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High Probability Selling, by Jacques Werth, Nicholas Ruben
Free Ebook High Probability Selling, by Jacques Werth, Nicholas Ruben
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Most people use some degree of persuasion when they are selling. However, persuasion creates resistance. This is why the majority of the top 2% of sales producers do not use any form of persuasion while interacting with prospects and customers.
Some top producers learn how to sell by figuring it out on their own, through intuition, creativity, and experimentation. Others learn by watching what other top salespeople do. Very few learn by listening to someone explain how they sell.
Jacques Werth first learned how to sell by studying all of the sales methods being taught by the experts. When that didn’t work, he began carefully observing what the best producers actually did. He also began experimenting with what he was learning. He discovered that the top salespeople use a sales process that is entirely different from all the rest, and is based upon very different principles.
High Probability Selling tells the story of someone who encounters these ideas for the first time, and learns how to sell without persuasion. The story reveals by direct example what High Probability Selling is, but it is not a training manual on how to do it.
This book is both subtle and radical, and may challenge your beliefs about what really works in selling. People usually read it several times and gain new understanding each time.
- Sales Rank: #271554 in eBooks
- Published on: 2011-05-24
- Released on: 2011-05-24
- Format: Kindle eBook
Most helpful customer reviews
2 of 2 people found the following review helpful.
This Should Be in EVERY Salesperson's Tool Kit
By Anthony L. Mascia
This is of one of Top Ten Books on Selling of all time.
Why?
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.
2 of 2 people found the following review helpful.
Best sales read ever
By Open1
Calling this book a sales book is almost demeaning to the book. This book is a book on how to better relate to buyers, through mutual respect and focus on the end goal. It removes the discomfort of meetings completely. And the systematic, direct approach is actually the simplest way to be sure the meeting is working for both parties.
1 of 1 people found the following review helpful.
interesting concepts
By MP
Being a newer sales person I believe it was now time to transfer from "customer relations" to learning how to drive sales. I actually had lunch today with a former top performer salesman of my company who has since moved up the selling ladder with another company with the goal of "picking his brain". I was amazed to hear him coach me in his own words techniques that were included in this book....which he has never read. Interesting
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