Category: Announcements

Blog posts that are announcements, usually about upcoming seminars and training workshops.

Master the Inquiry Method of High Probability Selling – New Workshop

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.

Who Should Attend:

This workshop is designed to accommodate people with a wide range of backgrounds—whether you’re new to HPS or have years of experience.

  • New to HPS? Module One is best if you have read the book but have not received any training in the Inquiry.
  • Previously trained (in the TRI) but not comfortable with it? Modules One and Two will help you resolve the discomfort.
  • Struggle with applying the Inquiry in real-world business settings? Modules Two and Three will provide the practical skills needed.
  • Want something more authentic than rapport-building? Modules One and Two cover the what and how. Module Three gets into this more deeply.
  • Curious about the Inquiry for personal growth? The Inquiry is a powerful tool for understanding colleagues, relatives, or anyone you want to connect with more deeply. We cover this in Module Three.

Workshop Modules:

Module One: (3 weeks)

  • Introduction to the Inquiry Method
  • The Inquiry’s role in High Probability Selling
  • Listening beyond tactics to achieve real human connection

Module Two: (3 weeks)

  • When to use the Inquiry
  • A simpler way to begin with the Inquiry
  • Live practice sessions for confidence-building

Module Three: (4 weeks)

  • Going beyond the basics—handling challenges and going deeper
  • Advanced listening and questioning techniques, with guided practice
  • Applying the Inquiry in all areas of life and business

Workshop Structure:

  • Live and interactive Zoom meetings, 60-90 minutes each, held once or twice per week (recorded for review).
  • Class size. Module 1 is open to 12 students, while Modules 2 and 3 are each limited to 6 students to ensure personalized coaching.
  • Schedule. We will adjust our calendar to accommodate the people who enroll in the workshop. We will also adjust the schedule as needed to ensure that each student develops a strong grasp of the Inquiry Method.
  • Contact Us for more information or for assistance in deciding where to start.

Pricing:

ModulePrice (USD)Enroll and Purchase
Module One$350Buy now
Module Two$450Buy now
Module Three$550Buy 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.

UPDATE – Schedule for Module One

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.

High Probability Prospecting Offer Clinic

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:

New Course for 2024: High Probability Selling for Inbound Selling

The Backstory: HPS and Inbound Selling

Since the 1990s, High Probability Selling (HPS) has focused predominantly on outbound telephone prospecting, followed by a sales appointment or closing process. Despite the fact that Jacques Werth, one of the co-authors of the HPS book, successfully implemented HPS in several businesses with primarily inbound traffic, the book and training did not cover how to handle inbound sales.

When I asked Jacques about applying HPS to inbound sales calls, he suggested, “just listen to them long enough to give them an outbound prospecting offer.” However, I found that this approach was ineffective and often counterproductive, frustrating both the prospect and me, as well as the referral source.

Through my own experiences, I quickly realized that the traditional HPS methods were not suited for inbound calls. Abandoning HPS was not an option for me, as it would create more chaos. Instead, I adapted HPS to fit inbound selling scenarios.

From 2010, over 13 years working in health insurance agencies and call centers that handled 95% inbound calls, I developed a new approach. I created what we now call “HPS in a non-HPS world” for inbound selling. As I successfully applied these adaptations as an agent, I also trained, coached, and supervised others in implementing HPS for inbound callers.

Why Adapt HPS for Inbound Selling?

Outbound calls are straightforward; you know the topic, the offer, and the likely responses. However, inbound calls are unpredictable. You don’t know who is calling, why they are calling, or even if it’s a sales call. This unpredictability can unsettle even the most seasoned sales professionals.

Through trial and error, I learned how to listen effectively to inbound callers, determining if a sale was possible and if the caller was a High Probability Prospect (HPP). If they were not, I developed ways to gracefully lead them to an exit point while preserving the opportunity for future warm calls. This gentle and respectful disqualification is crucial for maximizing inbound call opportunities.

Workshop Content

This course will teach you how to handle inbound calls using the HPS framework. You will learn:

  • Common Pitfalls and Mistakes: Identify and avoid common mistakes made during inbound calls.
  • Effective Listening Skills: Listen to discern the caller’s primary and secondary concerns, ensuring open and transparent communication.
  • Customer Needs Identification: Identify both expressed and unspoken customer problems and determine their conditions of satisfaction.
  • Resolving Customer Concerns: Find mutually beneficial solutions and establish a respectful, ongoing business relationship.
  • Overcoming Salesperson Biases: Recognize and mitigate preconceived ideas and beliefs that hinder understanding and connection.
  • Creating a Safe Space: Make prospects feel safe to share necessary information for both their benefit and yours.
  • Maintaining HPS Mindset: Balance qualification and disqualification while maintaining neutrality.
  • Implementing HPS Processes: Design and implement written processes to handle inbound inquiries efficiently.

Personal Insights and Strategies

During the workshop, I will share personal anecdotes and strategies that helped me adapt HPS to inbound selling. You’ll learn:

  • How to handle inbound calls confidently and effectively, maintaining the HPS mindset.
  • How to design and implement HPS processes specific to your business needs.
  • How to ensure inbound calls become enjoyable and profitable experiences.

Conclusion

This interactive workshop will equip you with the skills and insights to manage inbound calls successfully, even the unexpected ones. You will discover that handling inbound calls can be a highly enjoyable and profitable part of your sales process.

Instruction: Live and interactive on Zoom, taught by Paul Bunn (with over 13 years selling this way and teaching others) in three sessions. Recordings of live sessions also provided. One-on-one coaching available.

