Category: Announcements

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

Inbound Selling Basics: 2024-02-23 Fri

How to use High Probability Selling (HPS) when a prospective customer contacts you.

  • What is covered in this course.
    – Making HPS work in a non-HPS world.
    – How to apply the HPS Mindset for Inbound Sales.
    – HPS with and without a script.
    – Closing the Inbound Sale.
  • Taught by Paul Bunn, who has 13+ years of experience selling this way and teaching others how. 

Schedule:  Starts Friday 23 February 2024 at 1:00pm USA Eastern Time.  Three interactive sessions on Zoom, spaced one week apart, same day of week, same time.  Also see the HPS Calendar for updates. 

Price:  $547 USD
Sign Up & Purchase:  click here

Here is recent feedback from a client:

Paul and Carl, 

Nothing but positive feedback for your Inbound High Probability Selling Course. 

Since reading the book a few years ago I’d been piecemealing some of the practices together from the original Essence of High Probability Selling class, community forums, and blogs. Now I feel like I have a much firmer grasp on the mindset and the methods of high probability selling.

I’ll admit, going into the class I thought it would be more of a marketing focus on how to generate inbound calls. I’m really glad it wasn’t. As a Real Estate Broker, the activities I’ve always focused on are taking and selling more listings which requires talking to a lot of people. Most inbound calls I’d get were sign calls, calls from listing ads online, and the occasional return call from a voicemail. By working on the “get” for my scripts during your course and the inbound call framework I’ve doubled down on my outbound calls to get more signs in the ground (listings) and can now confidently handle those inbound calls by being an actual person on the other end of the phone. 

The focus on inbound calls was extremely valuable for me. My business comes from mostly outbound dialing, so when I’d get an inbound call, I’d find myself freezing and trying to figure out what to say to shift the control of the call back to me. I didn’t realize it but the fear of not knowing what to say had me searching for all sorts of methods to avoid them (recorded messages, call routing, no yard signs, not leaving voicemails etc.). It was simple all along…”How can I help you?” And listen, without trying to sell anything. That simple question along with the qualifying questions you laid out was the two-millimeter shift that I needed to simplify my business. I’ve gotten rid of all the gimmicks just to “scale” which can sometimes be a fancy word for avoidance. 

Thanks again. I’m looking forward to future courses, continuing to improve, and working towards BEING High Prob. 

Very best regards,

Blake

Price:  $547 USD  Sign Up & Purchase:  click here

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

Events for 2024-01-29 thru 2024-02-02

Tuesday, January 30: Open Discussion – “How I Learned to Deliver Consulting Advice in the High Probability Selling Way”

Date : Tue 30 Jan 2024
Time: 1:00pm USA Eastern Time
Presenter: Carl Ingalls, with assistance from Paul Bunn
No charge. No registration required.

Zoom Meeting Details:
[Zoom access details removed]

This live and interactive discussion is specifically intended for Consultants, Advisors, and Coaches, but anyone who is interested is welcome to join us. No particular background in HPS is necessary. 

Wednesday, January 31: HPS Community Forum – The Get

Date: Wed 31 Jan 2024
Time: 10:00am USA Eastern Time
Presenter: Paul Bunn, with assistance from Carl Ingalls
No charge. Registration required.
Featured topic: More about The Get

To register for this series of events, please send us your full name and your email address. A phone number is helpful, but optional. You can email us at info@HighProbSell.com or use our Contact Us webform. After we receive your registration info, we will send you the Zoom instructions by email.

The HPS Community Forum is intended for people who are already familiar with High Probability Selling.

Thursday, February 1: Open Discussion – Outreach With High Probability Selling – an Introduction

Date : Thu 1 Feb 2024
Time: 2:00pm USA Eastern Time
Presenter: Paul Bunn and Carl Ingalls
No charge. No registration required.

Zoom Meeting Details:
[Zoom access details removed]

“Outreach” is the modern term for what we call Prospecting (outbound).

Anyone who is interested is welcome to join us. No particular background in HPS needed. 

Friday, February 2: Open Discussion – Delivering Consulting Advice

Date : Fri 2 Feb 2024
Time: 10:00am USA Eastern Time
Presenter: Carl Ingalls, with assistance from Paul Bunn
No charge. No registration required.

Zoom Meeting Details:
[Zoom access details removed]

This event is a live discussion covering the same topic as the one on Tue 30 Jan.

