Category: Blog

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.

Questions and Comments from Our Audience, 2021-06

Steve Alexander wrote:

I was thinking about High Prob Sell vs Go for No.  I believe both systems are based on the two holy grails of life – 1) Whatever you resist persists, and 2) whatever you pursue eludes you.  I have noticed these two universal truths everywhere in life.  It’s amazing how simple things become once you “get it.”  Want to sell something?  Stop trying.  That’s basically how it works.  If you stop trying to sell, people will buy, assuming you have something people want.  If they don’t want it, you’re better off being quiet.  Sometimes, prospects will talk themselves into a sale, but you never will.

Adam Ruplinger wrote:

I love HPS!  I do not sell well when experiencing anxiety.  HPS eliminates my anxiety.  I cannot find a company that lets me use it.  Can you provide a list of companies using it I could apply for work?  Thank you!

Carl Ingalls replied:

I don’t have a list of companies that use HPS.  In general, large companies do not support it.  Also, when a company pays a salary to a salesperson, I take that to mean that they are paying the salesperson to sell the way they tell them to.  However, when the compensation is commission, the salesperson is generally free to use whatever method he or she chooses, as long as they get results.

When applying for a sales position, I recommend that you say the following, “I use my own sales method.  Will that work for you.”

Only mention High Probability Selling if asked.  Never try to talk anyone into it. 

Published here with permission from the authors.

Schedule: 28 June through 2 July 2021

Mon 28 June:  Live Video Streaming Event on Facebook “Go for No and High Probability Selling”

Andrea Waltz and Carl Ingalls will explore the similarities and differences between these two selling systems.  Our conversation will be streamed live to the High Probability Selling company page on Facebook, at https://www.facebook.com/HighProbabilitySelling/ on Monday 28 June starting at 1:00pm USA Eastern Time.

No charge.  Registration not required.

Tue 29 June:  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 1:00pm to 1:45pm, USA Eastern Time, on Tuesday 29 June 2021.

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

Thu 1 July:  Discovery / Disqualification, a Mini-Course 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 10:45am, USA Eastern Time, on Thursday 1 July 2021.

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

Fri 2 July:  Prospecting Workshop, a Continuing Series of Sessions on Zoom

A mix of structured instruction plus individual coaching.  We rotate through all of the elements of High Probability Prospecting, in detail.  Continuous, ongoing — start, skip, pause, or stop anytime.

Recommended for people who want guidance in creating and delivering their own High Probability Prospecting Offers.

This week’s session will be 12 noon to about 2:30pm, USA Eastern Time, on Friday 2 July 2021.

$145 USD per session, with discounts when purchasing more than one session at a time (see below).

I recommend that you check with me (Carl Ingalls) before signing up or purchasing any of these prospecting workshop sessions, just to make sure that this really is what you want.

If you decide that you want to purchase and attend one session for $145, go to https://high-probability-selling.myshopify.com/cart/39315062358076:1?channel=buy_button

To purchase more than one session, at a lower cost per session:
2 sessions for $250
3 sessions for $355
4 sessions for $460

Go for No and High Probability Selling – Similarities and Differences – Live Video Streaming Event Mon 28 June 2021

Andrea Waltz and Carl Ingalls will explore the similarities and differences between these two selling systems via a (mostly) unscripted conversation.  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:  Monday 28 June 2021
Time:  1pm USA Eastern Time (same as New York City)
Duration:  1 hour, approx.

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.

Relationship Building through Prospecting

We let relationships build themselves naturally from how we work and who we are being, nothing else.  We make no attempt to create a relationship.

We demonstrate who we are every time we reach out to someone using the methods of High Probability Prospecting.

  • We get to the point quickly and directly.
  • We accept No for an answer, without question, and we go away immediately.
  • We do not try to influence or change anyone’s mind.
  • We are selective about who we will do business with, and under what circumstances.
  • We reach out to the same individual about once a month, with different offers.

These behaviors shape the relationship that forms, over time.

Sales Training: 17-21 May 2021

Wed 19 May:  Essence of High Probability Selling – a Refresher Course on Zoom

A two-hour summary of all of High Probability Selling, including updates.  Also suitable for beginners who have read the book, High Probability Selling.

From noon to 2pm, USA Eastern Time, on Wednesday 19 May 2021.

$95 USD per person.

To purchase, go to
https://high-probability-selling.myshopify.com/cart/29453902151740:1?channel=buy_button

Thu 20 May:  Rapport (TRI) Basics, a Mini-Course on Zoom

Introduction to the Trust and Respect Inquiry (TRI), which is what we do instead of trying to create rapport or build a relationship.  Why we do it, and the basics of how and when.

