Conversation with a Long-Time Student of High Probability Selling

Jon Williams reached out to me (Carl Ingalls) on Facebook Messenger recently, with some questions about the application of High Probability Selling.

I am posting our conversation here with some minor editing, and with permission.


Jon: I wanted to ask you, have you ever been asked about how to sell things that aren’t as straight forward as a product per se. Like artwork, finery items like collectors stuff?

I heard this marketers take on it and she said you’ve got to look at what people want and “need” (manufacturing the need because they want it) and focus on that rather than the literal item.

I was thinking more about this and thought that’s definitely a decent start and to think about what the collectors want, the history of the piece or collection (as a feature), etc.


Carl: I have had several people inquire about selling something that is not very tangible. HPS is one example of that. I have also been asked about selling art. Collector’s items are fairly straightforward, at least on the selling side.


Jon: Gotcha. Ya I’ve always wondered about strictly non-tangibles.


Carl: If you see your job as one of influencing someone to buy, then HPS methods do not apply at all. The marketer person you mentioned recommends methods that are consistent with that. You really have to pick one or the other. If you flip back and forth [between influencing and not influencing], people won’t trust you.


Jon: Influencing or making offers based on what they want?

That’s what I took away from it as far as what they were saying. She walked us through her thinking and then applied that back to her style which I agree can certainly come off more “getting this or that” vs discovery.


Carl: If the people you reach out to do not have a clear picture of what you are offering, you need to have a good marketing system in place that educates them. Don’t try to do it during one-on-one selling. Extremely inefficient and unrewarding.


Jon: From what I’ve learned in marketing, it applies to everything, which is, truly know your audience and get real feedback from their perspective, the good the bad and the ugly.

If we have this and don’t add to it, then it becomes easier to “make offers”. 🙂


Carl: Making an offer based on what the other person wants is perfectly consistent with HPS, and is not an attempt to influence their decision.


Jon: Ya that’s what I focus on too 🙂

We’ve all had about enough of the internet hype and all this pressure to sell based on their need.

What about empathy?

Do we actually care about the human on the other side? Or are they just another dollar with a pulse?

That’s been made clear via high prob and very verrry few sales training does this well or at all. (Marketing training seems even worse because it’s so removed from the one-on-one)


Carl: In classical HPS outbound prospecting (one-on-one), we normally do not know what the individual wants. We may know something about the probabilities, based on the demographics used when purchasing a list. And the most efficient way of finding out if they want what we are offering is simply to ask them directly. The more specific [the offer], the better.

With the newer HPS Inbound prospecting (where a prospect reaches out to the salesperson), we listen to find out what they want, and we decide if we want to offer something based on that.


Jon: I do hear the better ones saying this method where they do interviews with their existing customers or clients, not to sell them anything new but to gain understanding from their perspective.

I do love this method of listening to them and going from there.

I think you shared this once, that when we start listening we may find they have a completely different want than what we thought at the beginning.


Carl: Some people call that marketing research [doing interviews with existing customers].

Most of the time, I’m a one-man operation. This means that I fill all of the roles. Market research, marketing, prospecting, selling, fulfillment, office manager, etc.


Jon: How have you found that to work for you?

I’m the same way. I only want about 2-3 really solid clients when I get there.


Carl: I like the variety of roles, a lot. However, going solo is a very lonely job, and I do have trouble with that.


Jon: Ya, I’ve heard that too, about the lonely part. For now I don’t mind but it may change later, lol


Carl: I’m looking forward to doing a 3-session workshop on the TRI, starting this Tuesday 11 Jan. That’s real connection with real people, and teaching them how to do it too. Of course, you already know about that.

By the way, I’d like to put our conversation on the HPS Blog. May I have your permission to do that? I’ll probably use just our first names. Any thoughts?

Probably some minor editing. I’ll send you a copy to review first.

This is an example of one-to-many marketing that educates.


Jon: Ya that’s perfectly acceptable with me. Thanks for asking ☺️


Carl: You are very welcome. And I really appreciate the thoughtful conversation.


Jon: Yes it’s helped me understand the differences too and to get clear myself.


Questions and comments on this blog are very welcome.

Trust and Respect Inquiry (TRI), a Sales Training Workshop, 3 Sessions for $382 USD

This workshop teaches students how to do Level 1 of the Trust and Respect Inquiry as described in the book, High Probability Selling by Jacques Werth and Nicholas Ruben (in the chapter titled “Establishing a Relationship”). It is intended for people who have taken the introductory mini-course on the TRI, or have had at least some training or experience with the method.

Three interactive live video sessions on Zoom, spaced 1 week apart, led by Carl Ingalls. Each session is about 2 hours long, and is recorded.

