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High Trust Selling Paperback – Apr 17 2007


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Product Details

  • Paperback: 272 pages
  • Publisher: Nelson Books (April 17 2007)
  • Language: English
  • ISBN-10: 0785288597
  • ISBN-13: 978-0785288596
  • Product Dimensions: 1.9 x 13.3 x 21 cm
  • Shipping Weight: 204 g
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (24 customer reviews)
  • Amazon Bestsellers Rank: #47,624 in Books (See Top 100 in Books)

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

4.4 out of 5 stars

Most helpful customer reviews

1 of 1 people found the following review helpful By C. Bateman on 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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By A Customer on Nov. 24 2003
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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By A Customer on Jan. 17 2003
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!
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By A Customer on Jan. 17 2003
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? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
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