Sequence of Steps in High Probability Selling

In High Probability Selling (HPS), we begin with the steps in Prospecting (see below).  If we decide that the probability of a good outcome is high enough, then we proceed with Selling.  Marketing can support HPS, but is not part of it.

Prospecting

Prospecting is where we find someone who is likely to buy from us, and is where we begin to apply our tests about the probability of a desirable outcome.  Here are the steps, in sequence:

  • Getting and Using Lists
  • Creating Prospecting Offers
  • Reaching Out
  • Responding to a Prospect Who Contacts You
  • Presenting an Offer
  • Asking About Want
  • Testing Probability (Initial Disqualification)
  • Setting an Appointment
  • Asking for a Conditional Commitment

Selling

In HPS, Selling begins with the first appointment.  It may be face-to-face (in person) or by telephone, or something else.  We only do this after we have decided that a desirable outcome is sufficiently likely.  Selling ends with the close, which may be on the same appointment, or not.

  • Asking Personal Questions
  • Confirming Want
  • Testing Probability (Deeper Disqualification)
  • Asking for Conditional Commitment Again
  • Getting the Details Right (Conditions of Satisfaction)
  • Closing

Marketing

When we do something that is directed at many people at the same time, we call it marketing.  When we communicate one-on-one, we call it prospecting or selling.  Marketing is not part of the sequence of steps in High Probability Selling.

Choose a marketing strategy that works well with the selling strategy you use.  For instance, if you use a selling method that does not educate prospects, then make sure your marketing methods perform this function well.


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

Sequence of Steps in High Probability Selling

Upcoming Workshops in November and December 2016

Upcoming Workshops:

  • Chapter 12 Explained (15 Nov and 13 Dec 2016, $45)
  • Getting Personal with High Probability Selling – Beginners (6 Dec 2016, $245)

Chapter 12 Explained.  This is an entry level course (group workshop).  It’s an overview of all of the steps in the entire High Probability Selling process, with answers to participant’s questions.

The price is $45 USD 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.

Calendar.  Schedule may change.  Times are USA Eastern Time (same as New York City).

  • November 2016 – Tuesday 15 at 3pm
  • December 2016 – Tuesday 13 at 3pm

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.  This is an entry level course (group workshop) on one part of High Probability Selling.

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

Calendar. The next Getting Personal workshop starts on Tuesday 6 December 2016, and continues with the two Tuesdays that follow (13 and 20 Dec).  The starting time for each session is 11am USA Eastern Time (same as New York City).  Duration of each session is 1 to 2 hours.

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


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

Upcoming Workshops in November and December 2016

Upcoming Workshops as of October 2016

Getting Personal with High Probability Selling – Level 1.  This is an entry level course (group workshop) on one part of High Probability Selling.

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

The first session begins Thu 13 Oct 2016 at 3:00pm (USA Eastern Daylight Time) and will last from 90 minutes to 2 hours.  The workshop will continue with 2 more sessions, Thu 20 Oct and Thu 27 Oct, same time. For more details, or to purchase, please see www.HighProbSell.com/workshops/tri1/

 

Chapter 12 Explained.  This is an entry level course (group workshop).  It’s an overview of all of the steps in the entire High Probability Selling process, with answers to participant’s questions.

The price is $45 USD per person.  This covers 1 session, plus a recording of the session.  Conducted by telephone (teleconference, interactive).  Led by Carl Ingalls.

The session begins Tue 18 Oct 2016 at 3:00pm (USA Eastern Daylight Time) and will last from 60 to 90 minutes.  For more details, or to purchase, please see www.HighProbSell.com/workshops/chapt12/

A recording of this workshop may be available separately for sale later.  The August workshop on the same subject is available for purchase for $35 USD.

 

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

Upcoming Workshops as of October 2016