Category: workshops

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

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

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

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

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

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

 

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