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High Trust Selling: Make More Money in Less Time with Less Stress [Paperback]

Todd Duncan
4.4 out of 5 stars  See all reviews (24 customer reviews)
List Price: CDN$ 18.25
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Book Description

April 17 2007

Do you feel like your career exists somewhere between your last sale and your next one? Are you always searching for the way to bridge the gap and create long-term success? Does it seem that somehow your life is only about your ability to perform on the job?

For too long you have bought into the idea that the business you do and the life you lead are completely separate. What Todd Duncan has learned in his twenty-two years of sales is the polar opposite: When you discover how to connect who you are and what you are about in your selling career, the results will be phenomenal and long-lasting.

No matter what industry you work in or what type of sales position you hold, adopting the practical principles in High Trust Selling will open the door to a new way of thinking and a life beyond your wildest expectations.

“Long-term sales success happens when high trust exists—when you are a trustworthy salesperson running a trustworthy sales business, and when it’s clear to your clients that you are a person of integrity who will not only do what you say but who also has the means to deliver.” —Todd Duncan

 


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Product Details


Product Description

About the Author

Todd Duncan, CEO and founder of The Duncan Group is one of America's leading experts in the areas of Sales and Life Mastery. His tapes, seminars, and books, including High Trust Selling and Time Traps have helped millions worldwide tap into their potential.

