High Probability Selling Paperback – Jan 1 1996
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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."
Top Customer Reviews
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 HPS is based upon how the top performers do what they do, not based on a series of outdated myths or a re-hash of old selling fantasies and legends.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.Read more ›
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.Read more ›
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.
Most recent customer reviews
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
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