Category: High Probability Selling

Blog posts that explain High Probability Selling

HPS Community Forum Meeting: 2024-01-10 (Wednesday) on Zoom

The next meeting in this series will be on Wednesday 10 January 2024, starting at 4pm USA Eastern Time. The featured topic will be “The Get.”

Anyone who has an interest in High Probability Selling is welcome; no special background required.  No charge.

This meeting will be led by Paul Bunn, Carl Ingalls, or both. 

To register for this series, 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.

If you registered for any of the previous meetings in this series, then you will receive an email for each forum meeting in the future. No need to re-register.

For details, see the HPS Community Forum Series. That page also has a link to the HPS Calendar, which is continually updated.

This meeting will be recorded, but the recording will be made available only to those who show up.

Privacy. Please let us know if you want your email address to remain private or if it is ok for other members of this group to see your email address. If you want it to be private, then we will use blind copy to email notices to you. The downside of that is that some spam filters are more likely to block those notices.

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

HPS Community Forum Meeting: 2023-12-20 (Wednesday) on Zoom

The next meeting in this series will be on Wednesday 20 December 2023, starting at 1pm USA Eastern Time. The featured topic will be, “Getting Back To Want.”

Anyone who has an interest in High Probability Selling is welcome; no special background required.  No charge.

This meeting will be led by Paul Bunn, Carl Ingalls, or both. 

To register for this series, 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 details, we will send you the Zoom details by email.

If you registered for any of the previous meetings in this series, then you will receive an email for each forum meeting in the future. No need to re-register.

For details, see the HPS Community Forum Series. That page also has a link to the HPS Calendar, which is continually updated.

This meeting will be recorded, but the recording will be made available only to those who show up.

Privacy. Please let us know if you want your email address to remain private or if it is ok for other members of this group to see your email address. If you want it to be private, then we will use blind copy to email notices to you. The downside of that is that some spam filters are more likely to block those notices.

HPS Community Forum Meeting: 2023-12-07 on Zoom

The next meeting in this series will be on Thursday 7 December 2023, starting at 10am USA Eastern Time. The featured topic will be, “Will HPS Work for Your Customers?”

Anyone who has an interest in High Probability Selling is welcome.  No charge.

To register for this series, 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 details, we will send you an invitation with the Zoom details.

If you registered for any of the previous meetings in this series, then you are automatically registered (and will be invited) to future forum meetings. No need to request a new invitation.

For details, see the HPS Community Forum Series. That page also has a link to the HPS Calendar, which is continually updated.

This meeting will be recorded, but the recording will be made available only to those who show up.

Privacy. Please let us know if you want your email address to remain private or if it is ok for other members of this group to see your email address. If you want it to be private, then we will use blind copy to email notices to you. The downside of that is that some spam filters are more likely to block those notices.

Understanding High Probability Selling – Podcast Interview of Carl Ingalls by Paul Cuomo

Summary below written by Paul Cuomo, for the podcast he published on 29 June 2021:

For many of us who have read sales books, took courses or browsed through the thousands of hours of free sales training online, we often notice that much of the material and concepts are a regurgitation of past concepts. High Probability Selling is not. High Probability Selling is a way of selling without “getting people to buy.” No persuading, no convincing, no arguing, no handling objections.  No impressing people, no pretending to be a friend, no groveling for the sale…..yes you just read that. I had a wonderful discussion with Carl Ingalls, a Consultant who trains salespeople on this methodology.

High Probability Selling the book, was written by Jacques Werth and the process was discovered by observing behaviors of top sales performers within his organization. The book was recommended to me in the late 1990’s and it has had an enormous impact on me.  Very excited to share this interview with the audience.

Paul Cuomo, The Foundational Sales Podcast

Listen to this podcast here. 72 minutes

HPS Community Forum Meeting – 21 Nov 2023 on Zoom

The next meeting will be on Tuesday 21 November 2023, starting at 1pm USA Eastern Time, and will be by invitation only. The meeting will be recorded, but the recording will be made available only to those who show up.

Topics. We will talk about the following:

  • Voicemail. Whether to leave messages or not, and why.
  • High Probability Selling for the Financial Services industry.
  • Questions submitted before or during the meeting.

For details, see the HPS Community Forum Series. That page also has a link to the HPS Calendar, which is continually updated.

To request an invitation, please Contact Us. We need your full name and your email address. A phone number is helpful, but optional.

Privacy. Please let us know if you want your email address to remain private or if it is ok for other members to see your email address. If you want it to be private, then we will use blind copy to email notices to you. The downside of that is that some spam filters are more likely to block those notices.

If you registered for any of the previous meetings in this series, then you are automatically registered (and will be invited) to future forum meetings. No need to request a new invitation.

HPS From People Who Have Never Heard of It

That’s how Jacques Werth learned it. He discovered High Probability Selling (HPS) by watching and copying what hundreds of very successful salespeople were doing.

by Carl Ingalls and Paul Bunn

That’s how Jacques Werth learned it. He discovered High Probability Selling (HPS) by watching and copying what hundreds of very successful salespeople were doing. Nobody had a name for it, until Werth created the name and wrote the book.

These top salespeople used a variety of methods, which Werth compiled into a single process. None of them followed that complete process, but most of them followed a common theme, a way of being when they were selling.

The process varied between these salespeople, but their way of being was the same, and that is what we focus on now.

This HPS way of being does not follow the commonly accepted doctrine of selling. Once you look outside of that doctrine (getting people to buy), you may start to see examples of HPS in the broader world around you.

For example, “Do you want to buy some Girl Scout cookies?” is pure and natural HPS. They don’t ask us if we need it. They don’t spin it to make it tastier. We respect them, because they are standing up and asking us a direct question, and they respect us to decide if we want cookies without being persuaded. Mutual respect.

Exercise. Find and note examples of the HPS way of being, and especially from people who have never heard of High Probability Selling.

We will write more about this. Meanwhile, your comments and questions are very much appreciated.

Next HPS Community Forum Meeting – 8 Nov 2023 on Zoom

The next open discussion meeting will be on Wednesday 8 November 2023, starting at 3pm USA Eastern Time.

For details, see the HPS Community Forum Series. That page also has a link to the HPS Calendar, which is continually updated.

To request an invitation, please Contact Us.

If you registered for any of the previous meetings in this series, then you are automatically registered (and will be invited) to future forum meetings.

A Word That Says It All

There is a single word we say to a prospect that demonstrates one of the most important ways of how we are being. It’s a very simple word that says so much.

Can you guess it?

When we respond to something the prospect says, it’s usually the first word we say.

It signals acceptance. It’s an early indicator that we are not going to try to change someone’s mind.

If you are an experienced practitioner of HPS, and can’t think of this word, it may be because you use it automatically, without being conscious of it.

If you can’t figure out what the word is, don’t worry. It’s ok.

And that is the answer. That’s the word. It’s ok.