Category: workshops

New Course: Fundamentals of High Probability Selling, an Interactive Workshop

In this workshop, you’ll gain a clearer understanding of what selling truly is, why “interest” doesn’t predict buying, and how to identify High Probability Prospects.  You’ll learn the principles and standards that guide HPS.  You’ll learn why most methods create resistance and weaken trust and respect.  You’ll see why uncovering potential roadblocks early shortens sales cycles, and how shifting from chasing business to choosing customers changes everything.

This workshop is the starting point for learning High Probability Selling.  Nothing else in HPS will make sense without it.

Details

  • Price:  $500 USD per student
  • Format:  Group workshop, live and interactive on Zoom
  • Duration:  2 weeks, possibly 3
  • Two sessions per week:
    – First session:  primarily instruction
    – Second session:  review and Q&A
    – Each session:  2–3 hours
  • Recordings:  
    – All sessions will be recorded. 
    – Students may view or download them at no extra cost.  
    – We may sell the recordings later.
  • Written materials included.
  • Schedule:  Will be set to meet customer requirements.
  • Open to all
    – with or without reading the book first
    – with or without prior instruction

To sign up and purchase:
https://highprobsell.com/product/fundamentals-of-high-probability-selling-500-usd

If you want to talk with an expert about this workshop, you may book an appointment here:  

Or email us: info@HighProbSell.com

Master the Inquiry Method of High Probability Selling – New Workshop

Discover the power of the Inquiry Method, a revolutionary approach for finding out what you really need to know about your prospects—before making any business decisions. Unlike typical sales tactics that focus on rapport-building, the Inquiry focuses on creating an open, honest, and safe space for communicating.

Jacques Werth, founder of High Probability Selling (HPS), called this the Trust and Respect Inquiry (TRI). It remains one of the most valuable, yet challenging, elements of the HPS system. While some practitioners have mastered it with great success, many have encountered obstacles that prevent them from progressing.

This workshop introduces a new approach to the Inquiry, starting with the basics and gradually building towards mastery. You’ll begin by understanding the core principles and then practice a simplified version of the Inquiry, all while maintaining its essence. In the final module, you’ll learn how to embody the Inquiry mindset, allowing you to engage in these powerful conversations with ease, in any situation.

Who Should Attend:

This workshop is designed to accommodate people with a wide range of backgrounds—whether you’re new to HPS or have years of experience.

  • New to HPS? Module One is best if you have read the book but have not received any training in the Inquiry.
  • Previously trained (in the TRI) but not comfortable with it? Modules One and Two will help you resolve the discomfort.
  • Struggle with applying the Inquiry in real-world business settings? Modules Two and Three will provide the practical skills needed.
  • Want something more authentic than rapport-building? Modules One and Two cover the what and how. Module Three gets into this more deeply.
  • Curious about the Inquiry for personal growth? The Inquiry is a powerful tool for understanding colleagues, relatives, or anyone you want to connect with more deeply. We cover this in Module Three.

Workshop Modules:

Module One: (3 weeks)

  • Introduction to the Inquiry Method
  • The Inquiry’s role in High Probability Selling
  • Listening beyond tactics to achieve real human connection

Module Two: (3 weeks)

  • When to use the Inquiry
  • A simpler way to begin with the Inquiry
  • Live practice sessions for confidence-building

Module Three: (4 weeks)

  • Going beyond the basics—handling challenges and going deeper
  • Advanced listening and questioning techniques, with guided practice
  • Applying the Inquiry in all areas of life and business

Workshop Structure:

  • Live and interactive Zoom meetings, 60-90 minutes each, held once or twice per week (recorded for review).
  • Class size. Module 1 is open to 12 students, while Modules 2 and 3 are each limited to 6 students to ensure personalized coaching.
  • Schedule. We will adjust our calendar to accommodate the people who enroll in the workshop. We will also adjust the schedule as needed to ensure that each student develops a strong grasp of the Inquiry Method.
  • Contact Us for more information or for assistance in deciding where to start.

Pricing:

ModulePrice (USD)Enroll and Purchase
Module One$350Buy now
Module Two$450Buy now
Module Three$550Buy now
Full Series$1200 (save $150)Buy now

Contact us for more information or to discuss customization options. Ongoing support and consulting services are also available.

UPDATE – Schedule for Module One

We have decided the schedule for Module One of this Workshop. It will officially begin on Mon 4 Nov and end on Fri 22 Nov 2024 (3 weeks). We will also have a bonus “head start” meeting before then, on Fri 1 Nov.

