Schedule: 28 June through 2 July 2021

Mon 28 June:  Live Video Streaming Event on Facebook “Go for No and High Probability Selling”

Andrea Waltz and Carl Ingalls will explore the similarities and differences between these two selling systems.  Our conversation will be streamed live to the High Probability Selling company page on Facebook, at https://www.facebook.com/HighProbabilitySelling/ on Monday 28 June starting at 1:00pm USA Eastern Time.

No charge.  Registration not required.


Tue 29 June:  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 1:00pm to 1:45pm, USA Eastern Time, on Tuesday 29 June 2021.

This is a short mini-course, 45 min for $45 USD.  To purchase, go to
https://high-probability-selling.myshopify.com/cart/39310700675132:1?channel=buy_button


Thu 1 July:  Discovery / Disqualification, a Mini-Course 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 10:45am, USA Eastern Time, on Thursday 1 July 2021.

This is a short mini-course, 45 min for $45 USD.  To purchase, go to
https://high-probability-selling.myshopify.com/cart/31226966409276:1?channel=buy_button


Fri 2 July:  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 2 July 2021.

$145 USD per session, with discounts when purchasing more than one session at a time (see below).

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 for $145, go to https://high-probability-selling.myshopify.com/cart/39315062358076:1?channel=buy_button

To purchase more than one session, at a lower cost per session:
2 sessions for $250
3 sessions for $355
4 sessions for $460

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

High-Tech and Complex Sales Teleconference Recording, Jacques Werth

Jacques Werth teaches how to use the methods of High Probability Selling with high-tech and complex sales in this teleconference that was recorded on Thu 3 Apr 2008.  The recording is 76 minutes long and is now available as an MP3 digital download for $43 USD.

There are a number of $10 discount coupons available. If you want one, please contact Carl Ingalls before you purchase this product. Ingalls@HighProbSell.com, +1 610-627-9030.

To purchase, please visit our Materials webpage, www.HighProbSell.com/products/

A Student’s Experience With the Trust and Respect Inquiry

The following is my favorite testimonial about High Probability Selling.

This was by far the best workshop that I have ever attended.  I learned more practical concepts in this workshop than all the others combined.  I was very impressed with the amount of knowledge that was shared during the class.  I received so much more from the class than I had originally anticipated.  I was so pleased to learn that Jacques was teaching the class, there’s no better way to learn than getting it straight from the source.  The thing that was most astounding to me was how much the skills from High Probability Selling can be used in everyday life to better the interactions one can have with the people in their lives.  That was truly more than I had expected.  Since the closure of our workshop I was able to do a trust and respect inquiry on my Father (the man of few words).  In the 45 minute ride to the airport, my dad talked almost the entire way and I was truly amazed at how much I learned about my father that I never knew.  About the relationship he had with his father and how he was terrified of him.  It gave me so much insight into my father and why he behaves the way he does.  I gained a huge amount of respect for him and a deep love and appreciation for all that he has done for me.  Had I not learn how to do this, I would have never known what makes my father tick.  Thank you so much for teaching me this skill that will help my business and my life.  I will forever be grateful.  You have truly left footprints on my heart that will no doubt allow me to leave footprints on other’s hearts.  I hope all the talking I’ve done and will continue to do about your workshop sends you some new business!  Thanks again for everything!

~ J. Cano, Empowered Financial Services

The above review is my favorite from a set of 26 testimonials that Jacques Werth had collected from students between about 1990 and 2006.  You can read all of these testimonials on the main HPS website at www.HighProbSell.com/testimonials/


Comments and questions are very welcome and appreciated.

 

Discovery / Disqualification, a New Mini-Course in HPS

The next High Probability Selling Mini-Course will be a short webinar session about the Discovery / Disqualification Questions, on Tuesday 17 December 2019 at 4pm USA Eastern Time.  39 minutes  for $39

These are the questions described in the book, High Probability Selling by Jacques Werth and Nicholas Ruben, in the chapter titled “Discovery/Dis-Qualification”, with a few modifications.

The purpose of these questions is to uncover the most common potential deal-killers early in the sales process.  The questions that appear in the book are designed for business-to-business sales.  The webinar will include business-to-consumer variations.

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 $10 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 Discovery / Disqualification Questions 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

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

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

Does High Probability Selling Work?

It depends on how you ask the question.  Here are some examples:

Does High Probability Selling (HPS) work for everyone?
No, definitely not.  It does not work for every individual, and it does not work in every situation.

Does HPS work for some people?
Yes, it does.  Extremely well in some cases.

Does HPS work for most people?
Probably not, and especially when we attempt to use the same methods to teach everyone.

Will HPS work for me?
Maybe yes, maybe no.  But this is probably the most important question for all of us, and the most difficult to answer.  Will it work for me, and also –

How can I find out?
We can’t answer that question with certainty, but we are getting better at estimating the odds.  We look for similarities in people who have been successful with HPS, and in people who have not.

Jacques Werth was most successful with people who had decided to try HPS out completely and precisely the way he taught it, and worry about understanding the why later (if at all).  His teaching methods were much less successful with people who were still trying to decide if they were going to do it or not.  He believed that all failures to succeed with HPS were due to not completely following the process, changing or omitting something important.

Today, we focus more on the Mindset of High Probability Selling.  This approach seems to work better for people who need to understand HPS more before they are ready to try it out.  Also, a person’s current mindset is an indicator of what kind of hurdles they will need to get over in order to be successful with HPS.


There are several related articles on this blog.

Comments are welcome.