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High Probability Selling [Paperback]

Jacques Werth , Nicholas E. Reuben , Anthony L. Loscalzo
4.3 out of 5 stars  See all reviews (23 customer reviews)

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Product Description

High Probability Selling is one of the more unique sales books both in its presentation and content. The book uses a conversational format between different "characters" to explain a variety of selling concepts. The basic premise of the authors is that "traditional" selling techniques of the past were focused on getting the prospect to buy through whatever means necessary - convincing, persuading or even pressuring. According to Werth and Ruben, the paradigm shifts with High Probability Selling from "getting the prospect to buy to determining whether there is a mutually acceptable basis for doing business and, if not, to go your separate ways."

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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
5.0 out of 5 stars HPS From an HPS Trainer and User April 22 2004
A Review From Someone Who Has Used and Trained HPS
Reviewer: Neil Myers from Yonkers, NY United States
Let me nail my colors to the mast: I am a senior trainer with HPS and I've used HPS in the real world. Unlike some other competitors, who write reviews posing as "unbiased" reviewers I will admit that I believe HPS to be the best selling system out there. That is why I train it. I am biased because I believe it is the best.
It is unlikely that you will be able to transform your selling just by reading the book. There are key advances and elaborations that you only get on the training course. However, the book is a great primer and sets the tone for the course. It also outlines the selling philosphy.
HPS is largely misunderstood by its critics and feared by its competitors. Our PhD reviewer has no understanding at all that HPS comes from an utterly different sales paradigm. He is trying to fit its message within his own limited understanding. Jacques Werth discovered, by painstaking research, over more than 20 years, that the top 1% of sales people do not for the most part, sell like the rest. HPS is based upon how the top performers do what they do, not based on a series of outdated myths or a re-hash of old selling fantasies and legends.
Basically Werth found that trying to persuade "interested" people to buy is an inefficient way of selling in the current age. HPS sells without using persuasion. The arm chair theorists cannot accept this. Many of our highly successful students know otherwise.
Unlike some "expert" reviewers, Jacques Werth put his money where his mouth is by using HPS to turn around failing companies, which he did in many industries, many times.
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1.0 out of 5 stars How to sell less in record time March 22 2004
This book is emblematic of the species of book that will never make my suggested reading list. It's utterly self-serving. High Probability Selling is poorly written, using an affective and very boring narrative story format that seems unaware that sales people have minds and can think and have to deal with complex problems in real world settings. The authors are not shy about broadcasting their opinions but offer no objective backup. It is anecdotal only and totally devoid of any verifiable evidence. If you are content to settle for someone's interpretation of their sales experiences with no further proof, you will probably like this book. Modern sales people demand more. But my biggest difficulty with High Probability Selling is that it is quite simply wrong. The theme should be called "selective prospecting". As such, it's is a badly disguised rollback to the old way of managing sales problems that research psychologists like Dudley ang Goodson catalogued years ago as "characterological approaches". That's all the claims, like Werth's, that sales problems are always the result of flawed sales people burdened by bad training, bad techniques and weak commitment. These of course, are easily fixed by buying Werth's books, CDs and workshops.
High Probability Selling seems unaware and unbothered by any serious research or advancements in the sales area. His advice to only call on selective prospects is costly and unprofessional. Whether you sell medical equipment, financial services or cosmetics, professional sales people should be willing and able to contact all prospects residing in their markets. Werth is clearly not Rackman, or Miller & Heiman. Excellent books by Neil Rackman and Miller & Heiman and Dudley & Goodson are unarguably worth your time and money.
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5.0 out of 5 stars This Should Be in Every Salesperson's Library Oct. 10 2002
This is of one of Top Ten Books on Selling of all time.
Few other books before High Probability Selling addressed the realities of the sales cycle today.
Prospecting is the most important part of the sales cycle; why waste time with the over 90% of initial contacts who aren't ready (in terms of want and budget)?
With High Probability Selling, you are continually getting prospect buy-in and commitment --- a much more focused and healthy way to sell.
This book ranks with David Sandler's "You Can't Teach a Kid to Ride a Bike at a Seminar", and with Bill Good's "Prospecting Your Way to Sales Success" as primers for anyone aspiring to a sales career, as well as training material for all levels of sales people.
Those who place this book below "SPIN Selling" or "Solution Selling" are missing the realities of today's marketplace. Like it or not, those darn prospects don't follow YOUR script or track. While these two books were supposedly the result of field testing, the principles of High Probability Selling are the result of similar behaviors of only the most successful salespeople, in a variety of fields.
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This is great for situations where the customer knows what their needs and wants are and can act on them. It also is great for establishing clear rules of engagement with customers. It is direct and to-the-point. The material is POORLY delivered yet can be understood with multiple reads and with some in-depth thought. No doubt that this stuff will get you off your knees and prevent you from begging, BUT it is not SPIN or Solution Selling, this stuff will not work if you customer does not know or realize his needs. Is there value in creating needs? This is not "creating demand," it is setting up clear roads to enganement beyond building up the pain to act on their needs, and doing it in a respectful way. This is great for closing on demand, NOT for creating demand, which is what solution selling is all about. This book has changed the way I sell for the better, I now choose either to "create a need," "walk away," or "close on their needs." One must think before they act on this material.
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Most recent customer reviews
4.0 out of 5 stars Don't bother unless you're ready to take the course too.
Do not bother with this book unless you plan to drop around $500 on a workshop where you'll actually learn how to do what is described -- this is actually stated inside the book... Read more
Published on Feb. 19 2004 by Gill E. Wagner
5.0 out of 5 stars Interesting Approach
Since applying the techniques of High Probability Selling, I have found that I actually enjoy prospecting, and I don't get the usual sales resistence that comes from using the... Read more
Published on March 11 2003 by Daniel Ho
2.0 out of 5 stars Not that simple
The book moves along covering a fictional story in which every thing just falls in place. Sales just isn't that way. I was very disappointed in the book. Read more
Published on July 30 2002 by OhioSeminole
5.0 out of 5 stars Don't be a sleazy salesman!!
Don't you hate the feeling of being a sleazy salesman when you are trying to sell? Well you don't have to ever have that feeling again after reading this book. Read more
Published on April 23 2002 by Jason B.
4.0 out of 5 stars Great concepts
This book is an absolute must for salespeople. The concepts presented turn the traditional 'sales cycle' on its head and creates an environment free of pressure and manipulation... Read more
Published on May 13 2001 by Ric G
5.0 out of 5 stars THE ONLY WAY TO SELL...The HPS Way
The first sales book I ever read was written by a very well known sales trainer. It left me uneasy. Read more
Published on Aug. 12 2000 by standtall
5.0 out of 5 stars If you think you don't need this book...
you're wrong. I have been in sales 22 years, and I guarantee you this is such a radical, effective method that it will transform how much you close and how you close, and it will... Read more
Published on June 11 2000 by Wendy Keller
5.0 out of 5 stars Another Perspective on "The Numbers Game"
For most salespeople, why is selling such a painful experience? Probably because the way most people attempt to sell is just as painful for everyone else involved (notably... Read more
Published on Jan. 6 2000 by Robert Morris
4.0 out of 5 stars High Probability Selling
I've been "selling" for about 6 years. I was even trained in "how to train people to sell. Read more
Published on Dec 26 1999
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