The emails below have been shortened, by deleting some text.
From: Mike
Sent: Monday 15 October 2018 16:57
To: [email protected]
Subject: Applying High Probability Selling to the job search and interviewing process
Hello Carl,
I just finished reading High Probability Selling.
I am hoping to learn more about how High Probability Selling can be applied to the job search and interviewing process. While reading the book I was continually struck on the applicability in this area – have you and/or your colleagues considered this? If so, is there any specific information you may have or could offer in this area?
Mike
From: HPS Admin
Sent: Tuesday, October 16, 2018 1:59 PM
To: Mike
Subject: RE: Applying High Probability Selling to the job search and interviewing process
Hello Mike,
Here is an article on the High Probability Selling blog that might answer some of your questions.
https://highprobabilityselling.blog/2009/10/09/finding-the-job-you-want-joshs-story/
Carl Ingalls
High Probability Consulting
Providing training and materials in High Probability Selling
Tel: +1 610.627.9030 USA Eastern Time
Text: +1 484.464.2557
Email: [email protected]
Website: www.HighProbSell.com
Blog: HighProbabilitySelling.blog
From: Mike
Sent: Wednesday 17 October 2018 11:55
To: HPS Admin
Subject: RE: Applying High Probability Selling to the job search and interviewing process
Hi Carl,
When I read ‘Josh’s Story,’ it seemed to me to be more focused on the Prospecting part of the process. Also in demonstrating competency as related to a sales-oriented position.
While I agree that High Probability Prospecting is valuable (particularly in identifying job opportunities that are unadvertised), my greater interest relates to those opportunities for which a job advertisement/posting already exists.
I would like to discover more about how High Probability Selling can be applied to the overall hiring process, and in particular, selling yourself to a hiring manager (and others involved in the hiring decision). Are there further more in-depth resources available in this area (i.e. the Selling and Closing part of the process)?
Thanks,
Mike
From: HPS Admin [mailto:[email protected]]
Sent: Thursday 18 October 2018 12:25
To: ‘Mike’
Cc: ‘Paul Bunn’
Subject: RE: Applying High Probability Selling to the job search and interviewing process
Hello Mike,
Yes, there are more in-depth resources that cover the Selling and Closing parts of HPS when applying for a job that is posted.
A good place to start is to study the HPS Book and read more of articles on the HPS Blog. After that, we offer training in the form of group workshops and/or private coaching.
When applying for a job that is posted, the odds are pretty high that they want to hire someone for the job, but not 100% certain. Therefore, it is worth confirming this with a direct question about want, which should be asked on the phone before meeting with them.
Ask, “Do you want to hire someone for this job?” If they answer Yes, which is very likely, ask them why. Then continue with the steps of the HPS process as shown in the book. Make sure you ask the conditional commitment question (it’s in the book) immediately after you have set the appointment. Remember their answer.
If they say no or maybe to the question about want, it is probably not worth proceeding with them.
Carl Ingalls
High Probability Consulting
Providing training and materials in High Probability Selling
Tel: +1 610.627.9030 USA Eastern Time
Text: +1 484.464.2557
Email: [email protected]
Website: www.HighProbSell.com
Blog: HighProbabilitySelling.blog
A course on how to use High Probability Selling to find a job may be a valuable addition to the training that we offer. Most of the details can be found in the HPS Book, but they are not presented in that context. I’d like to hear your thoughts. Do you want to start a conversation about this here on this blog?
Comments and questions are welcome.
