New Workshop: High Probability Mindset Discovery

This is new material, never offered in a workshop before.  The focus is on the mental side of High Probability Selling (HPS).  Things like attitudes, beliefs, habits, concepts, principles, guidelines, and language.  We call this the mindset of High Probability Selling.

We recommend this course for people who are just beginning with HPS (and have read the book at least once) and also for those who have had some training.

The course is presented by Paul Bunn and Carl Ingalls.  It consists of 3 sessions, each about two hours long, and spaced one week apart.  Sessions are conducted by teleconference, and are live interactive conversations.  We record each session and make the recordings available to the participants.

We interview each applicant by telephone before accepting them as a student.

Price:  $255 USD per person.  We accept PayPal and most major credit cards around the world.

Dates:  Three consecutive Tuesdays.  The first session is Tue 21 Nov 2017.  The second and third sessions are on Tue 28 Nov and Tue 5 Dec.

Time:  7:00 pm to 9:00 pm, USA Eastern Time (same as New York City).

For more information, or if you want to apply for this workshop, please visit our webpage at www.HighProbSell.com/workshops/mindset/

For other workshops in High Probability Selling, please visit our HPS Training webpage.

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New Workshop: High Probability Mindset Discovery

Using High Probability Selling Principles When Delivering Advice

A student of High Probability Selling (HPS) asked me if we had any materials that explained how we use the principles behind HPS while we are teaching and consulting.  I replied that we do not have any such materials so far, but I plan on writing a blog post on the topic.  Here is that post.

I have been a consultant providing technical advice in the area of embossing for many years, long before I met Jacques Werth and began to learn HPS from him.  When I first started to grasp the mindset of HPS, I took the idea of not trying to convince people, and I started applying that idea to the way that I delivered my consulting advice in my embossing business.  The idea is that trying to persuade someone to buy creates a natural and almost reflexive resistance, known in the sales trade as Sales Resistance.  So maybe there is a similar thing in consulting, something we might call Advice Resistance.

I figured out the things that I had been doing to try to get my consulting clients to take my advice.  I stopped doing those things, and I quickly noticed a difference.  The more objective and neutral I was while delivering my advice, the more often they would actually follow through and do it.

When coaching and training clients about HPS, we do not try to get them to accept and follow what we teach.  We do not provide reasons or logical arguments for why anyone should do High Prob.  It has to be their choice and their decision.  If they have not decided to do this, it’s not the right time to teach them.

This is very similar to how HPS salespeople treat prospects.  The decision to buy or not to buy is completely up to the prospect.

People buy in their own time and for their own reasons.  ~ Jacques Werth

 

Using High Probability Selling Principles When Delivering Advice