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 (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:

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

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

If you want to purchase this HPS Mini-Course about the Conditional Commitment Question now, you may use this link:

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

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).

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?

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

Guidelines for Creating a High Probability Prospecting Offer (Updated)

by Jacques Werth and Carl Ingalls – Updated May 2019 by Ingalls

Structure.  There are 3 parts to a High Probability Prospecting Offer:

  1. Identify yourself (full name) and who you represent (name of organization).
  2. Identify what you are selling in this particular offer.
  3. Identify one or two features about what you are selling.

After we present the offer, we ask, “Is that something you want.”  We do not count that as part of the offer.

Guidelines.  Keep these points in mind when creating a prospecting offer.

  • Make the offer very specific.  Do not try to create an offer that covers everything you sell.  When a prospect says “no” to your offer, you need to have a different offer the next time you call the same prospect.
  • Be factual and use neutral matter-of-fact wording and intonation.
  • Use simple language.  Avoid jargon, even when you are certain that the prospect would understand it.
  • No persuasion, no convincing arguments.  Do not include anything that sounds like a reason why the prospect should buy.
  • Do not use the words “you” or “your” or “yours” in the offer.  The first time we refer to the prospect that way is when we ask the question after the offer.
  • Be very brief and concise.  Use a maximum of 30 words in the offer, even if it means you have to use one feature instead of two.
  • When you identify yourself, it is best to start with “This is”.  The results are better than if you say “My name is”.  We don’t know why.
  • Don’t say “Hello” and don’t say “How are you”, unless the prospect says something like that to you first.
  • Use your full name.  Never use just your first name by itself.
  • For instance, “This is Jacques Werth of High Probability Selling.”
  • When you identify what you are selling, make sure your wording is simple and easy to understand.  Also, it is better to make it clear what a customers gets from you (the “Get”), rather than saying something that you do.
  • Use Features, not Benefits.  A feature is a concrete attribute that describes part of what you are selling, part of what the prospect gets immediately.  A benefit is a positive outcome that can happen later.
  • A feature can be something that differentiates your product or service.
  • A feature can be used to “paint a picture” of what you are selling, in a way that makes it more real or solid in the prospect’s mind.
  • Use features to make your offer more specific.  Next time you call the same prospect with an offer for the same product or service, use a different set of features.

Having good prospecting offers is important, but it’s only part of the process.  How you use your prospecting offers is just as important.

Happy prospecting.

2019-05-14 Update by Carl Ingalls

Previously, we recommended a maximum of 45 words in the offer, and we also recommended two features in each offer.  We now believe this makes the offer far too long, and we now recommend a maximum of 30 words in a High Probability Prospecting Offer.  Shorter is usually better, even if it means that you have to use only one feature instead of two.

I have added several details to the guidelines that were not in the original post.  – Ingalls


Guidelines for Creating a High Probability Prospecting Offer (Updated)

How to Say Ok Goodbye When a Prospect Says No

There are just three things to do when a prospect says “No”.  First you say “Ok” and then you say “Good-bye” and then you hang up.  However, the way you do each of these makes a lot of difference.  The meaning that the listener perceives is greatly influenced by your tone and timing.

The tone should be emotionally neutral, matter-of-fact, as if you were making a simple statement that has no “attitude”.  It should not convey your frustration about hearing “no” from yet another prospect.  It should not reveal your boredom with the process of making call after call.  It is also very important that your tone does not communicate an enthusiasm or friendliness that the prospect is likely to presume is faked.

The timing should clearly separate the “Ok” from the “Good-bye”.  Say these two words as two separate statements, with a pause in between.  Do not act like you are in a rush.  After you say “Good-bye” wait a while in silence before you hang up.  It’s best to let the other party hang up first.

Keep the intended meaning of each of these three things clearly in your mind when you do them.

