Trust and Respect Inquiry, a New Mini-Course in HPS

The next High Probability Selling Mini-Course will be a short webinar session about the Trust and Respect Inquiry, on Tuesday 3 December 2019 at 1pm USA Eastern Time.  39 minutes  for $39

The Trust and Respect Inquiry (TRI), has also been called Connecting and Getting Personal in past HPS sales training workshops.  It is described in the HPS book, in the chapter titled “Establishing a Relationship”.

In HPS, we do not attempt to create or build a relationship.  We test it.  The TRI is a discovery process.  We want to find out what sort of a relationship is likely to form with a prospective customer, so that we can make better decisions about how we will proceed.

In other sales methods, the salesperson uses rapport-building techniques to try to influence the prospect.  That is not our purpose, so we do things very differently.

This mini-course includes a description of what the TRI is and how it is used, plus the basic principles and guidelines.  It does not include any demonstration or practice, and is not designed to teach someone how to do it.  Those things are covered in the full 3-week workshop version of the material.

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 $15 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 Trust and Respect Inquiry (TRI) 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

Trust and Respect Inquiry, a New Mini-Course in HPS

Mini-Courses on Various Topics, Individual Parts of High Probability Selling

Announcing a series of Mini-Courses in High Probability Selling.  These are short topics, each delivered in a single webinar session.  39 minutes  $39

The webinar platform is GoToMeeting, led by Carl Ingalls in real-time (live).  Content is mostly audio (speaking), with some video (text, graphics).

The first HPS Mini-Course will be about the Conditional Commitment Question, scheduled for Tuesday 19 November 2019 at 1:00pm USA Eastern Time (same time zone as New York).  This first session is limited to a total of 10 participants.

The price is $39 USD per person.  However, I have 10 introductory discount coupons to give away, each $20 off.  If you want one, please contact me (Carl Ingalls) by phone at +1 610-627-9030 or by email at info@HighProbSell.com

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

The second HPS Mini-Course will probably be about the Trust and Respect Inquiry (TRI), which has also been called Connecting and Getting Personal in past HPS sales training workshops.  The date has not been selected yet.

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

Some sessions may be recorded (audio and/or video), and some recordings may be offered for sale later.


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

Mini-Courses on Various Topics, Individual Parts of High Probability Selling

LinkedIn Discussion about Prospects Who Take Advantage of Salespeople

This is from a conversation on LinkedIn.  The discussion group is LinkedIn Sales / Marketing Executives (CSO/CMO).

Question:
How would you interpret this scenario?
By Mitch Emerson Co-founder, Compelligence, Inc.
Top Contributor

You’ve gone through a pretty thorough sales process with a potential customer–multiple meetings and demos for the end users and decision makers of your product or service; they say they love it and it’s what they need. They then ask for a bid so they can get it into their budget planning…and then they totally disappear–no replies to e-mails or phone calls for multiple months. They put time and interest in from multiple people at the beginning so it doesn’t -appear- to be just a competitive bid request or a fishing trip. Any tips for what you would do with that situation?

Response:
By Jacques Werth
Author “High Probability Selling”
Top Contributor

Mitch – That situation presents a valuable lesson. Many prospects take advantage of salespeople who do a lot of work in hope of getting their business.

Never do work for a prospect, unless you have an assurance from the *top decision maker* that you will get their business if you can meet his/her requirements. Then, find out what their requirements are, and figure out whether you can meet them, or not. That does not “guarantee” you’ll get their business, but it can minimize your exposure.

Regarding the described situation, respond to the request for a bid, with an offer to help them write the Request for Quotations. Then, design the RFQ so that it’s very difficult for any competitor to meet its requirements.

Using that strategy, I have sold $100s of millions, of everything from waterproofing dams, tunnels, and ballistic missile silos, to high tech capital equipment, and sales training.

 

 

 

 

LinkedIn Discussion about Prospects Who Take Advantage of Salespeople

Learning The Hard Way-Jerry Rubin’s Story

by Jacques Werth

It was 1995 when business owner Jerry Rubin became a student of High Probability Prospecting.  He immediately valued the course and it’s teaching, but admits to never quite working the program like he was taught.

I would make prospecting calls,” Rubin shares.  “But leads were scarce and hard to come by for my annuities business so I had a very hard time asking for a commitment.  I had a solid fear that I would burn the lead if I asked for one.”

Little by little he “diluted” his opening introduction, moving further and further away from what he was taught.  He started asking “is that something you’re willing to take a look at?” instead of asking “is that something you want?”  Rubin admits that there were many times he drove hours to talk to a lead that was “willing to look at” his material and product, only to drive home empty handed and frustrated.

Everyone is ‘willing to take a look’”, Rubin adds.  “But there’s no commitment in that statement and all I was doing was wasting time and tapping dancing for low probability prospects.”

Rubin’s “ah-HA” moment came years later, and came in the form of a new employee.  As he trained his new hire he remembered the High Probability Selling system and realized the error of his ways.  This new realization was sharpened by the fact he was now paying someone else whether he was making a sale or not.  Rubin witnessed his new hire working HPS the way it should be, asking for commitments from prospects and getting them.

Getting a commitment took on whole new meaning, and the light bulb came on,” Rubin adds.  He took over the reins and started using High Probability Prospecting the way it was designed; asking for the commitment from the leads that were being generated. He immediately saw results and reports he is getting a commitment from 80% of the prospecting calls he makes.

My ah-ha moment helped me line up my internal parts and thoughts and enabled me to do what I should have been doing all along; asking for a commitment, Rubin shares with pride in his voice.  “There’s no way I am going back to my old ways.”

 

Learning The Hard Way-Jerry Rubin’s Story