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Discover the power of the Inquiry Method, a revolutionary approach for finding out what you really need to know about your prospects—before making any business decisions. Unlike typical sales tactics that focus on rapport-building, the Inquiry focuses on creating an open, honest, and safe space for communicating.
Jacques Werth, founder of High Probability Selling (HPS), called this the Trust and Respect Inquiry (TRI). It remains one of the most valuable, yet challenging, elements of the HPS system. While some practitioners have mastered it with great success, many have encountered obstacles that prevent them from progressing.
This workshop introduces a new approach to the Inquiry, starting with the basics and gradually building towards mastery. You’ll begin by understanding the core principles and then practice a simplified version of the Inquiry, all while maintaining its essence. In the final module, you’ll learn how to embody the Inquiry mindset, allowing you to engage in these powerful conversations with ease, in any situation.
This workshop is designed to accommodate people with a wide range of backgrounds—whether you’re new to HPS or have years of experience.
Module One: (3 weeks)
Module Two: (3 weeks)
Module Three: (4 weeks)
| Module | Price (USD) | Enroll and Purchase |
| Module One | $350 | Buy now |
| Module Two | $450 | Buy now |
| Module Three | $550 | Buy now |
| Full Series | $1200 (save $150) | Buy now |
Contact us for more information or to discuss customization options. Ongoing support and consulting services are also available.
We have decided the schedule for Module One of this Workshop. It will officially begin on Mon 4 Nov and end on Fri 22 Nov 2024 (3 weeks). We will also have a bonus “head start” meeting before then, on Fri 1 Nov.
The 1 Nov and 4 Nov meetings will begin at 11:30 AM (USA Eastern Time – note that we switch from Daylight Saving Time to Standard Time on Sun 3 Nov).
After that, exact dates and times will be adjusted to accommodate the people who sign up. Tentative dates and times (for meetings after 4 Nov) currently appear on the HPS Calendar, which will be kept updated.
Learn the Inquiry, $950, click here
Questions? Contact Us
We are in the process of designing a special series of coaching sessions that focus on High Probability Prospecting Offers. Details will follow.
Meanwhile, if you have questions or comments or suggestions, you can reach us by any of the following:
Hi Carl
I absolutely support everything about HPS.
You’re so correct, it is a mindset, if someone doesn’t get that it won’t work.
My work in selling was as an Audiologist providing hearing healthcare, selling hearing aids with ongoing aftercare, it was totally the psychology of “finding people who want you’ve got” and dismissing (at that time) those who don’t.
The mistake fellow Audiologists make is to find someone with a hearing loss and try to sell them hearing aids!!!
Our sales managers want sellers to sell, I didn’t, however that could resulting in a typical 25+% cancellation rate. I wanted to find those who wanted to buy and my consultation involved being confident to know the time was not now. I felt in control. I was a top seller and had a super low 7% cancellation rate, it would never be 0%.
My sales manager picked on the 7% as a weakness to sell, “you could sell even more if you pushed harder” he said!
I never had to cold call but my appointments were still somewhat cold so that was my starting point.My first question was always
“why have you come to see me?” ie to put the onus on them straight away and then go on to find out if they wanted what I had and to know when to stop.
Apologies if that’s a little rambling 🤣Regards
Ian
We would love to hear your thoughts and experiences as well.
We are in the process of putting together a workshop about the High Probability Selling Mindset. We will announce it here, so stay tuned.
We asked ChatGPT for its opinion on what is mindset, and here is what it gave us.
A mindset refers to a mental attitude or inclination, a particular way of thinking or approaching situations. It encompasses beliefs, assumptions, and attitudes that shape how individuals perceive and respond to the world around them. Mindsets can influence behavior, decision-making, and overall outlook on life, often determining one’s approach to challenges, opportunities, and relationships.
Not bad, in my opinion.
And here is something I (Carl Ingalls) put together on the topic a while ago, but haven’t published until now.
Mindset drives our thinking, actions, and reactions. It affects how other people interact with us, whether consciously or unconsciously. Furthermore, our mindset affects our ability to learn and apply High Probability Selling (HPS).
Here are some of the elements of the HPS Mindset.
We are in the process of putting together a workshop about the High Probability Selling Mindset. We will announce it here, so keep tuned.
As always, we would love to hear from you.
Sometimes High Probability Selling (HPS) feels like it’s incredibly simple. Sometimes it feels like it’s the most complex idea on earth. I have certainly oscillated between both of those extremes and maybe you have too.
The focus of teaching and implementing HPS from 2000 to 2015 has mostly been on the PROCESS, the steps of what you do, and much less on the thinking that goes with it. This was a conscious choice by Jacques Werth, the founder of High Probability Selling.
He chose to teach HPS the way he was taught martial arts. Practice the physical forms, over and over and over and over, until you “get it” and it becomes automatic. He knew very well that this was just a way of getting there, and that there was far more to HPS.
He also chose to sell HPS as a sales process, perhaps because it seemed more concrete and real that way, and because that was the kind of thing he was most familiar with selling. He always seemed surprised when asked, “What if High Prob were more than just a process?”
