Tag: sales training

Inbound Selling Basics: 2024-02-23 Fri

How to use High Probability Selling (HPS) when a prospective customer contacts you.

  • What is covered in this course.
    – Making HPS work in a non-HPS world.
    – How to apply the HPS Mindset for Inbound Sales.
    – HPS with and without a script.
    – Closing the Inbound Sale.
  • Taught by Paul Bunn, who has 13+ years of experience selling this way and teaching others how. 

Schedule:  Starts Friday 23 February 2024 at 1:00pm USA Eastern Time.  Three interactive sessions on Zoom, spaced one week apart, same day of week, same time.  Also see the HPS Calendar for updates. 

Price:  $547 USD
Sign Up & Purchase:  click here

Here is recent feedback from a client:

Paul and Carl, 

Nothing but positive feedback for your Inbound High Probability Selling Course. 

Since reading the book a few years ago I’d been piecemealing some of the practices together from the original Essence of High Probability Selling class, community forums, and blogs. Now I feel like I have a much firmer grasp on the mindset and the methods of high probability selling.

I’ll admit, going into the class I thought it would be more of a marketing focus on how to generate inbound calls. I’m really glad it wasn’t. As a Real Estate Broker, the activities I’ve always focused on are taking and selling more listings which requires talking to a lot of people. Most inbound calls I’d get were sign calls, calls from listing ads online, and the occasional return call from a voicemail. By working on the “get” for my scripts during your course and the inbound call framework I’ve doubled down on my outbound calls to get more signs in the ground (listings) and can now confidently handle those inbound calls by being an actual person on the other end of the phone. 

The focus on inbound calls was extremely valuable for me. My business comes from mostly outbound dialing, so when I’d get an inbound call, I’d find myself freezing and trying to figure out what to say to shift the control of the call back to me. I didn’t realize it but the fear of not knowing what to say had me searching for all sorts of methods to avoid them (recorded messages, call routing, no yard signs, not leaving voicemails etc.). It was simple all along…”How can I help you?” And listen, without trying to sell anything. That simple question along with the qualifying questions you laid out was the two-millimeter shift that I needed to simplify my business. I’ve gotten rid of all the gimmicks just to “scale” which can sometimes be a fancy word for avoidance. 

Thanks again. I’m looking forward to future courses, continuing to improve, and working towards BEING High Prob. 

Very best regards,

Blake

Price:  $547 USD  Sign Up & Purchase:  click here

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

Thinking in the Language of High Probability Selling – Short Course

Features:

Topics include:
– The power of unspoken words.
– How to stay in the High Probability Selling (HPS) zone.
– How to recognize when mixing incompatible paradigms.
– The truth about Poison Words.  
– How to keep the thinking from getting in the way.

  • Taught by Paul Bunn and Carl Ingalls.
  • Live group webinars on Zoom, two sessions, two hours each, spaced one week apart. 
  • Webinar recordings will be sent to everyone who purchases this course.
  • Exercises will be assigned to do between sessions.
  • Coaching (one-on-one) after the course:  two sessions, 60 minutes each.

Schedule:  Starts Thursday 4 January 2024 at 11:30am USA Eastern Time.  Session #2 is one week later, same time.  Also see the HPS Calendar for updates. 

Price:  $497 USD

Sign Up & Purchase:  click here

If you purchase this course, please include your email address, so we can send you the Zoom instructions. 

Questions? Please Contact Us, or call +1 610-627-9030, or email Ingalls@HighProbSell.com

Inbound Selling Basics with High Probability

Features:

  • How to use High Probability Selling (HPS) when a prospective customer contacts you.
    – Making HPS work in a non-HPS world.
    – How to apply the HPS Mindset for inbound sales.
    – HPS with and without a script.
    – Closing the Inbound Sale.
  • Taught by Paul Bunn, who has 13+ years of experience selling this way and teaching others how. 
  • Live group webinars on Zoom, two sessions, two hours each, spaced one week apart.
  • Webinar recordings will be sent to everyone who purchases this course.
  • Exercises will be assigned to do between sessions.
  • Coaching (one-on-one) after the course:  two sessions, 60 minutes each.

Schedule:  Starts Tuesday 12 December 2023 at 11:30am USA Eastern Time.  Session #2 is one week later, same time.  Also see the HPS Calendar for updates. 

Price:  $497 USD

Sign Up & Purchase:  click here

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

Coming Soon from High Probability Selling

Lessons:
– Mindset of HPS
– Inbound Selling with HPS
– Outbound Selling (High Probability Prospecting)
– HPS for Selling Insurance and Other Financial Services
– HPS for Consultants and Coaches
– HPS and the Complex Sale
– HPS and Software as a Service (SaaS)
– Beyond the Process (from Doing to Being)
– HPS Complete (everything)

Each of the above lessons will be announced on this blog separately, with details, schedule, and price.

Learning Portals (methods of receiving lessons):
– Recorded material (on demand): text, video, audio
– Live webinars (scheduled group classes)
– Coaching (one-to-one)

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