October Workshop on Getting Personal with High Probability Selling, Level 1

This sales training workshop starts on Thu 13 Oct 2016 at 3:00pm USA Eastern Time (Daylight Saving Time).  The workshop continues on the following two Thursdays (20 and 27 Oct) at the same time, for a total of 3 sessions.  Each session is 1 to 2 hours, and is conducted by interactive teleconference.  There will be homework (exercises) to do before each session.

The price is $245 USD per person.  For more details, or to sign up and pay, please go to www.HighProbSell.com/workshops/tri1/

A workbook will be included.  Participants will receive recordings of the sessions.

In Level 1, we train students how to start a conversation with a stranger and learn about their career choices (what they chose and why).  We teach what kind of questions to ask, how to ask them, how to listen, and how to respond to answers.  We explain the things people do that make other people reluctant to reveal themselves, and how to avoid doing those things.

Confidentiality – we require each participant in this workshop to assure the other participants that they will not disclose any confidential information they may hear.  Please go to www.HighProbSell.com/workshops/tri1/confidentiality.html for more info on this.

 

October Workshop on Getting Personal with High Probability Selling, Level 1

Questions from a Student of High Probability Selling (2016-09-03)

Adam sent me an email with questions about High Probability Selling after listening to the audio recording of the August 2016 teleseminar workshop on Chapter 12 Explained

Adam’s email appears here with his permission.  Answers from me (Carl Ingalls) are in red text (and indented).


From: Adam
Sent: Saturday, September 03, 2016 5:36 AM
To: Carl Ingalls
Subject: Re: Recording of Teleseminar Workshop “Chapter 12 Explained”

Hello Carl,

first, let me thank you for the seminar file; I listened to it twice and found it very informative and constructive… it was a nice surprise to hear Jacques’ voice as well!

Here are some of my questions/queries/digressions, etc directly and indirectly connected to the seminar:

1.while listening to Jacques recordings i couldn’t help noticing his art of talking in a very specific emotionless, almost monotonous way; do you know whether this is his natural way of talking or he developed it purposefully for business, if so how could one learn/train it?  (sometimes it is quite difficult to stay “cool” on the phone or during an appointment)

A:  Jacques’ art of talking in a neutral manner comes fairly natural to him, but he does not always talk that way.  He does that in situations where it is important to do so.  Examples:  when prospecting or selling (non-persuasively), or when communicating with someone who has lost their temper (see Jacques’ post on Angry People).  He probably improved on it while copying very successful salespeople and also while playing poker.  It can be taught, and it can be learned, but it takes a lot of effort.  We teach these skills continuously in our sales training workshops and coaching.

2.prospecting on the phone and the very opening; you advised to skip “hello”…hmm, business contacts in my country are quite formal and polite; skipping any kind of greetings/introduction would be considered rude…

A:  Many of the things we train salespeople to do seem impolite and rude, not only to Austrians, but to people everywhere.  Not saying “Hello” when prospecting is just one example.  There are others.  They have all been tested in many cultures around the world, with the same results.  We tried it both ways, and we get more sales when we stop saying “Hello” in our prospecting calls.  Many of us struggle with the conflict between doing what we feel comfortable about, and doing what gets us the results we want.

3.Trust & Respect Inquiry: in the book, Sal asks many questions while telling nothing about himself in return; i understand the purpose here, but can’t help thinking, this situation is out of balance; what if the client asks once or more “how about you?” at any time during this phase? should i tell him anything from my life or wriggle out, if so, how?

A:  Asking personal questions, while offering nothing of oneself in return, is very much “out of balance.”  This is especially true when compared to a typical personal conversation.  When we do it this way, people tell us things about themselves that they rarely get to say to other people.  Why?  We don’t know.  It probably has something to do with the way we give control of the topic to the other person, and the way we avoid judgments (including very subtle ones).

Occasionally, the other person will ask a question of us.  If it is a simple and direct question, we answer it as simply as we can, and then we ask our next question.  If their question  is vague and non-specific, like “how about you?” we would ask “What do you mean?” or something like that.

It is too easy to start talking about yourself during this process.  Don’t follow any suggestion or invitation to do so.  This is about the other person, not you.  You can talk about yourself later.

