Chapter 12 Explained, Scheduled for Thu 18 Aug 2016

The teleseminar workshop on Chapter 12 of the book, High Probability Selling by Jacques Werth and Nicholas Ruben is now on the calendar, and is available for purchase now.

Date:   Thursday 18 August 2016
Time:   3:30pm to 4:30pm Eastern Time USA (same as New York City).
Where: Telephone (teleconference instructions will be sent to participants)
What:   A review and explanation of the last chapter, “A Complete High Probability Sale”
Led by: Carl Ingalls, +1 610-627-9030, Info@HighProbSell.com
Price:  $45 USD per person.  Do Not Send Credit Card Info by Email

This teleseminar workshop is a review of the last chapter of the book, High Probability Selling by Jacques Werth and Nicholas Ruben.  Chapter 12 shows what “A Complete High Probability Sale” looks like, with all of the steps put together, but there are no explanations in that chapter about what is happening.  Each step is explained here.

The workshop is one session, one hour long (possibly longer), and led by Carl Ingalls.  It is live and interactive, with answers to participant’s questions.  Make sure you have a copy of the book with you, so you can follow the discussion.  An audio recording of the session will be sent to each participant.

To read more or to purchase, please visit HPS Training on our main website.

Chapter 12 Explained, Scheduled for Thu 18 Aug 2016

Upcoming Workshops as of June 2016

Here is a list of workshops we are planning.  The first three are ready to go now.  We will schedule them according to the feedback we receive from our audience.  You may vote in the poll at the bottom of this post, or you may call +1 610-627-9030 (ask for Carl Ingalls) or you may email info@HighProbSell.com

Explaining Chapter 12:  A Complete High Probability Sale
Description and explanation of the sales process that is shown in the last chapter of the book, High Probability Selling.  One session, 60 minutes.  Live and interactive teleseminar with Q & A.  The session is recorded, and the recording is sent to each participant.  Price is $45 per person.
Now scheduled for Thu 18 August 2016 at 3:30pm Eastern Time USA.  See HPS Training for details.

Getting Personal with High Probability Selling – Career
This is the beginning workshop on how we get to know people, and how we find out if we want to do business with someone or not.  How to ask questions and how to listen and respond to answers.  The things we do that make people reluctant to reveal themselves, and how to avoid doing them.  This workshop teaches students how to start a conversation with a stranger and learn about their career choices (what they chose and why).  This is the least emotional of the three levels of Getting Personal.  This beginning workshop is three sessions, 60 to 90 minutes each, spaced one week apart.  Live and interactive teleseminars with exercises assigned to do between sessions.  All sessions are recorded, and the recordings are sent to each participant.  This is the same workshop as what was previously titled Connecting with High Probability (see HPS Training).  Price is $245 per person.

Getting Personal with High Probability Selling – Relationships
This is the intermediate workshop on how we get to know people.  The methods and the objectives are the same as in the beginning workshop (Career).  This workshop teaches students how to ask questions that lead further back in time, and reveal how the other person deals with relationships.  Four sessions, 60 to 90 minutes each, spaced one week apart.  Live and interactive teleseminars with exercises assigned to do between sessions.  All sessions are recorded, and the recordings are sent to each participant.  The material in this workshop was previously included in the Selling Workshop (see HPS Training).  Price is $350 per person.

Getting Personal with High Probability Selling – Trauma
This is the advanced workshop on how we get to know people.  This is the most emotional of the three levels of Getting Personal.  We have been teaching it in semi-private coaching sessions.  If enough people say they want this as a group workshop, we will work out the details and offer it.

Upcoming Workshops as of June 2016

You Have to Get Personal

That’s what many of the top performing salespeople told Jacques Werth when he observed them asking very personal questions of their prospective customers.

“You have to get personal.”

Why?  “You need to see what makes them tick before you decide whether to do business with them or not.”

Jacques took careful notes on what these salespeople did when they “got personal” with their prospects, and he incorporated it into his sales process.

