People Use the Phone Differently Today – Leaving Voicemail

People are less likely to pick up the phone today, and especially if the call is from someone they don’t know or is from a number they don’t recognize.  You are more likely to get voicemail or some other automated system, even when calling a business.

At one time, it was not practical to leave voice messages when doing High Probability Prospecting.  Salespeople who were telephone prospecting in those days got better results when they just moved on to the next number in their list.  The odds of getting a live person on the phone were much higher then.

Today, we do recommend leaving a very brief voice message.  Just your name, your company, the subject of your call, and your phone number.  As short as possible, with much less detail than a prospecting offer that you would deliver live.  The usual mistake is to say too much.

One of the consequences of leaving messages is that you may begin to receive a greater number of inbound prospecting calls (where a prospect calls you).  The skills required for handling these conversations are very different from doing outbound prospecting.  It takes a special kind of listening.  But that’s a topic for a different blog post.

Note:  Jacques Werth had written an article titled Top 6 Pitfalls of Voice Mail Messages (which appears in a list of articles on the main HPS website).  In that article, he argued against leaving voicemail.

People Use the Phone Differently Today – Leaving Voicemail

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

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

Sales Training, Prospecting With High Probability, Starts Thu 23 July 2015

The next Sales Training Workshop on Prospecting with High Probability starts on Thursday 23 July 2015, and ends on Thursday 3 September 2015.  Tuition is $875 per participant (US Dollars).

This sales training workshop teaches participants how to use the High Probability Prospecting process, an alternative to conventional cold-calling.  We recommend this for people who have already taken our Connecting With High Probability workshop, or any of our other workshops.

This workshop is a series of 7 sessions conducted live by teleconference, and led by Jacques Werth and/or Neil Myers.  There will be one session per week.  Each session will be on a Thursday and will begin at 12:30 PM Eastern Time USA (same as New York City).  Sessions will be between 90 minutes and 2 hours long, and will be recorded.  For more info about our time zone, please visit World Clock – Philadelphia.

We will assign “homework” for the participants to do between sessions, including creating prospecting offers that are designed for each participant’s own business.

To register for this workshop, you may do any of the following:

  • Call us at +1 610-566-1535, Monday to Friday, 8:30 AM to 5:00 PM Eastern Time USA.  Our toll free number is 800-394-7762
  • Email us (to Enroll@HighProbSell.com) with your name and phone number, and tell us when we can call you for additional info.  Please do not send credit card information by email.

Please note that we require each applicant to complete the following before participating in this workshop:

  • Read our Confidentiality Agreement and agree to its terms.  These terms are explained on our Confidentiality Agreement Webpage.
  • Pay the tuition for the workshop, $875 per participant (US Dollars).  If you are paying by credit card, please call us at +1 610-566-1535.  Please do not send credit card information by email.

For more information, please visit our prospecting workshop description page.

Sales Training, Prospecting With High Probability, Starts Thu 23 July 2015

Relationship Selling

Would you trust someone who tried to form a relationship with you solely for the purpose of selling you something?

Many salespeople believe that the key to getting someone to buy is to build a “relationship” first.  They are the ones who say “how are you” on a cold call.

Saying “how are you” on a cold call is one of the signs that someone is going to try to get you to buy.  You may have noticed that, consciously or unconsciously, and it may affect your decision about whether you will buy from that salesperson or not.

In High Probability Selling, we don’t try to build relationships.  Relationships come from doing business, not the other way around.

Relationship Selling

Limit the Scope of Prospecting Offers

A High Probability Prospecting offer should be very specific, with a limited scope.  Avoid using a more general offer that tries to encompass most of what you do.

Some examples:

Instead of saying “I sell life insurance”, use at least two separate offers, where each excludes the other:

  • “I sell a whole life insurance policy that …”
  • “I sell a term life insurance policy that …”

Instead of saying “We offer IT support services”, break that down into two or more very specific offers:

  • “We provide a remote help desk service that …”
  • “We offer a network monitoring service that …”

This can be a very scary thing to do.  It doesn’t feel right to purposely exclude such a large portion of the audience in each prospecting offer.

Part of the reason it doesn’t feel right is that most of us are too desperate about each prospecting call, and emotionally attached to a positive outcome.  This makes us behave as if this is our only chance to get the prospect to buy from us.

But High Probability Prospecting is not about “getting” the prospect to buy.  It’s about finding someone who wants what we are selling, and is ready to buy now.

We do that by calling the same prospects over and over, with different prospecting offers.  Over time, they get a very good picture of what we are about.  Doing this in small bites gets better results than trying to get the entire message across at once.

Limit the Scope of Prospecting Offers

High Probability Prospecting Offers Reviewed Here

We invite you to submit your High Probability Prospecting Offer as a comment on this post.  Jacques Werth and/or Carl Ingalls may review your prospecting offer and provide suggestions on how it can be made more consistent with High Probability Prospecting.

We also invite other readers to comment on people’s prospecting offers.  Many of our readers are very knowledgeable about High Probability Prospecting.

Before you submit a prospecting offer for review, keep in mind these points.

  • Review Guidelines for Creating a High Probability Prospecting Offer (a previous post on this blog).
  • Add a comment to this blog post, and include your prospecting offer in your comment.
  • Before you click on the button to submit your comment, you may want to click on the checkbox that says “Notify me of followup comments via e-mail”.
  • Submit only one prospecting offer at a time.  If you put more than one prospecting offer in your comment, we are less likely to respond.
  • Do not include any hyperlinks in the body of your comment.  You may enter a hyperlink in the text box labeled “URI” if you wish.
  • Your comment (and any replies to it) will be public, available for anyone to see.  You may use your real name and your real company name if you want, or you may use an alias instead, like “This is John Doe of ABC Company.”

Please note that this is an experiment.  We don’t know how well it will work.  If it turns out well, we may continue it.  If not, we may remove this post and all comments.

High Probability Prospecting Offers Reviewed Here