Tag: Trust and Respect Inquiry

If someone says, “Why are you asking me all of these personal questions?”

How do you respond?

First, this almost never happens.  If you are being authentic and sincere, the person you are interviewing will rarely question your motives.

However, students of High Probability Selling worry about lots of things that almost never happen, and they need to have these “what-if” concerns answered before they can move ahead.

Here are two responses that are highly consistent with the principles and attitudes of High Probability Selling.

“I’m learning a new way of getting to know people.”

“This is how I get to know people.”

Do not say, “I’m just curious” or anything else that trivializes what you are doing.

Asking personal questions is what we do in the Trust and Respect Inquiry, which is one of the more advanced discovery tools of High Probability Selling.

This process is described in the book, High Probability Selling, in the chapter titled “Establishing a Relationship”.  For more on this topic, see earlier blog article, “Establishing a Relationship – Revisited“

Comments and questions are welcome

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

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.

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.