Customer Reviews

Most helpful customer reviews
1 of 1 people found the following review helpful
5.0 out of 5 stars Long Term Profitability Bible Jan. 28 2004
Format:Hardcover
Todd Duncan is fantastic at delivering sucessful sales strategies while maintaining honesty, integrity, and long-range thinking. Low producing and mediocre sales people are typically short-term in their thinking and sales strategy. Six and seven-figure sales people tend to look at themselves as business people who are in the business of selling. Todd's methods are about building and sustaining long-term prosperity. I have personally given this book to all of my sales people and consistently received positive feedback.
It is important to note that this book is not suited for the hard sales types, or for those who are not committed to a sales career. This book is for the sales professional who uses a client for life philosophy, and who appreciates the life time value of a customer. I know several people who have become millionaires by following this author's ideology.
You have to love an author who has their actions aligned with their intentions. I just don't understand how any one could give this book a bad review. It is highly applicable at all levels and addresses fundamentals very clearly.
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5.0 out of 5 stars Read the Intro Nov. 24 2003
By A Customer
Format:Hardcover
I'm one of those who likes to read reviews before buying a book. In this case, I concur with all the reviews except for the two who seem to have skipped Duncan's Introduction in the book. After reading the other reviewers' comments, I was a little skeptical to buy "High Trust Selling" at first because of the two reviewers who say Duncan doesn't ever define "high trust." But when I picked up the book and read the Intro, "high trust" was clearly defined there, and then expanded upon in great detail throughout the remainder of the book. In the Intro Duncan writes, "...sales are made when trust exists. But in the sales profession there's more to steady success than being a trustworthy person - although that's certainly where it starts. Long-term sales success happens when HIGH trust exists - when you are a trustworthy salesperson running a trustworthy sales business. When it's clear to your clients that you are a person of integrity who will not only do what you say but who also has the means to deliver. It is one thing to be a trustworthy person with a sales job; it's another to be a trustworthy salesperson with a reliable business.
"A trustworthy person will do everything in his power to follow through on what he has promised - and that's very important. But if a trustworthy person is not ALSO an efficient salesperson running an efficient sales business, trust will only go so far. It may land a sale or two, but it rarely will last beyond that. High trust is necessary to climb to the top, whether you're selling cars or copiers; hats or home loans; footwear or financial services. And high trust happens by design, not by accident. It's earned and preserved, but never finagled.
Read more ›
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5.0 out of 5 stars It's All About Trust! Jan. 17 2003
By A Customer
Format:Hardcover
Ken Blanchard says, "I believe 'High Trust Selling' will become one of the enduring classics of business and personal growth literature."
Sales happen when trust exists; but in the sales profession, there's more to steady success than being a trustworthy person--although that's certainly where it starts. Long-term sales success happens when high trust exists--when you are a trustworthy salesperson running a trustworthy sales business.
Duncan teaches that despite what you've read or been taught to this point in your sales career, it takes more than fortitude and flattery to become great in the sales profession. That's because establishing high trust with prospects and producing high sales with clients is about your ability to develop and maintain loyal relationships, not your propensity for persuasion. Another thing to note is that high trust selling is not about you; it's about them--the clients and prospects whom you serve. The fact is that you'll never be genuinely successful in the sales profession if you're self-centered. You can go to the bank on that.
Here's something else you can bank on: If you are a trustworthy salesperson running a respectable, reliable sales business, you will succeed in the sales profession...in less time than you think and with much less stress than you're accustomed to. More than that, with high trust on your side you will climb to the top of your industry and remain there.
In fact, I believe the sooner you apply the practices and principles within the pages of this book, the sooner you will see results!
Was this review helpful to you?
5.0 out of 5 stars It's All About Trust! Jan. 17 2003
By A Customer
Format:Hardcover
Ken Blanchard says, "I believe 'High Trust Selling' will become one of the enduring classics of business and personal growth literature."
Sales happen when trust exists; but in the sales profession, there's more to steady success than being a trustworthy person--although that's certainly where it starts. Long-term sales success happens when high trust exists--when you are a trustworthy salesperson running a trustworthy sales business.
Duncan teaches that despite what you've read or been taught to this point in your sales career, it takes more than fortitude and flattery to become great in the sales profession. That's because establishing high trust with prospects and producing high sales with clients is about your ability to develop and maintain loyal relationships, not your propensity for persuasion. Another thing to note is that high trust selling is not about you; it's about them--the clients and prospects whom you serve. The fact is that you'll never be genuinely successful in the sales profession if you're self-centered. You can go to the bank on that.
Here's something else you can bank on: If you are a trustworthy salesperson running a respectable, reliable sales business, you will succeed in the sales profession...in less time than you think and with much less stress than you're accustomed to. More than that, with high trust on your side you will climb to the top of your industry and remain there.
In fact, I believe the sooner you apply the practices and principles within the pages of this book, the sooner you will see results!
Was this review helpful to you?
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Most recent customer reviews
5.0 out of 5 stars Many great points I consider very valuable
Excellent read. The book highlights what our attitude should be as salespeople and what it means to gain customers trust.
Published 4 months ago by Steve Smith
1.0 out of 5 stars Don't read books that are self serving - no trust here!
Ok - a few nuggets - very few. What annoys me most are books that are written to promote the authors business. Read more
Published on Jan. 24 2004 by James Ward
5.0 out of 5 stars Worthwhile investment
Unfortunately most sales books are garbage. I have wasted alot of money on these books over the years. This book is the exception to this theory. It is worth every penny. Read more
Published on Nov. 3 2003 by Dale
3.0 out of 5 stars High Trust Selling
I found the first nine chapters to contain a few pieces of beneficial information that really had nothing to do with the title of the book. Read more
Published on July 29 2003 by Mother of Boys
5.0 out of 5 stars Has appeared on numerous top ten lists
Let the bestseller lists speak for themselves. With "High Trust Selling" Mr. Duncan has written a book that seems to be meeting salespeople right where they need to be... Read more
Published on May 18 2003
2.0 out of 5 stars Trust & Value: key to modern selling
I agree with Mr. Duncan that trust and value are important elements in today's skeptical business climate. Read more
Published on March 6 2003 by Ed Pritchard
5.0 out of 5 stars Life Mastery
Todd has not only managed to capture what it takes to be successfull in business but also in life. He shows the way to balance personal with professional and get more out of both. Read more
Published on Feb. 27 2003 by Michael G Turnipseed
5.0 out of 5 stars High Trust Selling: A Must for Every Sales Pro
"High Trust Selling" is just what the doctor ordered for my sales team. With his 14 easy-to-remember laws, Mr. Read more
Published on Feb. 26 2003 by David Eberhart, VP Marketing and Sales, American Incline
5.0 out of 5 stars High Trust Selling: A Must for Every Sales Pro
"High Trust Selling" is just what the doctor ordered for my sales team. With his 14 easy-to-remember laws, Mr. Read more
Published on Feb. 26 2003 by David Eberhart, VP Marketing and Sales, American Incline
5.0 out of 5 stars Best Sales Book I have ever read!
This book is on its way to being a selling classic. Todd captures the strategies and systems of the nations most successful sales people. Read more
Published on Feb. 23 2003 by Steven J. Marshall
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