- Paperback: 209 pages
- Publisher: Gazelle Book Services Ltd; 2nd Revised edition edition (Dec 1995)
- Language English
- ISBN-10: 0963155016
- ISBN-13: 978-0963155016
- Product Dimensions: 21.1 x 13.7 x 2.5 cm
- Average Customer Review: 3.9 out of 5 stars See all reviews (8 customer reviews)
- Amazon Bestsellers Rank: 5,034,703 in Books (See Top 100 in Books)
- See Complete Table of Contents
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Product Description
From the Author
A new, highly ethical, radically different selling system.
SUCCESS Magazine said it's "Astonishing and Convincing." High Probability Selling shows you how to find and make appointments with the High Probability Prospects who want the benefits of your products and services. It shows you how to deal with them from a position of Mutual Trust and Respect. It teaches you how to quickly arrive at Mutual Agreements and Commitments. It teaches you how to stop wasting time and resources on Low Probability Prospects. It shows you how to get the aggravation and frustration out of your selling activities and to really enjoy it - all of it.
SUCCESS Magazine said it's "Astonishing and Convincing." High Probability Selling shows you how to find and make appointments with the High Probability Prospects who want the benefits of your products and services. It shows you how to deal with them from a position of Mutual Trust and Respect. It teaches you how to quickly arrive at Mutual Agreements and Commitments. It teaches you how to stop wasting time and resources on Low Probability Prospects. It shows you how to get the aggravation and frustration out of your selling activities and to really enjoy it - all of it.
This new selling system is based on years of research into what the most highly successful salespeople actually do on sales calls - not what they think they do. Eighty-four percent of the highest producers, in 23 different industries, don't do the enticing, persuading, convincing, manipulative techniques that most salespeople are taught to do. Rather, they have individually, intuitively, developed the components of an entirely new sales paradigm. That's why they're so successful. We've put those components together into a relatively simple linear selling system which can be customized for any product or service.
This new sales paradigm is not simply an extension of, or an incremental improvement on, traditional selling methods. It's totally different, and the two don't mix. They're incompatible.
The new sales paradigm is much more user friendly than traditional sales methods. It's very different; it relies on the honesty, sincerity, and authenticity of the salesperson for its power. In doing so it increases the self-esteem and job satisfaction of the salesperson. It eliminates the pain of the traditional sales process for the salesperson, their prospects and customers. High ethical standards and financial success are now entirely compatible.
We're told the book is a quick enjoyable read. We wrote it in a style that gives the reader an understanding, and a vicarious experience, of the new selling system. However, you won't "get it" by scanning it. The book can be very disturbing or delightfully refreshing for people who have a big investment of time, effort, hope, and anguish in the flawed selling systems of the past. --This text refers to an out of print or unavailable edition of this title.
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First Sentence
On the first day of our High Probability Selling workshop we ask the participants some questions about selling. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Back Cover
On the first day of our High Probability Selling workshop we ask the participants some questions about selling. Read the first page
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Customer Reviews
Most Helpful Customer Reviews
3 of 3 people found the following review helpful
Format:Paperback|Amazon Verified Purchase
Far better books have been written on selling strategy. Frankly the more traditional methods are, in my view, still far superior to what is being advocated here. The tactics are centred only upon those organisations that are open to buying whatever you have to offer. It utterly fails to instruct on any other situation, i.e. how to deal with a potential client who may not be aware of what you have, or a client who is happy with his current suppliers.
The advice here is often blunt and tactless. If I was on the receiving end of such wisdom, the salesman (or woman) would have the sharp end of my tongue.
Don't buy this at all. The authors are merely trying to present a different strategy. Sadly, it doesn't work.
Format:Paperback
An awful lot of research would point to the fact that many salespeople dislike elements of their job which manifests itself as 'call-reluctance' or 'fear of rejection' rendering the person more likely to fail and ultimately leave the profession. It would suggest that there is something fundamentally wrong with the way most people are taught to sell. The sales training 'gurus' are still peddling the same old manipulative techniques and loaded questions designed to trap the unwilling prospect just as they were years ago. The problem here is that the majority of prospects today are well informed and in this day and age can see right through manipulation and the self-gain of such an approach. All this does is cause stress for everyone concerned -the salespeople hate to cold-call, the prospects hate being cold called.
This book suggests there is a better way. This book is not just about cold calling but about introducing the reader to an entirely new mindset and concept that covers the entire sales process. At its most basic level, it teaches sales people how to stop wasting time with prospects who are either not interested, discourtious or unreasonable and zero in on those most likely to buy. It stresses that we are not in the business of twisting arms and converting un-motivated people to become highly motivated buyers, rather we are in the business of striking mutually beneficial agreements with people who have a recognised need for our service.
Many new rules are laid out here that eliminate those feelings of rejection and resistance - where traditionally the customer is put on a pedal-stall and the salesperson practically begs for an appointment. It's all changed. This is about getting away from tired old clichés and adopting a new more dynamic mindset to spend more time with people who will give you business. Its about feeling good about yourself and your profession and dealing with the prospect or customer on an equal footing. The concepts here are very liberating speaking as someone who has been in sales for over 10 years. Highly recommended!
Format:Paperback
The concept of changing the sales approach to focus only on the customers that are ready to buy now is excellent. The qualification process can certainly improve a lot, and this book gives several radical ideas about how to do it.
Unfortunately, the way these ideas are presented -- primarily through conversations between a new salesman and his co-workers and customers -- doesn't do justice to them. Most of the dialogues are artificial and lack credibility, and they detract from the main points.
There are also many factors in a sales process that are not considered (for example, the approach that is necessary to use in complex sales situations in order to sell to various levels and roles within an organization).
This book could have been better written in a similar fashion to the "One-minute Manager": it would have been shorter, crisper, and easier to understand.
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Most Recent Customer Reviews
I read only the first 3 chapters and realized a benefit !
The book gets down to the nuts and bolts of selling which is satisfying the need, and getting paid to do it. Read more
Published on 15 Jun 1999
Hogwash
Mr. Werth's book is enlightening, however he says geographcally,it has nothing to do with getting the results you need. Read more
Published on 11 April 1999
The way selling should be done!
Without a doubt, the best book on the subject of selling I have read. Stop wasting your time and your prospects' time, read this book.
Published on 4 Jun 1998
A NEW WAY OF SELLING THAT MAKES LOTS SENSE...
Easy to follow guide to help you sell more. Why waste your time and energy chasing the wrong clients... Read more
Published on 1 Mar 1998
A real eye opener on selling through trust and respect.
I read High Probability Selling in its entirety at one sitting. It captivates a person by presenting information in a unique form. Read more
Published on 11 Feb 1998
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