Finding Companies That Embrace This Philosophy

Someone anonymously posted this message yesterday via the webform on the Contact Us webpage for High Probability Selling.

Finding Companies that embrace this philosophy
Hello.  I ran across your site today after getting pitched yet another sales training program.   I have been in sales and business development for close to 30 years.   May companies are so stooped into the old school ways of selling it is ridiculous.   I embrace this philosophy but how do I connect with companies that want people trained using this thought process?  Do you have roles available within your consulting practice?

I’ve decided to provide an answer here on this blog.

The short answer is – ask them.  Use High Probability Prospecting to find a job, and use High Probability Disqualifying to filter out the ones that aren’t going to work for you.

The best detailed instructions I have seen for doing this are in a blog post written by Jacques Werth in 2009:  Finding the Sales Position You Want.

However, there are two changes we would recommend today.  The first is to make your prospecting offer much shorter, 30 words or less, even if you have to include only one feature instead of two (see Guidelines for Creating a High Probability Prospecting Offer).  The second change is that we now recommend leaving voice mail messages (see this article).

Before accepting a sales position, find out if you will be allowed to sell the way you choose to sell, or not.  Ask about that directly.  If part of your compensation is a salary, that may mean that they are paying you to sell the way they tell you to sell.

Another article that might help is:  Finding the Job You Want – Josh’s Story

Happy Prospecting.


Workshops in Feb 2018:
Chapter 12 Updated on Thu 15 Feb for $95

Finding Companies That Embrace This Philosophy

Finding Someone Who Will Refer You To Their Clients

I received the following a few days ago:

Study book continuously. I need help with last question. I am calling sports agents and I would like them to refer me to their athlete clients. I sell high risk disability income insurance. Should I say: \”Is this something your clients might want?\” Or \”Is this something you want me to tell your clients about?\”  ~ Herb Williams

Finding an agent who wants to subject his or her own clients to a call from an insurance salesperson is going to be difficult.  It will take multiple calls to the same agent before they will consider trusting you with any of their clients.  They have to see how you sell.

Multiple calls means multiple offers, and it works better when the offers are different.  The problem with your offer is that “high risk disability income insurance” covers just about everything that you have to offer to an athlete.  It’s too broad for this kind of prospecting.  When a sports agent says no to that, you don’t have anything else to offer the next time you call them.

One way to narrow yourself is to mention only one kind of disabling event and only one sport at a time.  For instance, you could say you sell disability insurance that covers motocross accidents.  The next time, it could be golf or weight lifting, or something else.

As for the final question, you could ask the agent something like this:  “Do you want any of your clients to hear about this.”  Do not include yourself in that question.

Most of the time, the answer will be no.  You say, “Ok.  (pause).  Goodbye.”  Say nothing more.  Wait a few seconds and then hang up.  (See more about saying ok goodbye in this article)

If someone says yes, always remember to ask why.

Tip.  Don’t tell them what you want them to do, and don’t ask them what they want you to do.  Ask instead, “What do you want to do.”

Additional reading:  Guidelines for Creating a High Probability Prospecting Offer.  Please note that there is more learning to be found in the comments and replies to that article.


Workshops in Jan 2018:
High Probability Mindset Discovery on Tue 16 Jan for $255
Chapter 12 Updated on Thu 18 for $95

Finding Someone Who Will Refer You To Their Clients

People Use the Phone Differently Today – Leaving Voicemail

People are less likely to pick up the phone today, and especially if the call is from someone they don’t know or is from a number they don’t recognize.  You are more likely to get voicemail or some other automated system, even when calling a business.

At one time, it was not practical to leave voice messages when doing High Probability Prospecting.  Salespeople who were telephone prospecting in those days got better results when they just moved on to the next number in their list.  The odds of getting a live person on the phone were much higher then.

Today, we do recommend leaving a very brief voice message.  Just your name, your company, the subject of your call, and your phone number.  As short as possible, with much less detail than a prospecting offer that you would deliver live.  The usual mistake is to say too much.

One of the consequences of leaving messages is that you may begin to receive a greater number of inbound prospecting calls (where a prospect calls you).  The skills required for handling these conversations are very different from doing outbound prospecting.  It takes a special kind of listening.  But that’s a topic for a different blog post.

Note:  Jacques Werth had written an article titled Top 6 Pitfalls of Voice Mail Messages (which appears in a list of articles on the main HPS website).  In that article, he argued against leaving voicemail.

People Use the Phone Differently Today – Leaving Voicemail

New Workshop on Prospecting with High Probability

This sales training workshop on High Probability Prospecting begins on Tuesday 21 February 2017 and ends on Tuesday 25 April.  It includes 10 group sessions on 10 consecutive Tuesdays, plus 30 minutes of private coaching for each individual.

Group sessions begin at 9:00am USA Eastern Time (same time zone as New York City).  Duration of each group session is 90 minutes to 2 hours.

All group sessions and private sessions are conducted by telephone and recorded, using our teleconference system.  Recordings are sent to the participants.

The price is $1050 USD per student.

High Probability Prospecting is how we find people who want what we are selling, and how we determine the likelihood of doing business with them.  It is a detailed process of how to contact people (reaching out), and how to respond to people who contact us.

