Description
Topic: Roadmap to a High Probability Sale
Recorded Friday 15 May 2026 on Zoom
Length 3hr 3min
Includes video recording, transcript, and chat. View and/or download.
Cost: $25 USD
High Probability Selling didn’t begin as a method — it began as observation. Over 30 to 40 years of studying top salespeople at work, Jacques Werth set out to find the perfect sales process. What he found, he codified into a clear, linear process: a start point, a series of steps, and an end point. He even captured it in a book written as “a day in the life” of a brand-new high probability salesperson.
A linear process is both a blessing and a curse. It’s attractive because it tells you exactly what to do and what to say. But while Jack was searching for the ultimate process, he found something he wasn’t looking for: a sales philosophy — straightforward, transparent, direct, and effective. And as many of us know, when we’re focused on finding one specific thing, it’s easy to miss the important things we weren’t looking for.
Three decades of trial, error, and practice have taught us a surprising lesson. You can run the process without the philosophy — but it works poorly, and some would say it doesn’t work at all. Embrace the philosophy and fall short on the process, however, and it still works remarkably well.
In this session, we’ll demystify why that’s true — and how to apply HPS when the linear process, as originally taught, simply doesn’t fit.