The 1 Nov and 4 Nov meetings will begin at 11:30 AM (USA Eastern Time – note that we switch from Daylight Saving Time to Standard Time on Sun 3 Nov).

After that, exact dates and times will be adjusted to accommodate the people who sign up. Tentative dates and times (for meetings after 4 Nov) currently appear on the HPS Calendar, which will be kept updated.

New Course for 2024: High Probability Selling for Inbound Selling

The Backstory: HPS and Inbound Selling

Since the 1990s, High Probability Selling (HPS) has focused predominantly on outbound telephone prospecting, followed by a sales appointment or closing process. Despite the fact that Jacques Werth, one of the co-authors of the HPS book, successfully implemented HPS in several businesses with primarily inbound traffic, the book and training did not cover how to handle inbound sales.

When I asked Jacques about applying HPS to inbound sales calls, he suggested, “just listen to them long enough to give them an outbound prospecting offer.” However, I found that this approach was ineffective and often counterproductive, frustrating both the prospect and me, as well as the referral source.

Through my own experiences, I quickly realized that the traditional HPS methods were not suited for inbound calls. Abandoning HPS was not an option for me, as it would create more chaos. Instead, I adapted HPS to fit inbound selling scenarios.

From 2010, over 13 years working in health insurance agencies and call centers that handled 95% inbound calls, I developed a new approach. I created what we now call “HPS in a non-HPS world” for inbound selling. As I successfully applied these adaptations as an agent, I also trained, coached, and supervised others in implementing HPS for inbound callers.

Why Adapt HPS for Inbound Selling?

Outbound calls are straightforward; you know the topic, the offer, and the likely responses. However, inbound calls are unpredictable. You don’t know who is calling, why they are calling, or even if it’s a sales call. This unpredictability can unsettle even the most seasoned sales professionals.

Through trial and error, I learned how to listen effectively to inbound callers, determining if a sale was possible and if the caller was a High Probability Prospect (HPP). If they were not, I developed ways to gracefully lead them to an exit point while preserving the opportunity for future warm calls. This gentle and respectful disqualification is crucial for maximizing inbound call opportunities.

Workshop Content

This course will teach you how to handle inbound calls using the HPS framework. You will learn:

  • Common Pitfalls and Mistakes: Identify and avoid common mistakes made during inbound calls.
  • Effective Listening Skills: Listen to discern the caller’s primary and secondary concerns, ensuring open and transparent communication.
  • Customer Needs Identification: Identify both expressed and unspoken customer problems and determine their conditions of satisfaction.
  • Resolving Customer Concerns: Find mutually beneficial solutions and establish a respectful, ongoing business relationship.
  • Overcoming Salesperson Biases: Recognize and mitigate preconceived ideas and beliefs that hinder understanding and connection.
  • Creating a Safe Space: Make prospects feel safe to share necessary information for both their benefit and yours.
  • Maintaining HPS Mindset: Balance qualification and disqualification while maintaining neutrality.
  • Implementing HPS Processes: Design and implement written processes to handle inbound inquiries efficiently.

Personal Insights and Strategies

During the workshop, I will share personal anecdotes and strategies that helped me adapt HPS to inbound selling. You’ll learn:

  • How to handle inbound calls confidently and effectively, maintaining the HPS mindset.
  • How to design and implement HPS processes specific to your business needs.
  • How to ensure inbound calls become enjoyable and profitable experiences.

Conclusion

This interactive workshop will equip you with the skills and insights to manage inbound calls successfully, even the unexpected ones. You will discover that handling inbound calls can be a highly enjoyable and profitable part of your sales process.

Instruction: Live and interactive on Zoom, taught by Paul Bunn (with over 13 years selling this way and teaching others) in three sessions. Recordings of live sessions also provided. One-on-one coaching available.

Schedule:  The next course begins Fri 24 May 2024 at 9:30 AM (USA Eastern Time).  The second and third sessions of that course are Fri 31 May and Fri 7 June, same time. 

