, “Is that something you want,” we have found that it is better to exit quickly and come back to the same individual 3-6 weeks later with a different offer, than it is to spend any more time at all talking with that prospect.  That is why Jacques Werth advised students to err on the side of disqualifying a prospect.  You are far more likely to get another chance at discovering a sale by coming back later.

Most of the time, no only means not now.

Happy Prospecting,
Carl Ingalls

Comments and questions are very welcome and appreciated.

High Probability Selling Was Discovered, Not Made

Jacques Werth discovered what he later called High Probability Selling (HPS) by observing and documenting what hundreds of highly successful salespeople were doing.  He invented the name, and he invented a way of talking about it and teaching it, and he wrote the book, but he did not invent the method of selling.  It was already out there.  That’s where he found it.

I asked him why he used the phrase “Re-invents the Selling Process” on the cover of his book.  He told me that, at the time, lots of successful authors were saying things like that on their books and it seemed like a good idea.

In those days, Jacques tended to use conventional methods in marketing.  In later years, he moved toward marketing methods that were more compatible with his preferred selling method.

One of the things that distinguishes HPS from other selling methods is that it’s all about discovery—all the way through the entire process.  Discovering a sale, not making one happen.

I see High Probability Selling itself as something to be discovered, not controlled.  That is the way I prefer to work with it.  Learning, talking, and teaching.

Comments and questions are very welcome and appreciated.


A Student’s Experience With the Trust and Respect Inquiry

The following is my favorite testimonial about High Probability Selling.

This was by far the best workshop that I have ever attended.  I learned more practical concepts in this workshop than all the others combined.  I was very impressed with the amount of knowledge that was shared during the class.  I received so much more from the class than I had originally anticipated.  I was so pleased to learn that Jacques was teaching the class, there’s no better way to learn than getting it straight from the source.  The thing that was most astounding to me was how much the skills from High Probability Selling can be used in everyday life to better the interactions one can have with the people in their lives.  That was truly more than I had expected.  Since the closure of our workshop I was able to do a trust and respect inquiry on my Father (the man of few words).  In the 45 minute ride to the airport, my dad talked almost the entire way and I was truly amazed at how much I learned about my father that I never knew.  About the relationship he had with his father and how he was terrified of him.  It gave me so much insight into my father and why he behaves the way he does.  I gained a huge amount of respect for him and a deep love and appreciation for all that he has done for me.  Had I not learn how to do this, I would have never known what makes my father tick.  Thank you so much for teaching me this skill that will help my business and my life.  I will forever be grateful.  You have truly left footprints on my heart that will no doubt allow me to leave footprints on other’s hearts.  I hope all the talking I’ve done and will continue to do about your workshop sends you some new business!  Thanks again for everything!

~ J. Cano, Empowered Financial Services

The above review is my favorite from a set of 26 testimonials that Jacques Werth had collected from students between about 1990 and 2006.  You can read all of these testimonials on the main HPS website at

Comments and questions are very welcome and appreciated.


Recording of Video Interview of Carl Ingalls Now Available on You Tube

This interview about High Probability Selling was conducted on Wed 13 May 2020 by Julius Csizmazia via Zoom video chat.  The video recording is now available for viewing on You Tube at no charge.  Click below.

For more info about this interview, see the announcement on this blog.