Overview

Since the 1990s, High Probability Selling (HPS) has focused on outbound telephone prospecting.  Despite co-author Jacques Werth's success with inbound sales, the original HPS materials did not address handling inbound calls effectively.  This course fills that gap by adapting HPS principles for inbound selling.

Course Objectives

• Understand the unique challenges of inbound sales calls.
• Apply HPS principles to inbound selling.
• Develop skills to handle inbound calls with confidence and effectiveness.

Key Topics Covered

1. Inbound vs. Outbound Sales Dynamics
   • Differences and complexities of inbound vs outbound calls.
2. Effective Listening and Communication
   • Techniques for active listening and creating a safe communication space.
3. Identifying Customer Needs and Wants
   • Uncover expressed and unspoken customer problems and wants.
   • Determine customers’ conditions of satisfaction.
4. Qualifying and Disqualifying Prospects
   • Identify High Probability Prospects (HPP) during inbound calls.
   • Transition to a sales conversation with HPPs.
   • Respectfully exit non-HPPs while preserving future opportunities.
5. Overcoming Salesperson Biases
   • Recognize and mitigate biases and pre-qualification beliefs.
6. Maintaining the HPS Mindset
   • Balance qualification and disqualification perspectives.
   • Implement HPS processes tailored to inbound inquiries.

Course Outcomes

By the end of this workshop, participants will:

• Avoid common mistakes in handling inbound calls.
• Enhance listening skills to better understand customer needs and wants.
• Apply HPS principles to inbound calls effectively.
• Design and execute HPS processes specific to their business.

Workshop Structure

• Case studies and real-world examples.
• Role-playing exercises during sessions, and practice exercises between sessions.
• Group discussions.
• Personalized feedback.
• Three interactive group sessions with live instructor(s) on Zoom, spaced one week apart.
• One-on-one coaching available.
• Recordings of live sessions provided to the students.
• Taught by Paul Bunn (with over 13 years selling this way and teaching others).

Conclusion

This course equips sales professionals to handle inbound calls efficiently and effectively, transforming them into enjoyable and profitable experiences.  Participants will learn to integrate HPS principles into inbound selling, ensuring higher sales probabilities and improved customer relationships.

Feedback From a Recent Student

Paul and Carl,

Nothing but positive feedback for your Inbound High Probability Selling Course.

Since reading the book a few years ago I'd been piecemealing some of the practices together from the original Essence of High Probability Selling class, community forums, and blogs.  Now I feel like I have a much firmer grasp on the mindset and the methods of high probability selling.

I'll admit, going into the class I thought it would be more of a marketing focus on how to generate inbound calls.  I'm really glad it wasn't.  As a Real Estate Broker, the activities I've always focused on are taking and selling more listings which requires talking to a lot of people.  Most inbound calls I'd get were sign calls, calls from listing ads online, and the occasional return call from a voicemail.  By working on the “get” for my scripts during your course and the inbound call framework I've doubled down on my outbound calls to get more signs in the ground (listings) and can now confidently handle those inbound calls by being an actual person on the other end of the phone.

The focus on inbound calls was extremely valuable for me.  My business comes from mostly outbound dialing, so when I'd get an inbound call, I'd find myself freezing and trying to figure out what to say to shift the control of the call back to me.  I didn't realize it but the fear of not knowing what to say had me searching for all sorts of methods to avoid them (recorded messages, call routing, no yard signs, not leaving voicemails etc.).  It was simple all along...“How can I help you?”  And listen, without trying to sell anything.  That simple question along with the qualifying questions you laid out was the two-millimeter shift that I needed to simplify my business.  I've gotten rid of all the gimmicks just to “scale” which can sometimes be a fancy word for avoidance.

Thanks again.  I'm looking forward to future courses, continuing to improve, and working towards BEING High Prob.

Very best regards,

Blake