Price:  $547 USD per person
Purchase:  click here

For updates on this course, see https://www.highprobsell.com/training/inbound.html

Overview of High Probability Selling: 3 New Courses for Consultants, Financial Services, and Real Estate

Who the Overview Courses Are For
  • People who want to have more understanding of the overall framework and context of HPS (and how it’s taught), before they make a larger investment of their time, energy, and money for more comprehensive training courses.
  • People who want to understand where the pieces fit, before they start taking individual courses a la carte.
  • People who have taken some courses, and want to see how what they already understand fits into the complete process.
  • People who have read the book, but want to see how HPS is applied in today’s Real World.
What the Overview Courses Provide
  • What has changed in HPS over the years
  • Selling Strategy:  The meaning and purpose of selling
  • The Mindset:  Beliefs, habits, attitudes, language
  • Overview of a complete HPS sale, with an outline of the overall HPS process
  • The HPS Way of Being
How We Teach These Courses
  • Three interactive sessions with live instructors on Zoom
  • Sessions are 60 minutes each, once per week, same time and day of week
  • Exercises to do between sessions
  • Video recordings of sessions are also provided
  • Taught by Paul Bunn and/or Carl Ingalls, with over 50 years of combined experience with HPS, in both sales and non-sales roles
Sign Up and Purchase — $297 USD per person

Links to purchase this Overview Course, for specific types of business. Note that times are in USA Eastern Time (same as New York City):

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

Refresher in High Probability Selling – New Course Starts 2024-03-22

Who It’s For:
People who have completed at least some training in HPS, and
– haven’t done it for a while and feel a bit rusty
– want to know how HPS has changed
– have never fully implemented it before
– want to see if they can apply it to their business now
– have used HPS but want to know if they are still using it right

What You Get:
– What has changed in HPS over the years.
– An outline and review of the overall HPS process.
– How to restart HPS in your business.
– How to troubleshoot HPS when it’s not working.
– How to keep the HPS mindset in a non-HPS world.
– Ways to improve HPS and make it work even better in your business.
– Discovering the path to the HPS Way of Being.

How We Teach:
– Interactive sessions with live instructors on Zoom. Each session is recorded.
– Exercises to do between sessions.
– Taught by Paul Bunn and Carl Ingalls (with over 50 years
of combined experience with HPS, in both sales and non-sales roles).

Schedule: 
Starts Friday 22 March 2024 at 1:30pm USA Eastern Time.  Two or three sessions (2 hours each), spaced one week apart, same day of week, same time.  Also see the HPS Calendar for updates. 

Price:  $397 USD per person
Purchase:  click here

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

Workshop on the Trust and Respect Inquiry (TRI), 3 Sessions, Starting Thu 22 Sep 2022

This what we do in High Probability Selling (HPS) in place of building rapport or creating a relationship. You can read more on the HPS website, at https://www.highprobsell.com/workshops/tri1/

This sales training workshop is 3 sessions, about 2 hours each, spaced 1 week apart. It is conducted as a live video meeting on Zoom, led by Carl Ingalls. It includes demonstrations and exercises. The meeting will be recorded, and the recording will be made available to the participants.

The total price is $382 USD per person.

If you want to take this course, please contact Carl Ingalls. Phone +1-610-627-9030 or email Ingalls@HighProbSell.com.

See the High Probability Selling Calendar for an updated schedule.

Schedule 2022-04: High Probability Selling Events for April 2020

Sales training courses on High Probability Prospecting and on the High Probability Mindset. Also, an open (free) discussion on Zoom where we talk about High Probability Selling.

See the High Probability Selling Calendar for an updated schedule.

Prospecting Basics Mini-Course: Wed 13 April – 45 Minutes of Zoom for $45 USD

Introduction to High Probability Prospecting, Updated.

Suitable for beginners who have read the book at least once, and also for previous students who want a refresher or an update on HPS Prospecting.

Introduction to the following topics:

  • The basics of how we find people who are likely to do business with us.
  • The basics of how to design a High Probability Prospecting Offer.
  • Reaching out to likely prospects.
  • Delivering an offer.
  • Handling responses.
  • Inbound prospecting.
  • Screening.
  • Setting an appointment.
  • Asking the Conditional Commitment Question.

Date and Time: Wednesday 13 April 2022, from 11:00am to 11:45am, USA Eastern Time. One session, 45 minutes.

Presented as an interactive video conference on Zoom, led by Carl Ingalls. Questions will be answered if we have time. Includes a workbook, plus a video recording of the session.

To sign up and pay for this mini-course, do one of the following

Prospecting Workshop, Instruction and Coaching – 1 Session, 2 Hrs, $145 USD: Fri 15 April

A combination of virtual class instruction and individual coaching. More advanced and more detailed than the Prospecting Basics Mini-Course (see above). For intermediate or advanced students.

