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Summary: A real eye opener on selling through trust and respect.
Review: I read High Probability Selling in its entirety at one sitting. It captivates a person by presenting information in a unique form. The customer commits to an order because his conditions are satisfied not because he was enticed. By using this method of selling both parties feel good and the chance of misinterpretation and cancellation are all but eliminated. It beats burning up the asphalt and increases odds of an order. You will want to study it and train yourself to avoid the pitfalls of convention selling. High Probability selling is a book that should not sit on the shelf.
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Summary: High Probability Selling
Review: 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!
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Summary: Same old re-cycled BS- How dumb do they think we are?
Review: If I had a list of the worst, this book would rank near the top. Not at the top, mind you, but near. First, it claims to be radically new, a "re-invention" of selling. Then, you read after a few pages about paradigms (same old BS, usually got wrong by hacks like this- don't these guys ever trace the source of the pretentious words they use? The originator of the term "paradigm" wished he'd never coined the term.) After being treated to re-cycled misinformation about paradigms, we're treated to trivialized definitions of selling. The section on prospecting, if folowed to the letter, would be career-ending for most salespeople. No matter, then, that what follows is the author's baseless claims about what selling is, what it should be, how it should be done, and on and on. Evidence, you ask? Forget that. These are claims, words only. "Traditional" selling (the author's definition) is ineffective, old-fashioned and lowers self-esteem. I could go on. But, this one's not worth it. As a sales trainer and coach of many years, take my word for it. There are many, many better books. If you want a book that will elevate your professional sales skills try Spin selling or books by Brian Tracy and Tony Parinello. If you are struggling with prospecting, try the book on call reluctance by Dudley and Goodson. If you want to attend a course consider the Miller Heiman offereings. High Probability Selling was obviously written to enhance the author's seminar enrollments. It's not for us. The only thing High Probability about it, is the money you will lose if you buy it.
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Summary: Hogwash
Review: Mr. Werth's book is enlightening, however he says geographcally,it has nothing to do with getting the results you need.All the reviews I've read here are somewhat geared to our north.Here in the heart of dixie,you'll lose sales with this new approach.Thank-you's still exist here,and the "good ole boy's" will not change a thing.
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Summary: I read only the first 3 chapters and realized a benefit !
Review: The book gets down to the nuts and bolts of selling which is satisfying the need, and getting paid to do it. The book helps one to make the most of his/her time in targeting prospects, and closing sales. Endless presentations that end up nowhere, and a tireless thankless effort are things of the past thanks to this book. With the focus upon disqualifying instead of trying to "win them over", I feel less stress cold calling over the phone. Next week I am meeting with the CEO of a $300 million dollar company, his COO, and his VP of sales, all because I was better equipped to get to the point and close on a sales call agenda without begging my way in to the appointment. This book is a truly amazing find.
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Summary: Not that simple
Review: 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. SPIN is still the book and process. High Prob will get you into alot of trouable and cost you business.
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Summary: a few good concepts poorly delivered
Review: The concept of changing the sales approach to focus only on the customers that are ready to buy now is excellent. The qualification process can certainly improve a lot, and this book gives several radical ideas about how to do it.Unfortunately, the way these ideas are presented -- primarily through conversations between a new salesman and his co-workers and customers -- doesn't do justice to them. Most of the dialogues are artificial and lack credibility, and they detract from the main points. There are also many factors in a sales process that are not considered (for example, the approach that is necessary to use in complex sales situations in order to sell to various levels and roles within an organization). This book could have been better written in a similar fashion to the "One-minute Manager": it would have been shorter, crisper, and easier to understand.
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Summary: THE ONLY WAY TO SELL...The HPS Way
Review: The first sales book I ever read was written by a very well known sales trainer. It left me uneasy. When I read "High Probability Selling", I wanted to start a sales career right away. I LOVED IT! I strongly recommend this book and sales stystem to any person who values their own integrity; sanity and self-respect.
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Summary: Hope your competitors don't buy this book
Review: This book changed my entire approach to face-to-face selling. I can honestly say that I get better results with far less stress, and receive far more respect from the sales people I work with. The basic premise is that prospects that are ready to buy exhibit different behaviors than those that are not ready to buy. It works.
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Summary: It will change your life
Review: This book is all it says on the cover, get sales people off their knees and standing tall. It gave me a different attitude, and attitude is everything. People have to qualify to do business with me. I am now really in control of my business. Awesome book, this book will change your career and life.
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