It’s an interview method, a way of asking personal questions.  A brief overview:

  1. Start by asking a simple question about something in the present, the here and now.
  2. Then, ask questions that go back in time, about the prospect’s past.
  3. Finally, ask questions to bring the prospect back to the present.

A few guidelines:

  • Ask questions that control the direction in time.  Start with the present, then move backward through time, then go back to the present.
  • Each question should be about something the prospect said when they first started answering your most recent question, and especially when going back in time.
  • Questions should give the other person as much latitude as possible in what they choose to say about their self.  What, How, When, Where, Who, Why.  No yes/no questions.  Nothing that steers them toward any particular answer.
  • Ask short and simple questions.  Be direct.
  • Keep all of your reactions neutral.  Nothing positive, nothing negative.  Keep calm and relaxed.
  • No comments, no opinions.  No “relating” to the prospect.
  • Listen and pay attention.

This is a discovery process, part of finding out whether we want to do business with someone, or not.  We are not trying to build a relationship, or get anyone to buy, or get someone to trust or like us.

It appears in the book, High Probability Selling, Chapters 7 and 12.  It has been called the “Relationship Inquiry” or the “Trust and Respect Inquiry” (abbreviated TRI).  We have taught it in our sales training workshops.

“Getting Personal” is a descriptive name for this process.  This name is about what we do, and not about a desired outcome (like establishing a relationship or building trust).

The Getting Personal process may be the most valuable part of High Probability Selling.  People who become proficient often talk about how it has changed their lives, in selling and everywhere else.

However, it is not for everyone.  It seems so strange and unconventional, and contrary to social conventions.  Many people feel so uncomfortable with this, that they are unable to follow the process well enough to get any benefit from it.

If you have questions about this, please put them in the comments for this blog post, so that other readers may see your questions and our answers.  If you prefer a private conversation, you are welcome to call or write.

You Have to Get Personal

How Can I Convince You That Convincing Doesn’t Work?

This is a question that I heard Jacques Werth ask many times, “How can I convince you that convincing doesn’t work?”

In a selling situation, Jacques knew that attempting to convince someone was not a good use of a salesperson’s time.  However, he was usually in a marketing situation when he asked that question, and he passionately wanted salespeople to become more successful.

Now that Jacques is retired, it’s my turn to ask, “How can I convince you that convincing doesn’t work?”

Here are some answers to think about:

  1. I could try to convince you by giving you logical arguments and reasons why you can’t convince someone.
    • Pros:  I’m very comfortable with creating and presenting logical arguments, and I’m good at it.  It works just often enough for me to keep trying.
    • Cons:  It hasn’t worked as well as I think it should.  Too many people resist being argued into a new belief.
  2. I could give you evidence of how other people have become more successful when they stopped trying to convince people.
    • Pros:  Some people can be influenced by evidence.  In this case, the evidence is available and doing this seems logical.
    • Cons:  Many people don’t trust evidence, because it is too often twisted and used to manipulate people’s beliefs.
  3. I could give up the idea of trying to convince you, and focus instead on finding someone who already believes that convincing doesn’t work.
    • Pros:  This is less stressful than trying to change someone’s mind, and can be a lot more effective (when done right).
    • Cons:  Working with people who already believe is tricky.  It is too easy to fall back to old habits, and turn them off by saying something persuasive.  Also, sometimes you don’t have the option of choosing who you are going to work with, and can’t just go find someone else.
  4. I could list some options for you to consider, providing my understanding of the pros and cons for each option, and without trying to steer you in any direction.  I could then ask you what you want to do.
    • Pros:  More people follow my advice when I present it objectively and don’t tell them what to do.
    • Cons:  Presenting advice this way is a lot more work.  It is frustrating to know that it would be so much quicker and easier if I just told you what to think.

What do you think?

How Can I Convince You That Convincing Doesn’t Work?

Pay Attention To What They Want

Most buyers prefer to do business with salespeople who pay attention to what they want.

Many salespeople want to sell by trying to get a potential customer to buy.  Their focus is on influencing the other person.  Not on what the person wants or doesn’t want.