Free Presentation on Zoom – How I Learned to Deliver Consulting Advice in the High Probability Selling Way

I’ve been giving expert technical advice for a long time.  However, my clients didn’t always take my advice, which means they didn’t get much value from hiring me as a consultant, and were less likely to hire me again.  After I learned High Probability Selling, I delivered my advice very differently, and that has made all the difference. 

This live and interactive webinar is specifically intended for Consultants, Advisors, and Coaches, but anyone who is interested is welcome to join us. 

Date : Tue 30 Jan 2024
Time: 1:00pm USA Eastern Time
Presenter: Carl Ingalls, with assistance from Paul Bunn

Zoom Meeting:
Zoom Link
Meeting ID = 893 0680 0115
Passcode = 848082

We Need Your Help – Dream Outcome Survey

We need to understand what draws people to High Probability Selling, what they hope to get from it, what is their Dream Outcome. 

Please tell us which of the following are most important to you. Select up to five of the items below, and let us know which ones you have picked. 

  1. Make more money selling
  2. Have more time for anything except selling
  3. Increase efficiency
  4. Feel better about who I am being when selling
  5. Self-improvement
  6. Because it’s different
  7. The path less traveled
  8. Gotta be a more human way
  9. Easier, less complex
  10. Not doing battle for appointments

You can write down the item numbers for what you selected and send them to us (use our Contact page), or you can click on the boxes on this webpage. 

After we have studied and interpreted the results, we will publish our conclusions on this blog. Thank you. 

The High Probability Selling Book

The book, High Probability Selling, describes a way of selling that is an effective alternative to the usual way of selling. 

The book tells the story of a salesperson learning this sales method on the job. It is a good illustration of what the process looks like, but does not go deeply enough for most people to learn how to use it as well as they’d like. However, it can help the reader decide whether they want to learn more, or not.

The book is available for purchase in 4 formats, with a 5th format coming soon.

1. Paperback (178 pages in 12 chapters)
 Purchase here $19.95 USD + S&H
    (S&H calculated during checkout)

2. eBook, PDF digital download (1.4 MB)
 Purchase here $9.98 USD

3. Audio book, MP3 digital download
 (54.6 MB, 4 hours)
 Purchase here $19.97 USD

4. Amazon Kindle
 Purchase from Amazon $9.97 USD

5. Audible, coming soon. 

See reviews of the book on Amazon. 

Here is the Introduction from the book:

Why doesn’t sales training work?

Why is it that most people who attend sales training courses and seminars show very little sustained improvement?  Why doesn’t modern sales training consistently produce successful salespeople?

Why is it that most sales training courses and seminars contain large doses of motivational psychology?  Why is it that the sales profession is the largest user of motivational training?  Is it coincidental that the next largest user is the armed forces?  What is it that the armed forces and salespeople have in common that requires them to be the largest users of motivational training?  How many carpenters, mechanics, CPA’s, claims adjusters or veterinarians need to attend motivational seminars in order to do their jobs?

How many professions come with a built-in fear of rejection and a reluctance to do the job?  Why do approximately eighty percent of the people who enter the selling profession leave within the first few years?  Why do so many who remain feel trapped or burned out in their jobs?

Why do most people try to avoid salespeople?

Is this all endemic to selling or is there something fundamentally wrong with the way we sell that causes these problems?  Could it be that “Selling as the Art of Persuasion” is a concept whose time has come and gone?  Could it be that it’s no longer profitable to persuade and convince prospects to buy what they don’t already want?

We maintain that persuading and convincing is no longer a viable selling strategy.  Even worse, the attempt to do so causes too much tension, stress, and frustration.  Therefore, we re-invented the selling process.

Everything’s changed.  All the rules are different.  Fear of rejection is no longer an issue.  Resistance disappears.  Relationships of mutual trust and respect develop naturally.

Self-esteem is a natural result of the process.  Salespeople have standards.  Who they are as people and who they are when they’re selling no longer have to be different.

High Probability Selling trains salespeople how to discover whether there is a mutually acceptable basis for doing business without using manipulative techniques.  High Probability Selling is not an improvement on, or a variation of, any sales technique you know.  It’s a new paradigm that requires salespeople to sell with integrity in order to achieve outstanding results.

High Probability Selling takes salespeople off their knees and puts them back on their feet, with dignity, where they belong.