The High Probability Prospecting process has been updated to reflect changes in the way people communicate, and especially in the way people use the telephone today.  There are changes in the details of what we do, but the fundamental principles are the same as before.

This workshop will be taught by Paul Bunn, with assistance from Carl Ingalls.

For details or to purchase, please see our webpage about the prospecting workshop, at www.HighProbSell.com/workshops/prospecting/.  You are also welcome to contact us, by calling +1 610-627-9030, or by emailing info@HighProbSell.com


Upcoming HPS Workshops:
Chapter 12 Explained (26 Jan 2017, $45)
Prospecting (21 Feb 2017, $1050)

New Workshop on Prospecting with High Probability

Upcoming Workshops in January 2017

Upcoming Workshops:

  • 17 Jan 2017 – Getting Personal, 3 Sessions, $245
  • 26 Jan 2017 – Chapter 12 Explained, 1 Session, $45
  • ?? Feb 2017 – Prospecting, 10 Sessions, $1050

Getting Personal with High Probability Selling – Level 1.  This is a good place to start learning HPS.  It is a group workshop on one of the most important parts of High Probability Selling, which is how we interact with people.

The price is $245 per person.  This covers 3 sessions, spaced 1 week apart, plus recordings of each session (which are sent to participants only). Conducted by telephone (teleconference, interactive), with practice exercises to do during and between sessions.  Led by Carl Ingalls.

Schedule. The next Getting Personal workshop starts on Tuesday 17 January 2017, and continues with the two Tuesdays that follow (24 and 31 Jan).  The starting time for each session is 2pm USA Eastern Time.  Duration of each session is 1 to 2 hours.

For more details, or to purchase, please see www.HighProbSell.com/workshops/tri1/


Chapter 12 Explained.  This is a review and explanation of all of the steps in the entire High Probability Selling process, with answers to participant’s questions.

The price is $45 per person.  This covers 1 session, 60 to 90 minutes long, plus a recording of the session.  Conducted by telephone (teleconference, interactive), with questions and answers.  Led by Carl Ingalls.

Schedule:  Thursday 26 January 2017, at 3:30pm USA Eastern Time.

For more details, or to purchase, please see www.HighProbSell.com/workshops/chapt12/

To listen to a sample of the 18 Aug 2016 recording of this workshop, please click here.  The full recording is available for purchase for $29 USD.


Prospecting with High Probability – New.  This group workshop covers a detailed process of how to contact people (reaching out), and how to respond to people who contact us.

Updated Process – The High Probability Prospecting process has been updated to reflect changes in the way people use the telephone today.  The expert in the updated version of High Probability Prospecting is Paul Bunn, who will be teaching this course.

The price is $1050 per person.  This covers 10 group sessions, 60 to 90 minutes long, plus 30 minutes of individual coaching for each participant.  Conducted by telephone (teleconference, interactive), with questions and answers.  All sessions are recorded.  Recordings of group sessions are sent to the group.  Recordings of individual sessions are sent to the individual.

Schedule – February 2017.  Dates and times will be announced here on this blog as soon as they are have been determined.  If you have a preference, please let us know.  Sessions will be spaced 1 week apart.

For more details about this workshop and what is covered, please see www.HighProbSell.com/workshops/prospecting/


Other Workshops.  For information about other group workshops, and also about individual coaching, please visit the HPS training webpage at www.HighProbSell.com/workshops

All times are in USA Eastern Time, which is the same time zone as New York City.

All prices are in USA Dollars.

Upcoming Workshops in January 2017

Relationship Selling

Would you trust someone who tried to form a relationship with you solely for the purpose of selling you something?

Many salespeople believe that the key to getting someone to buy is to build a “relationship” first.  They are the ones who say “how are you” on a cold call.

Saying “how are you” on a cold call is one of the signs that someone is going to try to get you to buy.  You may have noticed that, consciously or unconsciously, and it may affect your decision about whether you will buy from that salesperson or not.

In High Probability Selling, we don’t try to build relationships.  Relationships come from doing business, not the other way around.

Relationship Selling

Limit the Scope of Prospecting Offers

A High Probability Prospecting offer should be very specific, with a limited scope.  Avoid using a more general offer that tries to encompass most of what you do.

Some examples:

Instead of saying “I sell life insurance”, use at least two separate offers, where each excludes the other:

  • “I sell a whole life insurance policy that …”
  • “I sell a term life insurance policy that …”

Instead of saying “We offer IT support services”, break that down into two or more very specific offers:

  • “We provide a remote help desk service that …”
  • “We offer a network monitoring service that …”

This can be a very scary thing to do.  It doesn’t feel right to purposely exclude such a large portion of the audience in each prospecting offer.

Part of the reason it doesn’t feel right is that most of us are too desperate about each prospecting call, and emotionally attached to a positive outcome.  This makes us behave as if this is our only chance to get the prospect to buy from us.

But High Probability Prospecting is not about “getting” the prospect to buy.  It’s about finding someone who wants what we are selling, and is ready to buy now.

We do that by calling the same prospects over and over, with different prospecting offers.  Over time, they get a very good picture of what we are about.  Doing this in small bites gets better results than trying to get the entire message across at once.

Limit the Scope of Prospecting Offers