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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."
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 morePublished on Feb. 19 2004 by Gill E. Wagner
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 morePublished on March 11 2003 by Daniel Ho
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 morePublished on July 30 2002 by OhioSeminole
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 morePublished on April 23 2002 by Jason B.
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 morePublished on May 13 2001 by Ric G
The first sales book I ever read was written by a very well known sales trainer. It left me uneasy. Read morePublished on Aug. 12 2000 by standtall
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 morePublished on June 11 2000 by Wendy Keller
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 morePublished on Jan. 6 2000 by Robert Morris