A few salespeople want to sell without trying to get the other person to buy.  They would rather focus on people who want what they are selling, and skip all that persuading and convincing.

You can be successful using either method.

What really matters is how you want to sell.

 

Pay Attention To What They Want

About Subscribing to the High Probability Selling Blog

We now have two different ways that people may subscribe to this blog, which makes things a little complicated.  I will try to explain this in a way that makes things clearer.

Think of it as two different levels for subscribing.  With either level, you will receive an email whenever a new post has been published here.  You will be able to cancel or change at any time.

The first level is Plain and Simple.  If you see a “Follow” button in the bottom right corner of this browser window, you can click on that, and then provide your email address.  If you don’t see that button, then your browser may need updating.

The second level will give you blog posts plus Special Content that is not posted on the blog.  We will need your name as well as your email address for this.  You may give us your phone number and company name if you wish.  We also give you more control over what kinds of blog posts you receive by email (see below for more details).

The first level is better for people who are very new to High Probability Selling, and who just want to watch for a while without giving us much information about themselves.

The second level is better for people who have been following High Probability Selling for a long time, or who want to interact with us more and receive additional material from us.  It’s a little bit more work for me, but it’s exactly the same amount of work with 10 people as it is with 1000.  So please feel welcome.

If you received an email copy of this blog post from “hps-blog@aweber.com on behalf of Carl Ingalls”, then you are currently subscribed at the second level.  If you received an email copy of this blog post from wordpress.com, then you are subscribed at the first level (“Follow”).  If you received copies from both, then contact me and let me know what you want to do.

We use opt-in confirmation for all new subscribers.  This means that you will receive an email that asks you to confirm that you really do want to receive our emails.  When you click on the hyperlink in the confirmation email, then this will complete the subscription process.  If you do not click on that hyperlink, then your subscription will be ignored (not processed).

If you want to subscribe at the second level, which is the one that includes the special content, please contact Carl Ingalls, either by phone or email (+1 610-627-9030 or Ingalls@HighProbSell.com), and please include the following information (required info is shown in bold, and everything else is optional):

  • Your full name
  • Your email address
  • Your company name
  • Your phone number
  • What kinds of blog posts you want to receive by email.  Choices are
    • All blog posts (this is the default)
    • Articles only
    • Announcements only
    • No blog posts (special content only)

Posts to this blog are categorized as either Articles or Announcements.  Articles are about selling methods and ideas and stories. Announcements are about what we are offering for sale:  sales training, coaching, teleseminars, and new product offerings.  Special Content will not be posted on this blog, and will be sent only to the people who are subscribed at the second level (not just “Following”).

Privacy:  We will not share your name or information with any other organization.

Updates to this information will appear on our Subscribe page.  You can also reach that page by clicking on the Menu button near the top right corner of this page (appears on the blog window as 3 horizontal bars).

About Subscribing to the High Probability Selling Blog

Changes at High Probability Selling

Jacques Werth has retired.  His company, High Probability Inc, is closed, and is no longer offering sales training, or anything else.

I (Carl Ingalls) have teamed up with two former HPS instructors (Paul Bunn and Neil Myers) to keep “High Prob” going.  We have all taught High Probability Selling in the past with Jacques Werth.

We are now offering individual coaching.  For details, contact Carl Ingalls, phone +1 610-627-9030 (USA Eastern Time), email info@HighProbSell.com, or you may use the webform on our blog Contact page.

All posts and comments from the original High Probability Selling Blog have been copied to this blog and appear below.  There are a few points to note about these older posts:

  • All blog posts now show Carl Ingalls as the author, but that is not quite correct for most of the older posts (2015 and earlier).  Most were coauthored with Jacques Werth, and a few were written by others.
  • Contact information that appears in earlier posts is no longer valid. This includes phone numbers and email addresses.
  • We may delete some of the older posts that are no longer useful.

The original website, www.HighProbSell.com, is still working, and is being maintained and updated by Carl Ingalls.

 

Changes at High Probability Selling