Schedule:  The next course begins Fri 24 May 2024 at 9:30 AM (USA Eastern Time).  The second and third sessions of that course are Fri 31 May and Fri 7 June, same time. 

Price:  $547 USD per person
Purchase:  click here

For updates on this course, see https://www.highprobsell.com/training/inbound.html

Survey – What Days and Times Work Best For You, Regarding HPS Events and Workshops?

We need to know what times work best for our audience when we schedule High Probability Selling events and workshops.

Which of the following event times and dates will work for you? Select all that apply.

  • Weekdays. 7 AM Eastern Time (4 AM Pacific Time)
  • Weekdays. 10 AM Eastern Time (7 AM Pacific Time)
  • Weekdays. 1 PM Eastern Time (10 AM Pacific Time)
  • Weekdays. 4 PM Eastern Time (1 PM Pacific Time)
  • Weekdays. 7 PM Eastern Time (4 PM Pacific Time)
  • Weekdays. 9 PM Eastern Time (6 PM Pacific Time)
  • Weekdays. 10 PM Eastern Time (7 PM Pacific Time)
  • Weekends.

You can send your response to us by any of the following methods:

Overview of High Probability Selling: 3 New Courses for Consultants, Financial Services, and Real Estate

Who the Overview Courses Are For
  • People who want to have more understanding of the overall framework and context of HPS (and how it’s taught), before they make a larger investment of their time, energy, and money for more comprehensive training courses.
  • People who want to understand where the pieces fit, before they start taking individual courses a la carte.
  • People who have taken some courses, and want to see how what they already understand fits into the complete process.
  • People who have read the book, but want to see how HPS is applied in today’s Real World.
What the Overview Courses Provide
  • What has changed in HPS over the years
  • Selling Strategy:  The meaning and purpose of selling
  • The Mindset:  Beliefs, habits, attitudes, language
  • Overview of a complete HPS sale, with an outline of the overall HPS process
  • The HPS Way of Being
How We Teach These Courses
  • Three interactive sessions with live instructors on Zoom
  • Sessions are 60 minutes each, once per week, same time and day of week
  • Exercises to do between sessions
  • Video recordings of sessions are also provided
  • Taught by Paul Bunn and/or Carl Ingalls, with over 50 years of combined experience with HPS, in both sales and non-sales roles
Sign Up and Purchase — $297 USD per person

Links to purchase this Overview Course, for specific types of business. Note that times are in USA Eastern Time (same as New York City):

If you have any questions, please Contact Us, or call +1 610-627-9030, or email Info@HighProbSell.com

Refresher in High Probability Selling – New Course Starts 2024-03-22

Who It’s For:
People who have completed at least some training in HPS, and
– haven’t done it for a while and feel a bit rusty
– want to know how HPS has changed
– have never fully implemented it before
– want to see if they can apply it to their business now
– have used HPS but want to know if they are still using it right

What You Get:
– What has changed in HPS over the years.
– An outline and review of the overall HPS process.
– How to restart HPS in your business.
– How to troubleshoot HPS when it’s not working.
– How to keep the HPS mindset in a non-HPS world.
– Ways to improve HPS and make it work even better in your business.
– Discovering the path to the HPS Way of Being.

How We Teach:
– Interactive sessions with live instructors on Zoom. Each session is recorded.
– Exercises to do between sessions.
– Taught by Paul Bunn and Carl Ingalls (with over 50 years
of combined experience with HPS, in both sales and non-sales roles).

Schedule: 
Starts Friday 22 March 2024 at 1:30pm USA Eastern Time.  Two or three sessions (2 hours each), spaced one week apart, same day of week, same time.  Also see the HPS Calendar for updates. 

Price:  $397 USD per person
Purchase:  click here

If you have any questions, please Contact Us, or call +1 610-627-9030, or email Info@HighProbSell.com

Essence of HPS – Course Rescheduled to 2024-03-04 (1 Week Later)

Introduction to the Concepts and Process of High Probability Selling (HPS)

Features of this Course:
– The meaning and purpose of selling
– The mindset (beliefs, habits, attitudes, language)
– The HPS Way of Being
– Overview of a complete HPS sale
– Taught by Paul Bunn and Carl Ingalls
(with 50+ years of combined experience with HPS)

Schedule:  Starts Monday 4 March 2024 at 3:30pm USA Eastern Time.  Two sessions (2 hours each), spaced one week apart, same day of week, same time.  Also see the HPS Calendar for updates. 

Price:  $297 USD per person
Purchase:  click here

If you have any questions, please Contact Us, or call +1 610-627-9030, or email Info@HighProbSell.com

Essence of HPS – New Course Starts 2024-02-26 Mon

Introduction to the Concepts and Process of High Probability Selling (HPS)

Features of this Course:
– The meaning and purpose of selling
– The mindset (beliefs, habits, attitudes, language)
– The HPS Way of Being
– Overview of a complete HPS sale
– Taught by Paul Bunn and Carl Ingalls
(with 50+ years of combined experience with HPS)

Schedule:  Starts Monday 26 February 2024 at 3:30pm USA Eastern Time.  Two sessions (2 hours each), spaced one week apart, same day of week, same time.  Also see the HPS Calendar for updates. 

Price:  $297 USD per person
Purchase:  click here

If you have any questions, please Contact Us, or call +1 610-627-9030, or email Info@HighProbSell.com

Survey – What is your biggest frustration about selling?

Please tell us what your biggest frustration about selling is.

You can send your response to us by any of the following methods: