High Probability Selling Was Discovered, Not Made

Jacques Werth discovered what he later called High Probability Selling (HPS) by observing and documenting what hundreds of highly successful salespeople were doing.  He invented the name, and he invented a way of talking about it and teaching it, and he wrote the book, but he did not invent the method of selling.  It was already out there.  That’s where he found it.

I asked him why he used the phrase “Re-invents the Selling Process” on the cover of his book.  He told me that, at the time, lots of successful authors were saying things like that on their books and it seemed like a good idea.

In those days, Jacques tended to use conventional methods in marketing.  In later years, he moved toward marketing methods that were more compatible with his preferred selling method.

One of the things that distinguishes HPS from other selling methods is that it’s all about discovery—all the way through the entire process.  Discovering a sale, not making one happen.

I see High Probability Selling itself as something to be discovered, not controlled.  That is the way I prefer to work with it.  Learning, talking, and teaching.


Comments and questions are very welcome and appreciated.

 

High Probability Selling Was Discovered, Not Made

Mindset, a New Mini-Course in HPS

The next HPS Mini-Course will be a short webinar session about the Mindset of High Probability Selling, on Thursday 9 January 2020 at 11am USA Eastern Time.  39 minutes for $39

The Mindset includes attitudes, feelings, beliefs, habits, concepts, principles, guidelines, and language.

This is a very condensed version of a much longer course (see the High Probability Mindset Discovery Workshop).

The webinar will be led by Carl Ingalls in real-time (live).  Content is mostly audio (speaking), with some video (text, graphics).  The session will be recorded (audio and video, plus transcript), and the recording will be made available to everyone who signs up (and pays for) the mini-course.  The recording of this session may be offered for sale later.

The webinar platform is GoToMeeting.  If you have not already downloaded and installed the GoToMeeting app on your computer or mobile phone, I strongly recommend that you do so at least 30 minutes before the webinar begins.  And even if you have the app and are already familiar with GoToMeeting, please note that they have changed their user interface quite significantly recently, so I recommend joining the meeting 5 or 10 minutes early.

The price is $39 USD per person.  However, I have 10 introductory discount coupons to give away, each $9 off.  If you want one, please contact me (Carl Ingalls) by phone at +1 610-627-9030 or by email at info@HighProbSell.com (before you click on the purchase link below).

If you want to purchase this HPS Mini-Course about the Mindset of High Probability Selling now, you may use this link:  https://high-probability-selling.myshopify.com/cart/31226966409276:1?channel=buy_button

Future HPS Mini-Courses will appear on the HPS Training Calendar at least a week before they are scheduled.


More info can be found at www.HighProbSell.com/workshops/index.html#minicourses

Mindset, a New Mini-Course in HPS

Operating a Car vs Driving One – A Metaphor About Learning High Probability Selling

I learned how to drive on a tractor.  No, I take that back.  I learned how to operate a tractor on a farm, and from that, I learned how to operate a car.  That’s not the same as learning how to drive a car on roads that include other cars.

We lived at the end of a very long and narrow gravel driveway, and therefore the cars driving on the paved road at the other end of the driveway were not really visible.  Imagine if I had never seen anyone driving a car on a real road (nor ridden in one).  And further imagine that I believed that I knew how to drive, and was confident enough to take a car on the road.

To me, this scenario seems a bit like learning the how-to part of High Probability Selling (HPS), without learning the mindset of it.  The process without the understanding.

Jacques Werth preferred to teach HPS as a step-by-step process, a recipe or script.  He was very successful with a number of people.  For those people, understanding came after the doing.

However, focusing on the process as a recipe or script does not work at all for a lot of other people.  For some of them, it can create misconceptions about HPS.  Without the underlying understanding, many of them seem to have difficulties in remembering the details of the process correctly.

I prefer to focus more on the mindset of HPS and less on the process, both in my teachings of it and in my application.


I plan to offer a very short mini-course on the Mindset of HPS as a 39-minute webinar, sometime in January 2020.  It will appear on the HPS Google Calendar, and also as an announcement in this blog.

I also offer a 3-week workshop on the Mindset of HPS, which goes much deeper into the material.  Scheduling is based on demand.

Comments and questions are welcomed.

Operating a Car vs Driving One – A Metaphor About Learning High Probability Selling

Refresher Course – Essence of High Probability Selling – November 2019 Workshop

This is a refresher course on High Probability Selling (HPS), recommended for people who have had at least some prior training, and who want a review of the basics.

Topics covered:

  • What is High Probability Selling
  • How Does HPS Differ from Other Sales Methods
  • How Has It 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

The course is 1 webinar session (GoToMeeting), about two hours long.  Real-time interactive conversations between participants, led by myself (Carl Ingalls).  Mostly audio, some visual.

I will record the webinar session and make the recording available to the participants.

I interview each applicant by telephone before accepting them as a student.

Price:  $95 USD per person.  We accept PayPal and most major credit cards around the world.

Date:  Thursday 7 November 2019.

Time:  10:00 am to noon, USA Eastern Time (same as New York City).

To Enroll:  Contact Carl Ingalls, by phone +1 610-627-9030, or by email info@HighProbSell.com.  Please do not send any credit card information by email.

For more information about this workshop, please visit
www.HighProbSell.com/workshops/essence/

For other training in High Probability Selling, please visit the HPS Training webpage

 

Refresher Course – Essence of High Probability Selling – November 2019 Workshop

Essence of High Probability Selling – October 2019 Workshop for Beginners

We recommend this course for people who are just beginning with High Probability Selling (HPS), and have read the book at least once.

The October session is for people who have never received any training in HPS.  Another session with similar material will be offered in November as a refresher for people who have had at least some training in HPS and want a review of the basics.

Topics covered:

  • What is High Probability Selling
  • How Does HPS Differ from Other Sales Methods
  • How Has It 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

The course is 1 webinar session (GoToMeeting), about two hours long.  Real-time interactive conversations between participants, led by Carl Ingalls.  Mostly audio, some visual.

We record the webinar session and make the recording available to the participants.

We interview each applicant by telephone before accepting them as a student.

Price:  $95 USD per person.  We accept PayPal and most major credit cards around the world.

Date:  Thursday 17 10 October 2019.

Time:  10:00 am to noon, USA Eastern Time (same as New York City).

To Enroll:  Contact Carl Ingalls, by phone +1 610-627-9030, or by email info@HighProbSell.com.  Please do not send any credit card information by email.

For more information about this workshop, please visit our webpage at www.HighProbSell.com/workshops/essence/

For other training in High Probability Selling, please visit our HPS Training webpage.


Notes added on Thu 10 Oct 2019 by C Ingalls appear in red.

Essence of High Probability Selling – October 2019 Workshop for Beginners

The Essence of High Probability Selling – New Workshop

We recommend this course for people who are just beginning with High Probability Selling (HPS), and have read the book at least once.  We also recommend it for people who have had some previous training and want a refresher.

Topics covered:

  • What is High Probability Selling
  • How Does HPS Differ from Other Sales Methods
  • How Has It 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

The course is 1 webinar session, about two hours long.  Real-time interactive conversations between participants, led by Carl Ingalls.  Mostly audio, some visual.

We record the webinar session and make the recording available to the participants.

We interview each applicant by telephone before accepting them as a student.

Price:  $95 USD per person.  We accept PayPal and most major credit cards around the world.

Date:  Friday 9 August 2019.

Time:  3:00 pm to 5:00 pm, USA Eastern Time (same as New York City).

To Enroll:  Contact Carl Ingalls, by phone +1 610-627-9030, or by email info@HighProbSell.com.  Please do not send any credit card information by email.

For more information, please visit our webpage at www.HighProbSell.com/workshops/essence/

For other training in High Probability Selling, please visit our HPS Training webpage.

The Essence of High Probability Selling – New Workshop

Don’t Say It – Be It

Saying you are honest is fast and easy, and you can shout it out to as many people as you want.  Being honest takes a lot longer for people to notice, but is far more believable.  The same is true for just about any other virtue we might want to advertise about ourselves.

Using words to impress can backfire.  It’s a shortcut, too often used by people in place of actually implementing the qualities that they want their words to imply.  And this can create doubt, the sort of doubt Shakespeare was talking about in the line from Hamlet, “The lady doth protest too much, methinks.”

Walking the Talk is not good enough.  Skip the talk.  Just walk.

 

Don’t Say It – Be It

New Workshop: High Probability Mindset Discovery

This is new material, never offered in a workshop before.  The focus is on the mental side of High Probability Selling (HPS).  Things like attitudes, beliefs, habits, concepts, principles, guidelines, and language.  We call this the mindset of High Probability Selling.

We recommend this course for people who are just beginning with HPS (and have read the book at least once) and also for those who have had some training.

The course is presented by Paul Bunn and Carl Ingalls.  It consists of 3 sessions, each about two hours long, and spaced one week apart.  Sessions are conducted by teleconference, and are live interactive conversations.  We record each session and make the recordings available to the participants.

We interview each applicant by telephone before accepting them as a student.

Price:  $255 USD per person.  We accept PayPal and most major credit cards around the world.

Dates:  Three consecutive Tuesdays.  The first session is Tue 21 Nov 2017.  The second and third sessions are on Tue 28 Nov and Tue 5 Dec.

Time:  7:00 pm to 9:00 pm, USA Eastern Time (same as New York City).

For more information, or if you want to apply for this workshop, please visit our webpage at www.HighProbSell.com/workshops/mindset/

For other workshops in High Probability Selling, please visit our HPS Training webpage.

New Workshop: High Probability Mindset Discovery

Using High Probability Selling Principles When Delivering Advice

A student of High Probability Selling (HPS) asked me if we had any materials that explained how we use the principles behind HPS while we are teaching and consulting.  I replied that we do not have any such materials so far, but I plan on writing a blog post on the topic.  Here is that post.

I have been a consultant providing technical advice in the area of embossing for many years, long before I met Jacques Werth and began to learn HPS from him.  When I first started to grasp the mindset of HPS, I took the idea of not trying to convince people, and I started applying that idea to the way that I delivered my consulting advice in my embossing business.  The idea is that trying to persuade someone to buy creates a natural and almost reflexive resistance, known in the sales trade as Sales Resistance.  So maybe there is a similar thing in consulting, something we might call Advice Resistance.

I figured out the things that I had been doing to try to get my consulting clients to take my advice.  I stopped doing those things, and I quickly noticed a difference.  The more objective and neutral I was while delivering my advice, the more often they would actually follow through and do it.

When coaching and training clients about HPS, we do not try to get them to accept and follow what we teach.  We do not provide reasons or logical arguments for why anyone should do High Prob.  It has to be their choice and their decision.  If they have not decided to do this, it’s not the right time to teach them.

This is very similar to how HPS salespeople treat prospects.  The decision to buy or not to buy is completely up to the prospect.

People buy in their own time and for their own reasons.  ~ Jacques Werth

 

Using High Probability Selling Principles When Delivering Advice