// author archive

Carl Ingalls

Carl Ingalls has written 15 posts for High Probability Selling
Email the author

Persuasion vs Trust

By Carl Ingalls ⋅ August 7, 2010 ⋅ 6 comments

It’s harder to trust someone whose first thought is to influence my purchase decision, even if their intentions are good.

Being vs Doing

By Carl Ingalls ⋅ July 19, 2010 ⋅ 2 comments

High Probability Selling is more about being than doing. It requires a radical change in a person, not just a radical change in action.

Willing to Walk Away

By Carl Ingalls ⋅ April 12, 2010 ⋅ One comment

Being willing to walk away from a deal will get you much better deals.  This may be obvious to some readers, but may not be so obvious to salespeople who cannot take “No” for an answer.

New Idea for High Probability Marketing

By Carl Ingalls ⋅ December 22, 2009 ⋅ One comment

We have a new idea for marketing HPS. We are going to use part of the High Probability Selling process as a marketing tool. It’s called the “Conditions of Satisfaction”, and is normally used when closing a sale. One feature of this closing process is total disclosure …

What Should High Probability Marketing Look Like?

By Carl Ingalls ⋅ December 21, 2009 ⋅ 4 comments

What kind of marketing would fit with High Probability Selling? A lot of marketing methods are designed to persuade people to buy a product or service, and they often present a very unbalanced picture of the strengths and weaknesses of what they are pushing. This is contrary to the way we train people to sell.

Does High Probability Selling Need an Explanation?

By Carl Ingalls ⋅ December 4, 2009 ⋅ 17 comments

Do you need to hear a plausible explanation for why something works before you are willing to try it out for yourself? Or is it enough just to know that it has worked for others? Do you think that High Probability Selling needs an explanation?

I Don’t Do Business With People Who Talk to Me Like That

By Carl Ingalls ⋅ November 12, 2009 ⋅ 5 comments

I’m sure you’ve had a salesperson try to push you into a sale by asking something like, “You do want to make money, don’t you?” How does that make you feel?

Difficulty of Selling a New Idea

By Carl Ingalls ⋅ November 7, 2009 ⋅ 6 comments

About the difficulty of selling something that requires prospects to give up long-held or cherished beliefs.

Who Are Your Real Competitors?

By Carl Ingalls ⋅ September 28, 2009 ⋅ Post a comment

Who are the people that are taking sales away from you?  What is it that they are doing better than you are?

When High Probability Selling Doesn’t Work

By Carl Ingalls ⋅ September 17, 2009 ⋅ 2 comments

High Probability Selling (HPS) does not work for everybody or for every situation. This article describes 6 cases where HPS almost never works.

Survey Results on What Motivates People to Sell Better

By Carl Ingalls ⋅ September 2, 2009 ⋅ Post a comment

Results from the survey on “Why Would You Want to Sell Better?” The most frequent response was “Be more competent and effective at what you do.” This survey began with a blog post dated 21 August 2009.

Why Would You Want to Sell Better? (survey)

By Carl Ingalls ⋅ August 21, 2009 ⋅ Post a comment

Imagine that you found a way to sell much more effectively.  How would you use this new ability to change your life?  What is most important to you? Make more money, without having to work harder. Spend less time working, for the same amount of money. Be a Top Producer, with all the recognition, perks, [...]

« Previous