If You Could Predict Each Sale, What Would Change?

Suppose you had a crystal ball that will tell you who will buy from you and who will not.  What would you do with it?

Would you test it?  How?

How accurate would the predictions have to be in order to make a difference in how you spend your time and energy?

What would stop you?

I know the logical answers, and maybe you do too.  But I’m asking for your thoughts and feelings about this, because most of our decisions are based on our individual experience and gut feel.  Logic comes later, if at all.

What would you do?

[Author’s note.  The crystal ball has only two answers:  Yes, or No.]

If You Could Predict Each Sale, What Would Change?

Only Do Business With People You Can Trust

Obvious advice, but the hard part is deciding to follow it.  There are so many reasons not to.  Here are a few:

(Author’s note, for clarity.  Why I might decide to do business with someone I don’t really trust.)

  • I can’t afford to be picky – there aren’t enough choices out there.
  • I don’t trust any of them, so what difference does it make.
  • I trust everyone.
  • I don’t trust my ability to make decisions about trusting people.
  • They offer the lowest price.
  • They are the most convenient to work with.
  • I’ve been doing it my way for a long time, and nothing really bad has happened so far.
  • I’m smart enough to outsmart them, and I know how to keep from being cheated this time.
  • I enjoy taking risks.
  • I don’t want anyone to think I don’t trust them.
  • I am afraid of making a wrong decision about this. (from a comment by Steve Alexander)

There is value in putting your finger on exactly why you don’t want to do something.  You have to accept it for what it is, before you have any hope of changing it.  And even then, it can be a long process.

If you can think of more reasons you might decide to do business with someone you can’t really trust, please add them in the comments.  Thank you.

Only Do Business With People You Can Trust

Upcoming Workshops in March and April 2017

Chapter 12 Explained.  1 Session, $45.  Thu 30 March 2017 at 10:00am USA Eastern Time

This is a review and explanation of all of the steps in the High Probability Selling process, with answers to participant’s questions.  It is recommended for people who have read the book at least once, and who want to know more before deciding to go further.

The price is $45 per person.  This covers 1 session, 60 to 90 minutes long, plus a recording of the session.  Conducted by telephone (teleconference, real-time interactive), with questions and answers.  Led by Carl Ingalls.

For more details, or to purchase, please see www.HighProbSell.com/workshops/chapt12/

To listen to a sample of the 18 Aug 2016 recording of this workshop, please click here.  The full recording is available for purchase for $29 USD.


Getting Personal with High Probability Selling – Level 1.  3 Sessions, $245.  Starts Fri 14 April 2017 at noon (12pm) USA Eastern Time.  Please note the change in date.

This is a good place to start learning HPS.  It is a group workshop on one of the most important parts of High Probability Selling, which is how we interact with people.  It is also the beginning of how we teach the Mindset of High Probability Selling.

The price is $245 per person.  This covers 3 sessions, spaced 1 week apart, plus recordings of each session (which are sent to participants only).  Duration of each session is 1 to 2 hours.  Conducted by telephone (teleconference, real-time interactive), with practice exercises to do during and between sessions.  Led by Carl Ingalls.  

For more details, or to purchase, please see www.HighProbSell.com/workshops/tri1/


Prospecting with High Probability (New).  10 Sessions, $1050.  Current workshop started on Tue 21 Feb 2017 and we are not accepting new students at this time.  We will offer this again.  We haven’t selected a date yet.

Instructor is Paul Bunn, with assistance from Carl Ingalls.

For more details, please see www.HighProbSell.com/workshops/prospecting/


Our Calendar.  We post all workshop schedules on the public Google Calendar, High Probability Selling.  You may visit anytime.

Other Workshops.  For information about other group workshops, and also about individual coaching, please visit the HPS training webpage at www.HighProbSell.com/workshops

All times are in USA Eastern Time, which is the same time zone as New York City.

All prices are in USA Dollars.

Upcoming Workshops in March and April 2017

New Workshop on Prospecting with High Probability

This sales training workshop on High Probability Prospecting begins on Tuesday 21 February 2017 and ends on Tuesday 25 April.  It includes 10 group sessions on 10 consecutive Tuesdays, plus 30 minutes of private coaching for each individual.

Group sessions begin at 9:00am USA Eastern Time (same time zone as New York City).  Duration of each group session is 90 minutes to 2 hours.

All group sessions and private sessions are conducted by telephone and recorded, using our teleconference system.  Recordings are sent to the participants.

The price is $1050 USD per student.

High Probability Prospecting is how we find people who want what we are selling, and how we determine the likelihood of doing business with them.  It is a detailed process of how to contact people (reaching out), and how to respond to people who contact us.

The High Probability Prospecting process has been updated to reflect changes in the way people communicate, and especially in the way people use the telephone today.  There are changes in the details of what we do, but the fundamental principles are the same as before.

This workshop will be taught by Paul Bunn, with assistance from Carl Ingalls.

For details or to purchase, please see our webpage about the prospecting workshop, at www.HighProbSell.com/workshops/prospecting/.  You are also welcome to contact us, by calling +1 610-627-9030, or by emailing info@HighProbSell.com


Upcoming HPS Workshops:
Chapter 12 Explained (26 Jan 2017, $45)
Prospecting (21 Feb 2017, $1050)

New Workshop on Prospecting with High Probability

Charisma vs Passion in Selling

Charisma is about charming people.  It is a way of influencing how someone feels about you.  It may be natural, or it may be a technique for getting approval.