Some students were very successful in learning and applying HPS simply as a process, but too many were not. They needed to understand the aspects of HPS that were both behind and beyond the step-by-step process before they could actually do any of it. And without the doing, nothing happens.
Understanding the MINDSET is a necessity when trying to figure out what to do when things change. People have changed the way they do business and the way they communicate with each other, and especially over the past several decades. This means the sales process must change. A fixed process is too rigid.
I have learned in my 30 years of learning, teaching, and implementing HPS in a wide variety of business and personal applications that the process alone (without a deeper understanding) can actually do more harm than good. To make HPS really “work” holistically, and without having to constantly adapt the process I had to fully understand and implement the mindset behind HPS, and the communication nuances based upon that mindset.
There’s much more to HPS than getting the steps right, or the words right. To excel at HPS, I learned that I must BE HPS, not just DO HPS. And to BE HPS, we have to embrace and adopt the HPS MINDSET.
We will write more about the Mindset of High Probability Selling as we understand it today. It’s a very big concept. We also plan to offer a workshop on this very soon. Stay tuned.
As always, we’d love to hear from you.
Knowing your why is the kind of self-awareness that may help you find your Hows.
The title is taken from a short YouTube video by Derik Fay. We will talk about how this way of thinking fits with High Probability Selling.
You (plus friends and colleagues) are invited to join us. No charge.
Thursday 12 September 2024 on Zoom at 9:30 AM (USA Eastern Time).
Register here and we will send you the Zoom details.
There is an ancient parable about a group of blind men who decide to examine an elephant so that they can determine what it is. Each blind man encounters a different part of the elephant, and they come to very different and conflicting conclusions about the elephant. If you are not familiar with this story, there is a good description on Wikipedia.
Sometimes I suspect that this is similar to the way people decide what High Probability Selling is. They encounter one aspect of it, and they conclude they have grasped the whole of it without looking further.
Many people see the probability aspect of HPS, and see it as a way to improve the efficiency of their efforts, by focusing only on the most probable prospects. It’s one of the easiest concepts to grasp. It is a true aspect of HPS, and may be a good place to start, as long as you don’t stop there.
Others see HPS as an ethical way of doing business, being honest with people, no cheating. That is also one aspect.
Jacques Werth chose to present and teach HPS as a sales process, like a recipe to follow. Just do the steps over and over again, as if you were learning martial arts, and eventually you will just “get it” by doing it. That is an approach that works for some people, but is usually not enough for most. Jacques knew there was so much more to it than just doing, but this is what he focused on.
I initially saw HPS as a non-aggressive and less conflicting way of interacting with people, many years ago. I still do, but I also know there is so much more.
I have taught the mindset of HPS, initially with the help of Jacques (and later with Paul Bunn). By mindset, I mean both conscious and unconscious attitudes, beliefs, habits, concepts, principles, guidelines, worldview, and language. And probably a few other things as well. However, even this does not encompass the whole of HPS. It’s just the mental stuff.
The best that Paul Bunn and I have been able to come up with is to say that High Probability Selling is a Way of Being. Imagine trying to teach that.
And we are doing just that. We guide people to the seeing, thinking, doing, and being of High Probability Selling.
We’d love to hear from you.
In High Probability Prospecting, we teach students to identify themselves first (with their name and company), say what the call is about, and then ask the prospect if that is something they want. That’s what we do when the call is answered by a real person, preferably a decision-maker.
When we find ourselves talking to an answering machine, we have to decide whether to leave a message, or just hang up and move on to the next prospect in our list. Jacques Werth, the founder of High Probability Selling, recommended never leaving a message.
Paul Bunn and I believe that this is not always the best strategy in today’s world. We are trying out other options, and paying attention to results.
And here are some results that I recently encountered. The context is sort of the reverse of prospecting. I was not looking for someone I could sell to. I was representing a buyer who wanted me to find a company capable of producing a specialized product for them. So I made a lot of telephone calls.
Extremely few companies answered the phone with a live person. Most connected me directly to an answering system, with an option of leaving a message in a general voice mailbox. When I did get a live person and explained the purpose of my call, they forwarded me to a number that was also answered by voicemail. This is today’s telephone world, even when you are a potential buyer.
In every case, I left a voice message. I started with my name (Carl Ingalls) and my company name (Embossing Technologies), and then explained briefly what I was looking for. Surprisingly, I got very few callbacks, even after I had left several messages with the same companies.
And then I found out why.
I was sounding just like any other spammer who wanted to sell them something they didn’t want. My name didn’t mean anything at all to them. My company name suggested that I was trying to sell them some product or service related to embossing. And they didn’t listen any further.
If I had started with a clear statement of what my call was about, establishing relevance for the other person, I probably would have had better results.
In the past, we believed that the recipient of a telephone call wanted to know first who is calling, and second what the call is about. That was probably true way back in the old days.
We now believe that the “what” question is more important to the person picking up the phone. The “who” question is secondary.
Although my recent experience was in making phone calls about buying and not about selling, we believe that it is worth testing this idea in outbound telephone prospecting.
We will keep you informed.