4.provided i have to break up the meeting during the COS discussion; how exactly do i do it? what do i say? do i keep an option for the future meeting? etc…

A:  It may depend on the reason for the interruption.  If you know that you want to proceed with the sale later, the best thing to do is to make very definite plans to continue the process.  Making an appointment is much better than “keeping an option” (which is too vague). 

i would be very grateful if you could give me your perspective…many thanks🙂

best regards,

Adam


Comments and questions (and additional answers) from our readers are welcome.

Questions from a Student of High Probability Selling (2016-09-03)

Workshop on Getting Personal with High Probability Selling, Level 1

This sales training workshop starts on Wed 14 Sept 2016 at 4:30pm USA Eastern Time (Daylight Saving Time) for 60 to 90 minutes.  The workshop continues on the following two Wednesdays (21 and 28 Sep) at the same time, for a total of 3 sessions.  There will be homework (exercises) to do before each session.

The price is $245 USD per person.  For more details, or to sign up, please go to www.HighProbSell.com/workshops/tri1/

Confidentiality – we require each participant in this workshop to assure the other participants that they will not disclose any confidential information they may hear.  Please go to www.HighProbSell.com/workshops/tri1/confidentiality.html for more info.

A workbook will be included.  Participants will receive recordings of the sessions.

In Level 1, we train students how to start a conversation with a stranger and learn about their career choices (what they chose and why).  We teach what kind of questions to ask, how to ask them, how to listen, and how to respond to answers.  We explain the things people do that make other people reluctant to reveal themselves, and how to avoid doing those things.

 

Workshop on Getting Personal with High Probability Selling, Level 1

Different and Incompatible Ways of Selling

Most salespeople try to get people to buy from them.  If this is the way you want to sell, then your success will depend upon how good you are at persuading and convincing, or at least influencing people.  You give them reasons to buy.  You focus on their needs and problems and expose vulnerabilities.  You use techniques to build rapport and make them like you and trust you.  If a sale doesn’t occur, it’s because you failed.  Perhaps you weren’t persuasive enough or friendly enough.

In High Probability Selling, we look for and work with people who want what we are selling, and who are likely to buy from us very soon.  If this is the way you want to sell, then your success will depend upon how good you are at finding these people, and how good you are at assessing the probability that they will buy from you in the near future.  You let prospective customers make their own decisions, for their own reasons and in their own time.  You focus on what they want and when.  Then you focus on whether you want to do business with them or not.  If a sale doesn’t occur, it’s either because they didn’t want what you are selling right now, or because you have decided not to go ahead at this time.

Both strategies have their proponents, and both strategies have successful salespeople.  However, they are completely incompatible with each other.  You can’t pick and choose elements from each.  They just don’t mix.

Everything depends upon what you choose.  Just pick one or the other.

 

Different and Incompatible Ways of Selling

Upcoming Workshops as of August 2016

September 2016:  “Getting Personal” with High Probability Selling – Level 1.  $245 USD for 3 sessions spaced 1 week apart, plus exercises between sessions.  There are currently 3 choices for dates/times for this workshop (times are for USA Eastern Time Zone).  I will go with the one that is most popular:

  • Tuesdays:  13, 20, and 27 September.  Starting between 10am and 4pm
  • Wednesdays:  14, 21, and 28 September.  Starting between 3pm and 4:30pm
  • Thursdays:  15, 22, and 29 September.  Starting between 10am and 4pm

Scheduled to begin Wed 14 Sep at 4:30pm USA Eastern Time (Daylight Saving Time) and go for 60 to 90 minutes.  Continues the following 2 Wednesdays (21 Sep and 28 Sep), same time. For details, or to purchase, please see www.HighProbSell.com/workshops/tri1/

October 2016:  Chapter 12 Explained.  $45 USD for 1 session.  The calendar is mostly open for this workshop.  I will choose a date and time based on the feedback I receive.

 

Sending Feedback About Scheduling

If you want to participate in either of these workshops, please tell me what dates and times work for you and what dates and times do not (and please mention your time zone).  I will use your feedback in selecting the exact schedule for each of these workshops.

You can send an email to info [at] HighProbSell [dot com] or you can leave a comment on this blog (but keep in mind that comments are visible to the public).

For more information about these workshops, please visit the HPS training webpage at www.HighProbSell.com/workshops

 

Upcoming Workshops as of August 2016

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 for full participation, or $35 USD per person to get the recording only.  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