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High Probability Selling

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High Probability Selling

(37 customer reviews)

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KB-9780963155030

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Product Details

Author:	Jacques Werth
Paperback:	178 pages
Publisher:	Bookworld Services
Publication Date:	1996-01
Language:	English
ISBN:	0963155032
Product Width:	1.37 centimeters
Product Height:	2.06 centimeters
Product Weight:	0.01 pounds
Package Length:	6.9 inches
Package Width:	4.2 inches
Package Height:	0.5 inches
Package Weight:	0.35 pounds
Average Customer Rating:	based on 37 reviews

Customer Reviews

Average Customer Review: 4.0

( 37 customer reviews )
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Most Helpful Customer Reviews

28 of 30 found the following review helpful:

Completely relearn how to REALLY sell! Aug 17, 1997
High Probability Selling is, without a doubt, the best of the dozens of sales books I have read throughout the years. From the very beginning of the book, I found myself unable to put it down. It takes everything you have ever learned about the sales process and stands it on its head. The idea is to work only with those few people, businesses, prospects that are motivated to buy from you NOW. How? By following a carefully thought out and practiced method of disqualification. That's right. You try to disqualify every person you talk to. Those that are not disqualified, you have a high probability of doing business with. It sounds simple, but it isn't. Is it effective? I can tell you that it is. My sales increased immediately. And it's fun. It shows you how to get off your knees in the selling relationship and, respectfully, come from a position of strength. No more "hat in the hand" prospecting. I highly recommend it. But be prepared. It is a book that will rock you back on your heals a bit. You have to read it and then study it. Then try it. You'll like it

23 of 26 found the following review helpful:

Another Perspective on "The Numbers Game" Jan 06, 2000 By Robert Morris
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 prospects) as it is for them. Think about it. Do you resent what is called the "hard sell"? Are you less inclined to buy if you feel pressured? Have there been situations in your own experience when the pressure of a "hard sell" convinced you NOT to buy what you had intended to? These and other issues are addressed in High Probability Selling, co-authored by Jacques Werth & Nicholas E. Ruben. In effect, they challenge most (if not all) of the traditional assumptions about the cultivation/solicitation process. They create a fictitious salesman and then, using him as their focal point, demonstrate the principles of high probability selling. The co-authors do agree with traditional thinking on at least one point: Sales is a numbers game. The question to consider is this: At which point in the cultivation/solicitation process should the probability of a sale be measured? Stated another way, at which point in this process should most time and effort be allocated? Conventional thinking offers quite different answers than do Werth & Ruben. Read High Probability Selling and then determine for yourself which answers make more sense.

15 of 16 found the following review helpful:

High Probability Selling Dec 27, 1999
I've been "selling" for about 6 years. I was even trained in "how to train people to sell." I have, since reading this book, changed my philosophy about selling. This book made me realize that my time is just as important as my client's time, and in some cases, more important than my prospect's time. It made me re-evaluate my product and boosted my confidence in it ten fold. I have increased my closing ratio from 1/10 to 2/3, and I've got a lot more free time. Read this book and you will see how. Some of the situations probably should not be practiced verbatum. Use your best judgment. Overall it is a welcome eye-opener!

20 of 23 found the following review helpful:

Great Stuff but..."think before you act on this material." Jun 11, 2001 By E. Stafford
This is great for situations where the customer knows what their needs and wants are and can act on them. It also is great for establishing clear rules of engagement with customers. It is direct and to-the-point. The material is POORLY delivered yet can be understood with multiple reads and with some in-depth thought. No doubt that this stuff will get you off your knees and prevent you from begging, BUT it is not SPIN or Solution Selling, this stuff will not work if you customer does not know or realize his needs. Is there value in creating needs? This is not "creating demand," it is setting up clear roads to enganement beyond building up the pain to act on their needs, and doing it in a respectful way. This is great for closing on demand, NOT for creating demand, which is what solution selling is all about. This book has changed the way I sell for the better, I now choose either to "create a need," "walk away," or "close on their needs." One must think before they act on this material.

12 of 13 found the following review helpful:

Straightforward and Efficient Feb 08, 2005 By Robert Reed "RR@TrustBuild"
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."

The basic philosophy of the authors is that you should only spend time, money, and effort on prospects where there is a high probability for a sale. They contend that most sellers waste a lot of time on too many of the wrong prospects, which leaves less time to spend on good selling opportunities. Instead of looking at every prospect as a potential sale, therefore, you should initially look for opportunities to "disqualify" prospects early and often. The result, they claim, will be less resistance by prospects, less rejection for you and more time spent on high quality prospects, thus resulting in more sales.

In the final analysis, High Probability Selling, offers a straightforward, efficient way to sell that is neither dishonest or manipulative. For those sellers who frequently prospect or "cold call" over the phone, the prospecting section offers a more unique approach to traditional selling that may result in less call reluctance/rejection and perhaps less resistance on the part of the prospect. This selling methodology, however, seems to be better suited for those sellers who have a large number of prospects and less complex sales. Sellers who sell in major account situations with only a few prospects, high-ticket items, long sales cycles or multiple buyers, would most likely find this selling process quite difficult to apply.

Robert Reed

President

TrustBuild

See all 37 customer reviews on Amazon.com