From 11:00am to 11:39am, USA Eastern Time, on Thursday 20 May 2021.

This is a short mini-course, 39 min for $39 USD.

To purchase, go to
https://high-probability-selling.myshopify.com/cart/39310700675132:1?channel=buy_button

Fri 21 May:  Prospecting Workshop, a Continuing Series of Sessions on Zoom

A mix of structured instruction plus individual coaching.  We rotate through all of the elements of High Probability Prospecting, in detail.  Continuous, ongoing — start, skip, pause, or stop anytime.

Recommended for people who want guidance in creating and delivering their own High Probability Prospecting Offers.

This week’s session will be 12 noon to about 2:30pm, USA Eastern Time, on Friday 21 May 2021.

$97 USD per session, with discounts when purchasing more than one session at a time.

I recommend that you check with me (Carl Ingalls) before signing up or purchasing any of these prospecting workshop sessions, just to make sure that this really is what you want.

If you decide that you want to purchase and attend one session, go to
https://high-probability-selling.myshopify.com/cart/39315062358076:1?channel=buy_button

How Do You Sell High Probability Selling?

Jacques Werth and I talked about this many times.  I believe that it is extremely important to follow High Probability Selling (HPS) when selling it.  Practice what you teach.

One of the problems of using persuasive arguments to market and sell HPS is that you attract people who live in that world, the world of convincing people.  You end up caring about and being frustrated with people who will have an especially difficult time learning and using HPS.

As Jacques used to say, “How can I convince you that convincing doesn’t work?”

When you feel very passionate about something (like HPS), it is very difficult to maintain any emotional detachment when selling it.  That passion can come across as emotional pressure, which creates resistance at an emotional level.

Jacques was very well aware of the problem and knew what he had to do.  “But,” as he would say, “it’s my baby!”

And now it’s my turn.

I also feel very passionately about High Probability Selling.  It has changed my life.  And like Jacques, I can be drawn into arguments about the benefits of it (and like him, I always regret it).

But it’s not my baby, and I try to remember that.

I try to remember to:

  • Inform, not persuade
  • Talk about features, not benefits
  • Focus on individuals who already know what HPS is
  • Educate large audiences whenever possible
  • Find people who have already decided they want HPS for their own reasons, not people who feel they need to be talked into it
  • Invest in people and situations that are most likely to lead to successful outcomes in the long run

Upcoming Sales Training Options in High Probability Selling

Prospecting Workshop Series:  Virtual Class Instruction Plus Individual Coaching

Sessions = Continuous, ongoing — start, skip, pause, or stop anytime
Price = $97 USD per session, with discounts when purchasing multiples sessions
Next session = Thu 29 April 2021, from 1:00pm to about 3:30pm (USA Eastern Time)
Frequency = Once every week or two (see HPS Training Calendar for updates)
Duration = 2-3 hours each session
Platform = Interactive video meeting via Zoom
Details = Prospecting Webpage
Contact = Carl Ingalls, phone +1 610-627-9030, text +1 484-464-2557, email, webform

Recommended for people who are ready to go beyond the basics of High Probability Selling (HPS), and who want guidance in creating and delivering their own High Probability Prospecting Offers.

Mini-Course:  Trust and Respect Inquiry Basics

Sessions = 1 (short, 39 minutes long)
Price = $39 USD
Date = Monday 3 May 2021
Time = 11:00am to 11:39am (USA Eastern Time)
Platform = Interactive video meeting via Zoom
Contact = Carl Ingalls, phone +1 610-627-9030, text +1 484-464-2557, email, webform

Recommended for people who want to understand the basics of the Trust and Respect Inquiry (TRI). How it works and when we use this tool. Communication guidelines.

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 the Trust and Respect Inquiry (TRI). For a course that goes much more deeply into the TRI, with virtual class instruction plus coaching, please see Rapport and Connecting Workshop.

Mini-Course:  Prospecting Basics

Sessions = 1 (short, 39 minutes long)
Price = $39 USD
Date = Tuesday 11 May 2021
Time = 1:00pm to 1:39pm (USA Eastern Time)
Platform = Interactive video meeting via Zoom
Contact = Carl Ingalls, phone +1 610-627-9030, text +1 484-464-2557, email, webform

Recommended for people who want to understand the basics of High Probability Prospecting. Guidelines for creating and delivering offers.

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 High Probability Prospecting. For a course that goes much more deeply into the the entire process, with virtual class instruction plus coaching, please see our Prospecting Workshop Series.

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

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