Summary below written by Paul Cuomo, for the podcast he published on 29 June 2021:

For many of us who have read sales books, took courses or browsed through the thousands of hours of free sales training online, we often notice that much of the material and concepts are a regurgitation of past concepts. High Probability Selling is not. High Probability Selling is a way of selling without “getting people to buy.” No persuading, no convincing, no arguing, no handling objections.  No impressing people, no pretending to be a friend, no groveling for the sale…..yes you just read that. I had a wonderful discussion with Carl Ingalls, a Consultant who trains salespeople on this methodology.

High Probability Selling the book, was written by Jacques Werth and the process was discovered by observing behaviors of top sales performers within his organization. The book was recommended to me in the late 1990’s and it has had an enormous impact on me.  Very excited to share this interview with the audience.

Paul Cuomo, The Foundational Sales Podcast

Listen to this podcast here. 72 minutes