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

Using High Probability Selling with Network Marketing and with Multi-Level Marketing

Does High Probability Selling work with Network Marketing?  Does High Probability Selling work with Multi-Level Marketing?  What’s the difference?

I believe that High Probability Selling (HPS) should work with Network Marketing, when it is only used to sell a product or a service, and when several other conditions are met (see below).  However, I haven’t yet seen any examples, good or bad, where those other conditions have been met.

Jacques Werth believes that HPS will not work at all with Multi-Level Marketing (MLM), based on his own experience.  He trained a number of people in one of these organizations how to use HPS.  It was very successful in increasing product sales, but it was not successful in meeting the organization’s other objectives.  Ultimately, I suspect there was a problem with transparency.

Network Marketing and Multi-Level Marketing are similar to each other in that they both use a large number of agents (that are not employees) to do a combination of marketing and selling.  The main difference between them is that the Multi-Level Marketing is built on multiple levels of agents, where agents who are higher up in the structure collect money from those who are lower.  In Network Marketing, when all agents are at the same level, the agents make money only when they sell a product or service.

Tony Shays presents a very clear distinction between Network Marketing and Multi-Level Marketing in his article “What Is the Difference Between Network Marketing and Multi-Level Marketing?

In any system, the methods of High Probability Selling work best when the following conditions are met:

  • Clarity.  What the buyer gets must be extremely clear and definite.  Simple to explain.
  • Transparency.  Potential negatives must be at least as visible as the potential positives.  The whole deal must be visible.  Full disclosure.
  • Honesty.  If the salesperson needs to deceive someone in order to make a sale, even by just a little bit or by omission, then HPS will not help.
  • Reputation.  If the organization has a poor reputation, which can happen when some of its agents sell by misleading customers, then High Probability Selling probably won’t work.
  • Know How.  You have to know how to find people who want what you are selling, for their own reasons and in their own time.  You also have to know how to interact with these special people, in ways that are extremely different from the norm.  A good place to start is by reading the book, High Probability Selling by Jacques Werth and Nicholas Ruben (can be purchased here).  After that, we also offer training.

If your Network Marketing or Multi-Level Marketing system meets the conditions above, then High Probability Selling might work for you.


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


Upcoming HPS Workshops:
Chapter 12 Explained (15 Nov or 13 Dec, $45);  Getting Personal (6-20 Dec, $245);  Prospecting (Jan-Feb 2017)

Using High Probability Selling with Network Marketing and with Multi-Level Marketing

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

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