Description
Topic: The Get — The Most Expensive Lie in Sales: Selling the Outcome Without Revealing What It Will Take To Get There
Recorded Thursday 19 March 2026 on Zoom
Length 2hr 10min
Includes video recording, transcript, and chat. View and/or download.
Cost: $25 USD
Most prospects will say they want the outcome — better results, more security, increased revenue.
What is rarely clarified is whether they are willing to do what it takes to produce that outcome. In High Probability Selling, that is the Get, what it takes to get there.
When the Get is unclear, prospects say yes too quickly, pipelines fill with non-buyers, and deals fall apart late.
Not because the outcome wasn’t desired, but because the Get was never accepted.
We discussed that gap in this Forum, and what to do about it.