Presented as a continuing series of live and interactive video conferences on Zoom, led by Carl Ingalls. Includes a workbook, plus a video recording of the session.

Frequency — Will be repeated approximately once or twice a month or two, depending on demand.

Topics — Will take 6 to 10 sessions to cover all of these in sufficient depth:

  • Creating and delivering High Probability Prospecting Offers.  Includes coaching and advice for individual prospecting offers.
  • Using telephone (live), voicemail, text, email, social media. 
  • Tracking efforts and results. 
  • How to handle responses (yes, no, other). 
  • Appointment setting. 
  • Conditional Commitment. 
  • Inbound Prospecting (when someone reaches out to us).

Date and Time: Friday 15 April 2022, from 11:00am to 1:00pm, USA Eastern Time. One session, about 2 hours long.

Price is $145 USD per participant when purchasing 1 session at a time. See below for prices when purchasing more than 1.

If you are certain that you want to take this workshop on prospecting, you may sign up and pay by doing any of the following:

If you are not sure whether you want to take this workshop or not, please visit the Prospecting Webpage or contact Carl Ingalls.

Let’s Talk About High Probability Selling – a Free Discussion on Zoom, Wed 20 Apr at 2:30pm ET

An open conversation about High Probability Selling, on Zoom. Questions and answers.

All are invited, as long as they have a genuine interest in High Probability Selling.

If you want to join, please contact Carl Ingalls. Phone +1 610-627-9030. Text +1 484-464-2557. Email info@HighProbSell.com. Or use this webform.

Schedule 2022-03: March 2022 Sales Training

See the High Probability Selling Calendar for an updated schedule.

Wed 23 Mar:  Essence of High Probability Selling Workshop

This workshop is a summary of all parts of High Probability Selling — process and mindset, with updates. Suitable as a refresher course, and also suitable for beginners who have read the book at least once. Includes a workbook, plus a video recording of the session sent to all participants.

Date and Time: Wednesday 23 March 2022, from 11:00am to 1:00pm, USA Eastern Time. One session, about 2 hours long.

Presented as an interactive video conference on Zoom, led by Carl Ingalls.

Price is $142 USD per participant. 

Enroll and Purchase: If you want to take this workshop, you can sign up here:
https://high-probability-selling.myshopify.com/cart/39310700675132:1?channel=buy_button

For more info on the Essence of High Probability Selling Workshop, see www.highprobsell.com/workshops/essence/

Wed 25 Mar:  “A Complete High Probability Sale” – Chapter 12 Explained

This workshop is a review and interactive discussion of the last chapter of the book, High Probability Selling by Jacques Werth and Nicholas Ruben.  That chapter shows what “A Complete High Probability Sale” looks like, but does not explain it.  Some people want a step-by-step explanation of what is happening there, with the opportunity to ask questions.  This workshop provides that.  We also discuss some of the details in the process that have been updated since the book was written.

Date and Time: Friday 25 March 2022, from 11:00am to 1:00pm, USA Eastern Time. One session, about 2 hours long.

Presented as an interactive video conference on Zoom, led by Carl Ingalls.

Price is $142 USD per participant. 

Enroll and Purchase: If you want to take this workshop, you can sign up here:
https://high-probability-selling.myshopify.com/cart/23956234499:1?channel=buy_button

For more info on the “A Complete High Probability Sale” Workshop, see www.highprobsell.com/workshops/chapt12/

Thu 31 Mar:  Prospecting

A combination of virtual class instruction and individual coaching on Zoom, led by Carl Ingalls.

High Probability Prospecting — How we find and identify people who want what we are selling, and who are ready and able to buy.  This is a detailed process of how to contact people (reaching out), and how to respond to people who contact us.

Topics — Creating and delivering High Probability Prospecting Offers.  Telephone (live), voicemail, text, email, social media.  Tracking efforts and results.  How to handle responses (yes, no, other).  Appointment setting.  Conditional Commitment.  Inbound Prospecting.

Date and Time — Thursday 31 March 2022, starting at 1pm USA Eastern Time. Duration is 2 to 3 hours, depending on the number of participants and how many questions.

Recorded — a video recording of the session will be sent to participants.

Price is $145 USD per participant.  Discounted pricing is available when purchasing 2 or more sessions at a time.

Approval — is required for this workshop. Please contact Carl Ingalls: phone +1 610-627-9030 or email info@highprobsell.com.

For more info on this Prospecting Workshop, see www.highprobsell.com/workshops/prospecting/

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