Rapport: Testing the Waters
A Sales Training Workshop
Three interactive sessions, 2 hours each, $255 USD per student. Teleconference or Webinar.
Connecting is a Discovery Process. We do not create rapport, we discover it. We get to know a person by asking the right questions in the right way, and by responding appropriately. We use what we learn to make better estimates of the probability of a good outcome. This workshop teaches what kind of questions to ask, how to ask them, how to listen, and how to respond to answers. We explain the things people do that make other people reluctant to reveal themselves, and we teach how to avoid doing those things.
This is the beginning of a longer and more complicated process called the Trust and Respect Inquiry (TRI), which is described in the HPS Book in Chapter Seven, “Establishing a Relationship”. You might call this first stage the “TRI Lite”, because it is shorter, easier, and less stressful than the deeper stages of the TRI. This beginning stage is a necessary prerequisite to learning the more advanced stages, and it is also very valuable on its own (without going any further).
Sessions are one or two hours each, spaced one week apart. The sessions are live and interactive, led by Carl Ingalls, and conducted by teleconference (telephone) or webinar (Internet). A workbook will be sent by email to each participant before the first session. Exercises are assigned for participants to do during and between sessions. Each session will be recorded, and the recording of each session will be sent to each participant.
Confidentiality — we require each participant in this workshop to assure the other participants that they will not disclose any confidential information they may hear. The purpose is to help participants feel more comfortable about discussing personal and business issues in the workshop. We do this verbally during the first session of the workshop, while the session is being recorded.
Price is $255 USD per person for this workshop. We accept PayPal and most major credit cards around the world. We send a link to each student we accept, so they can pay for the workshop through our secure shopping cart (we use Shopify.com to process the payments).
Approval is required. We need to have a conversation with each applicant before accepting them in this workshop. Please use the webform below, or contact Carl Ingalls (see info below).
Notes: Earlier versions of this beginner workshop have been called “Connecting with High Probability” and “Getting Personal”. For more info on this process, see the blog post You Have to Get Personal.
If You Want to Take This Course, or If You Have Questions or Comments, Please Use This Webform
When you click on the Send button above, your information will be sent to Carl Ingalls, and you will see an acknowledgement page. All fields are optional. Please do not include any credit card information on this webform.
You may also call Carl Ingalls by phone at +1 610-627-9030 (USA Eastern Time Zone), or you may send an email to email@example.com. Please do not send any credit card information via email.