Passion (in this context) is how we feel about something we do.  Feeling passion and expressing passion are two very different things.  The first is real, and the second may be an act.  If we are not careful, our expression of passion may be interpreted as an attempt to influence how a prospect feels about what we are selling.

Influencing how a prospect feels is one way to sell.  However, influencing a prospect is not compatible with High Probability Selling.

We teach our students to maintain an objective, neutral, and businesslike manner when selling.  We put our passion and our energy into finding people who want what we are selling and into determining how likely the outcome will turn out the way we want it to.


Upcoming HPS Workshops:
Getting Personal (17 Jan 2017, $245);  Chapter 12 Explained (26 Jan 2017, $45);  Prospecting (21 Feb 2017, $1050)

Charisma vs Passion in Selling

Upcoming Workshops in January 2017

Upcoming Workshops:

  • 17 Jan 2017 – Getting Personal, 3 Sessions, $245
  • 26 Jan 2017 – Chapter 12 Explained, 1 Session, $45
  • ?? Feb 2017 – Prospecting, 10 Sessions, $1050

Getting Personal with High Probability Selling – Level 1.  This is a good place to start learning HPS.  It is a group workshop on one of the most important parts of High Probability Selling, which is how we interact with people.

The price is $245 per person.  This covers 3 sessions, spaced 1 week apart, plus recordings of each session (which are sent to participants only). Conducted by telephone (teleconference, interactive), with practice exercises to do during and between sessions.  Led by Carl Ingalls.

Schedule. The next Getting Personal workshop starts on Tuesday 17 January 2017, and continues with the two Tuesdays that follow (24 and 31 Jan).  The starting time for each session is 2pm USA Eastern Time.  Duration of each session is 1 to 2 hours.

For more details, or to purchase, please see www.HighProbSell.com/workshops/tri1/


Chapter 12 Explained.  This is a review and explanation of all of the steps in the entire High Probability Selling process, with answers to participant’s questions.

The price is $45 per person.  This covers 1 session, 60 to 90 minutes long, plus a recording of the session.  Conducted by telephone (teleconference, interactive), with questions and answers.  Led by Carl Ingalls.

Schedule:  Thursday 26 January 2017, at 3:30pm USA Eastern Time.

For more details, or to purchase, please see www.HighProbSell.com/workshops/chapt12/

To listen to a sample of the 18 Aug 2016 recording of this workshop, please click here.  The full recording is available for purchase for $29 USD.


Prospecting with High Probability – New.  This group workshop covers a detailed process of how to contact people (reaching out), and how to respond to people who contact us.

Updated Process – The High Probability Prospecting process has been updated to reflect changes in the way people use the telephone today.  The expert in the updated version of High Probability Prospecting is Paul Bunn, who will be teaching this course.

The price is $1050 per person.  This covers 10 group sessions, 60 to 90 minutes long, plus 30 minutes of individual coaching for each participant.  Conducted by telephone (teleconference, interactive), with questions and answers.  All sessions are recorded.  Recordings of group sessions are sent to the group.  Recordings of individual sessions are sent to the individual.

Schedule – February 2017.  Dates and times will be announced here on this blog as soon as they are have been determined.  If you have a preference, please let us know.  Sessions will be spaced 1 week apart.

For more details about this workshop and what is covered, please see www.HighProbSell.com/workshops/prospecting/


Other Workshops.  For information about other group workshops, and also about individual coaching, please visit the HPS training webpage at www.HighProbSell.com/workshops

All times are in USA Eastern Time, which is the same time zone as New York City.

All prices are in USA Dollars.

Upcoming Workshops in January 2017

Why You Might Not Want To Do Business With Someone

In High Probability Selling (HPS), we look for potential deal-breakers, things that could prevent the prospective customer from completing a sale with us.  We want to know as early as possible, not later.

We also ask ourselves whether we want to do business with the prospective customer or not, even when we know that the prospect is ready, willing, and able to buy.  It is better to decide this before the sale is closed, not after.

The first question students often ask is, “Why on Earth would you ever turn down a sale?”  Here are a few answers.  I invite our readers to add more reasons in the comments.

  1. You might not get paid, or you might have to fight to get paid.
  2. This might turn out to be a very difficult customer, difficult or expensive to please, a “Customer from Hell.”  Someone you are likely to lose money on.
  3. The customer might not get any benefit from the product or service they buy from you.  You need satisfied customers in order to succeed.
  4. You might not get everything you need out of the transaction.  Many of us need more than just money in order to continue doing what we do.
  5. People can tell when you feel desperate, when you feel you can’t afford to turn down any potential business.  An attitude of abundance leads to more success than an attitude of scarcity does.

The next question is “How?”  How can you possibly predict any of those things?

High Probability Selling focuses on how to make better predictions about whether a potential transaction will turn out well, or not.  Almost every step in the process has some sort of disqualification test behind it.  However, none of these tests make perfect predictions.  HPS is all about assessing probabilities, not certainties.


Questions and comments are welcome.  I will respond to as many as I can.  – Carl Ingalls


Upcoming HPS Workshops:
Chapter 12 Explained (13 Dec 2016, $45);  Getting Personal (17 Jan 2017, $245);  Prospecting (Feb 2017, $1050)

Why You Might Not Want To Do Business With Someone