  • Ok means that you acknowledge and accept what the prospect has just said.  It means that you are not going to argue.  It demonstrates that you did not have an emotional attachment to that particular outcome.  It demonstrates that you listen.
  • Good-bye means that you are done with this call.  It means that you have nothing more to say.  It demonstrates that you are moving on in a businesslike manner.
  • Waiting for a while before you hang up means that you are not dismissing the prospect.  You are not “slamming the door”.  It also gives the prospect an opportunity to ask you not to hang up yet.  This does happen, especially after you have called that prospect a few times.

To hear a sample of how to say “Ok … Good-bye”, you can click on this link

How to Say Ok Goodbye When a Prospect Says No

Secret Sales Tips and Tricks

by Jacques Werth

Why are those words so alluring?

The most successful salespeople seldom read articles with those words in the title.  Such articles are for salespeople who think that selling is just a bag of tips and tricks.

There are no secret tips.  There are no magic tricks.  Effective selling is about finding a sales process that works, following that process carefully, and measuring the results.  Pay attention to doing it right.  You can’t learn how to sell just by reading articles or participating in sales discussion groups.  Although it is possible to learn to sell by reading a lot of books, this doesn’t work for most people.

Books and CD’s can teach you a great deal about selling, but not much about the step-by-step details on how to actually do it.  For that, we recommend training and practice.

The idea of “tips and tricks” is just another sales trick.

Secret Sales Tips and Tricks

10 Tips for Prospecting Success

by Jacques Werth

The ability to prospect efficiently, effectively and enjoyably will enable you to meet with prospects that need, want and can afford your products and services – now. Your confidence will soar and empower you to develop a consistently superior income stream.

1. Start with a highly targeted telephone prospecting list, consisting of people or companies that are most likely to buy your type of products and services. Use a highly reputable list broker to find such a list. Start with a list of no more than 600 names. You cannot afford to develop your own list; It is much too time consuming. If you already have a book of business, follow this prospecting process with your existing clients as if they are new prospects.

2. Call every name on your list every 3-4 weeks. Understand that only a small percentage of your list will be ready to buy the first time that you call. Many more will be ready each successive time that you call. People buy in their own time for their own reasons; not because you have to make a sale this week. Calling them frequently is vital to prospecting success.

3. Present a “prospecting offer” of no more than 45 words that clearly states who you are, what you are selling, and two features of your product or service. Finish up with “Is that what you want?” Each time you call, change the two features. That will prevent most prospects from getting annoyed. It will also eliminate most of the rejection that is caused by traditional cold calling.

4. If the prospect says “No” or “I am not interested,” you say “Okay, good bye.” Do not press for an appointment. Do not try to engage the prospect in a conversation or ask any questions. This will be the most pleasant sales call they ever get. It will assure that very few prospects will ask you not to call again.

5. Schedule your prospecting sessions for 3½ hours. Take a fifteen-minute break between each hour. This is more productive than five prospecting sessions of one hour each.

6. Tape yourself. Use a tape recorder with an open microphone to tape your side of each call. Start the tape when the prospect answers. Listen to how you sound. The goal is to hear yourself using your usual conversational tones. Do not try to sound like a professional salesperson. Do not come across as overly enthusiastic, unusually friendly, or enticing. Just relax and present your offer without persuasion.

7. Always be in a “Disqualification” mode. Be determined to spend your selling time only with High Probability Prospects. Disqualify Low Probability Prospects quickly and courteously. Don’t allow desperation or anxiousness to deter you from your mission. If the prospect says “Yes,” you ask “Why?” Let the prospect convince you that he/she is a High Probability Prospect.

8. Accept the fact that prospecting really is a “numbers game.” The most important numbers are your Dials per Hour and the ratio of prospecting Offers to Dials. Most agents dial at least fifty numbers per hour.

9. Keep accurate records of your prospecting sessions. We have trained thousands of agents to be successful prospectors. The most successful keep accurate records. The least successful don’t. The act of keeping records will enable your subconscious mind to constantly improve your results.

10. Most top producers make fewer appointments, but close most of the prospects they meet.

You can learn more about efficient, effective, and enjoyable prospecting by going to

10 Tips for Prospecting Success