Rating: 
Summary: HPS From an HPS Trainer and User
Review: A Review From Someone Who Has Used and Trained HPS
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 HPS is based upon how the top performers do what they do, not based on a series of outdated myths or a re-hash of old selling fantasies and legends.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. Now, if you are going to make your living by turning failure into success you better make make sure your methods work. HPS does and that is why JW became a rich man. His best students are doing pretty well also. HPS is a purely pragmatic series of methods and practices based on an utterly different concept of sales from the conventional one. HPS methods work and we have many statistics to prove they work, in the real world, but I will admit they are not in the book. Wagner is a competitor of HPS and has copied many elements of it. However, he has a fundamental misunderstanding of HPS prospecting (and other aspects of HPS too) because basically he has never done it for any extended period of time. Wagner is a tinkerer and has difficulty following a system. HPS is learned by doing, not by theorizing. He thinks our methods are "robotic" because of his lack of experience in using them for himself. He also confuses selling and marketing a common failing in the world of sales theorists. If you are a salesperson or manager and you listen to these wrong headed and fundamentally ignorant reviewers you may dismiss a method that if properly adopted, will increase your sales, closing ratios, profitability and as a bonus make you feel like an ethical and honorable individual in your role as a salesperson. HPS has a website and forum where you can ask questions: www.highprobsell.com Hope to see you there. Neil Myers Unabashed HPS Trainer
Rating: 
Summary: Don't bother unless you're ready to take the course too.
Review: 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 both at the beginning and the end. And if you are thinking about taking the course, you should know that High Probability Selling is almost exculsively a hunter process. It's designed specifically for people who are willing to do high-volume cold-calling (four hours of dialing a day) to find and secure business. So if you aren't behaviorally suited to brainless, repetitive tasks, I'd think long and hard before jumping on board with these concepts. As for the techniques, for the most part they are sound in both theory and real-world application. But it's much harder to make work than the book would lead you to believe, so talk to other graduates before taking the leap.
Rating:
Summary: Don't be a sleazy salesman!!
Review: 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. This my #1 recomended book for selling! I loved it and re-read passages of it every day. This book shows you that you never have to 'persuade or convince' anyone to be successful in selling. The format is a little off-beat, but good. And the content... is just wonderful. Forget everything that you know about selling. Learn to sell with this book, and you'll be a better person, and will never have the sleazy feeling when selling again!!
Rating:
Summary: Don't be a sleazy salesman!!
Review: 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. This my #1 recomended book for selling! I loved it and re-read passages of it every day. This book shows you that you never have to 'persuade or convince' anyone to be successful in selling. The format is a little off-beat, but good. And the content... is just wonderful. Forget everything that you know about selling. Learn to sell with this book, and you'll be a better person, and will never have the sleazy feeling when selling again!!
Rating:
Summary: A NEW WAY OF SELLING THAT MAKES LOTS SENSE...
Review: Easy to follow guide to help you sell more. Why waste your time and energy chasing the wrong clients...why not sell (let clients chase you) to people who really want what you have to sell? Good info. If you buy any book on sales, buy this one. It will teach the correct habits needed to sell in the 90's.
Rating:
Summary: Another Perspective on "The Numbers Game"
Review: 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.
Rating: 
Summary: Straightforward and Efficient
Review: 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
Rating:
Summary: Completely relearn how to REALLY sell!
Review: 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
Rating:
Summary: Intelligent - Succint - Well delivered - Engaging - Amazing
Review: I read a few chapters on line and WOW! This book captures the science of making "supply and demand" happens - no frills, no nonsense, just the clear steps of maximizing the "supply and demand" throughput. If you're a sales person, it should be a handbook. If you are not, it could change the way you communicate with the people close to you. Selling is an art of communication. The science of selling, dressed up as an obvious and simple protocol in this book, can elevate selling to a high art of precision and expediency.
Rating:
Summary: Intelligent - Succint - Well delivered - Engaging - Amazing
Review: I read a few chapters on line and WOW! This book captures the science of making "supply and demand" happens - no frills, no nonsense, just the clear steps of maximizing the "supply and demand" throughput. If you're a sales person, it should be a handbook. If you are not, it could change the way you communicate with the people close to you. Selling is an art of communication. The science of selling, dressed up as an obvious and simple protocol in this book, can elevate selling to a high art of precision and expediency.
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