Includes: a workbook, live demonstrations of the method, practice during sessions, coaching, assigned exercises to do between sessions, and video recordings of each session.

Price: $382 USD per student. This covers all 3 sessions and materials.

Dates: Tue 11 Jan, Tue 18 Jan, and Tue 25 Jan 2022
Time: 1pm to 3 pm, USA Eastern Time

Note: This course has had other names over the years: Getting Personal, Powerful Listening, Rapport & Connecting.

For more information, see www.highprobsell.com/workshops/tri1/ and the article on this blog “You Have to Get Personal“.

If you decide you want to attend this workshop, or if you have questions, please contact Carl Ingalls, +1 610-627-9030 or Ingalls@HighProbSell.com

Sales Training: Trust and Respect Inquiry (TRI), a Workshop in Three Sessions

This workshop teaches students how to do Level 1 of the Trust and Respect Inquiry as described in the book, High Probability Selling by Jacques Werth and Nicholas Ruben (in the chapter titled “Establishing a Relationship”). It is intended for people who have taken the introductory mini-course on the TRI, or have had at least some training or experience with the method.

Three interactive live video sessions on Zoom, spaced 1 week apart, led by Carl Ingalls. Each session is about 2 hours long, and is recorded.

Includes: a workbook, live demonstrations of the method, practice during sessions, coaching, assigned exercises to do between sessions, and video recordings of each session.

Price: $382 USD per student. This covers all 3 sessions and materials.

Dates: Tue 30 Nov, Tue 7 Dec, Tue 14 Dec, and Tue 21 Dec 2021
Time: 1pm to 3 pm, USA Eastern Time

Note: This course has had other names over the years: Getting Personal, Powerful Listening, Rapport & Connecting.

For more information, see www.highprobsell.com/workshops/tri1/ and the article on this blog “You Have to Get Personal“.

If you decide you want to attend this workshop, or if you have questions, please contact Carl Ingalls, +1 610-627-9030 or Ingalls@HighProbSell.com

Phone Phobia

The following is from a student of High Probability Selling (HPS) who calls himself Francesco the Salesman, and is published here with permission. I have done some minor editing.

Right now my BIGGEST challenge is to get into the damn phone.

I have the fear of God when it comes to using the phone.

It is AMAZING how much I can procrastinate to get into the phone!

I find EVERYTHING to do before getting on the dreaded phone.

It is funny and strange, because I have no problem at all in meeting people COLD in person, nor girls, I can even be in front of an audience of 200 people completely comfortable and with the calm of a Zen monk!

But when it gets to the phone, I start sweating cold, panic and procrastinate like there is no tomorrow.

I know that, in the end, all comes down to de-sensitization through exposure and repetition, but damn is hard to get into it to begin with.

I feel reluctance to the phone itself, besides the cold calling.

Actually I think that more than the actual cold calls, it is the phone that is my problem.

I usually try to avoid making phone calls all together.

If I can do it in person, text or email, I will usually lean over those options first and avoid or procrastinate on making a phone call.

And when I do make a phone call I sometimes get quite nervous and do not like that feeling much.

It is like a phone phobia.

It is quite limiting as you can imagine.

I remember reading something in the book “The psychology of sales call reluctance” that mentioned that usually call reluctance stems from an early childhood trauma for which one with my “first love” girl in high school immediately comes to my mind.

She was a very attractive girl (amazing legs) back in high school and the first girl I got DEEPLY excited for ever in my life (I switched from an all guys school to a mixed one) in both sexually and romantically interest and illusion.

Unfortunately she was EXTREMELY mean and nasty with me (in general too though) and she caused me quite a severe pain, especially on my first very few calling attempts to her.

Even my father teases my phone phobia saying that “Anna (the little vixen) really screwed you up to use the phone forever!”

So my problem is not as much in warming up to calling but to BEGIN calling in the first place.

In reflecting for a solution, I concluded that again a process of de-sensitization through repetition would be the best course of action, for which I was planning on setting a goal of making a certain number of phone calls every day (say 10) as a habit building exercise starting small and then ramping up the number of calls as I got more confident.

That is the idea I am currently playing with and reflecting upon.

My number one priority in my life right now is to get this “being able to make phone calls comfortably and confidently every time I want” thing down and solved, because it is a tremendous peril and HUGE limit both financially and socially and I just HAVE to get this dumb thing solved.

Francesco the Salesman

The text above is copied from emails received in late October 2018.

Schedule: 7 Oct through 14 Oct 2021


Thu 7 Oct:  Rapport (TRI) Basics, a Mini-Course on Zoom

Introduction to the Trust and Respect Inquiry (TRI), which is how we connect with someone without trying to create rapport or build a relationship.  Why we do it, and the basics of how and when.