Introduction to the book, High Probability Selling, by Jacques Werth and Nicholas Ruben

Here are a few comments from students of High Probability Selling: 

“Life is too short and way too precious to waste it by selling any other way.”

“I used to sell to less than 25% of my prospects after 3 meetings. Now I sell to over 50% of my prospects in the first meeting. I used to be a salesman – now I’m an order taker. It’s almost boring.”

“HPS has changed my attitude about sales…completely. I cannot imagine selling any other way.”

“The principles of High Probability Selling have touched all aspects of my life. It is so valuable to be able to deeply relate to other people.”

Thinking in the Language of High Probability Selling – Short Course

Features:

Topics include:
– The power of unspoken words.
– How to stay in the High Probability Selling (HPS) zone.
– How to recognize when mixing incompatible paradigms.
– The truth about Poison Words.  
– How to keep the thinking from getting in the way.

  • Taught by Paul Bunn and Carl Ingalls.
  • Live group webinars on Zoom, two sessions, two hours each, spaced one week apart. 
  • Webinar recordings will be sent to everyone who purchases this course.
  • Exercises will be assigned to do between sessions.
  • Coaching (one-on-one) after the course:  two sessions, 60 minutes each.

Schedule:  Starts Thursday 4 January 2024 at 11:30am USA Eastern Time.  Session #2 is one week later, same time.  Also see the HPS Calendar for updates. 

Price:  $497 USD

Sign Up & Purchase:  click here

If you purchase this course, please include your email address, so we can send you the Zoom instructions. 

Questions? Please Contact Us, or call +1 610-627-9030, or email Ingalls@HighProbSell.com

Free Live Webinar: Does High Probability Selling Work With Financial Services?

What: An informative presentation by Paul Bunn, followed by a Q&A session.

Date: Wed 13 Dec 2023
Time: Noon to 1pm, USA Eastern Time

Who: Anyone who wants to learn about how HPS works when selling financial services. No special background needed.

Cost: Free, no registration required.

Platform: Zoom Video Conference, Live

Recording: This meeting will be recorded, and the recording may be made available to the public later.

Join Zoom Meeting:
https://us02web.zoom.us/j/82159412055?pwd=VlpoQjBWblNoNXh2c2FyaTNkNkM3Zz09

Meeting ID: 821 5941 2055
Passcode: 358698
Find your local phone number:
https://us02web.zoom.us/u/keJqN8XWsj

Inbound Selling Basics with High Probability

Features:

  • How to use High Probability Selling (HPS) when a prospective customer contacts you.
    – Making HPS work in a non-HPS world.
    – How to apply the HPS Mindset for inbound sales.
    – HPS with and without a script.
    – Closing the Inbound Sale.
  • Taught by Paul Bunn, who has 13+ years of experience selling this way and teaching others how. 
  • Live group webinars on Zoom, two sessions, two hours each, spaced one week apart.
  • Webinar recordings will be sent to everyone who purchases this course.
  • Exercises will be assigned to do between sessions.
  • Coaching (one-on-one) after the course:  two sessions, 60 minutes each.

Schedule:  Starts Tuesday 12 December 2023 at 11:30am USA Eastern Time.  Session #2 is one week later, same time.  Also see the HPS Calendar for updates. 

Price:  $497 USD

Sign Up & Purchase:  click here

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

Coming Soon from High Probability Selling

Lessons:
– Mindset of HPS
– Inbound Selling with HPS
– Outbound Selling (High Probability Prospecting)
– HPS for Selling Insurance and Other Financial Services
– HPS for Consultants and Coaches
– HPS and the Complex Sale
– HPS and Software as a Service (SaaS)
– Beyond the Process (from Doing to Being)
– HPS Complete (everything)

Each of the above lessons will be announced on this blog separately, with details, schedule, and price.

Learning Portals (methods of receiving lessons):
– Recorded material (on demand): text, video, audio
– Live webinars (scheduled group classes)
– Coaching (one-to-one)

So You’ve Read the Book – Now What?

We will cover some of the things that are missing from the book, High Probability Selling by Jacques Werth and Nicholas Ruben.

A live and interactive discussion on Zoom. Led by Paul Bunn and Carl Ingalls.

Date = Wednesday 9 August 2023
Time = 10am to 11am, USA Eastern Time (same as New York City)

The recording of this session will be made available to the participants.

If you want to attend this event, you may register for it by entering your contact information on this registration form by Tue 8 Aug at the latest. We will then send you the Zoom link and instructions. No charge.