From 4:00pm to 4:45pm, USA Eastern Time, on Thursday 7 October 2021.

This is a short mini-course, 45 min for $45 USD.  To enroll and purchase, go to
https://high-probability-selling.myshopify.com/cart/39310700675132:1?channel=buy_button


Fri 8 Oct:  Prospecting Basics and Update, a Mini-Course on Zoom

Introduction to the design and delivery of High Probability Prospecting Offers.

From 2:00pm to 2:45pm, USA Eastern Time, on Friday 8 October 2021.

This is a short mini-course, 45 min for $45 USD.  To enroll and purchase, go to
https://high-probability-selling.myshopify.com/cart/39310541520956:1?channel=buy_button


Wed 13 Oct: Discovery / Disqualification, a New Sales Training Workshop, on Zoom

These are the questions we ask to uncover the most common deal-killers early in the sales process. Discovery is a must. Disqualification is optional.

From 10:00am to noon, USA Eastern Time, on Wednesday 13 October 2021.

This is a 2-hour workshop, for $142 USD.  To enroll and purchase, go to
https://high-probability-selling.myshopify.com/cart/39517403775036:1?channel=buy_button


Thu 14 Oct:  Sequence of Steps in the Process, a Mini-Course in High Probability Selling

All of the steps of the High Probability Selling sales process – when and in what order.

From 10:00am to 10:45am, USA Eastern Time, on Thursday 14 October 2021.

This is a short mini-course, 45 min for $45 USD.  To enroll and purchase, go to
https://high-probability-selling.myshopify.com/cart/31226966409276:1?channel=buy_button


Go for No and High Probability Selling – Live Video Streaming Event Tue 28 Sep 2021 on Facebook

Andrea Waltz and Carl Ingalls will continue our conversation about similarities and differences between these two selling systems.  Our previous conversation was on 28 June 2021, and may be viewed on You Tube.

The conversation will be streamed live to the High Probability Selling company page on Facebook, at https://www.facebook.com/HighProbabilitySelling/.  If you choose to “like” that page, Facebook will automatically notify you of this event.

The event is open to the public and is free (no charge).  No registration required.

Date:  Tuesday 28 September 2021
Time:  3pm 5pm USA Eastern Time (same as New York City)
Link: https://www.facebook.com/HighProbabilitySelling/
Duration:  1 hour

Comments posted to the streaming event on Facebook will be forwarded to both presenters, and we will answer questions if we can.

The event will be recorded, and the recording will be posted to the High Probability Selling channel on YouTube (www.youtube.com/channel/UC3jsAgiQj4qg1XqA9T_mOpw).  If you subscribe to that channel, YouTube will notify you when the recording is available.

It may be useful to read the book, Go for No!, by Richard Fenton and Andrea Waltz, before the discussion.


Please note the schedule change. It was 3pm and is now 5pm. Still Tue 28 Sep 2021.

Let’s Talk About High Probability Selling

Friday 17 September 2021 at 10:30am USA Eastern Time on Zoom

No charge. 

If you want to attend, please contact me (Carl Ingalls), and I will send you the meeting details (Zoom link, meeting ID, and passcode).  Make sure you give me a way to contact you.

Phone: +1 610-627-9030 (USA Eastern Time)
Email: Ingalls@HighProbSell.com

Judging

We try not to judge, but it’s a difficult habit to break.  Sometimes we do it without intending to.  Sometimes we are completely unaware of it.

I’m talking about the Good vs Bad kind of judging that we do when we apply it to people and what they do.  We form a value opinion, and then we drop our opinion into the world where it does its damage.

In High Probability Selling (HPS), we do our best to avoid this kind of judging.  Nothing positive, nothing negative.  Neither good nor bad.  We consider it too manipulative.  People are less likely to trust us.

It takes a great deal of work to become more aware of how our opinions – and how we state them – make other people feel judged and pressured.  Good intentions are not enough.

If you want to read some guidelines about how we avoid judging, see a previous article on this blog, “You Have to Get Personal“.

Questions and comments are very welcome.

Giving Something Away – Advice from Jacques Werth

Jacques Werth (founder of High Probability Selling), had this to say about giving away anything of value.

Always make sure that the recipient wants and will value what you give them, before you give it to them.

Don’t assume, ask.

  • Want – Do you want this?
  • Value – If I give this to you, what will you do (with it)?

Many years ago, Jacques was meeting someone in his office, and the conversation soon turned to High Probability Selling.  The visitor saw the book, High Probability Selling and expressed some interest in it.

Jacques asked, “Do you want a copy of that book?”

When the visitor said yes, Jacques asked, “If I give it to you, what will you do?”

The visitor said, “I’ll read it,” so Jacques handed him a brand new copy, no charge.

%d bloggers like this: