Rating: 
Summary: Great concepts
Review: 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 for both the salesperson and the prospect.The only thing that held me back from giving 5 stars (or more if I could) was the way the book was written - I think the 'dialogue'/role play approach could be refined to present the ideas more clearly.
Rating:
Summary: Great concepts
Review: 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 for both the salesperson and the prospect. The only thing that held me back from giving 5 stars (or more if I could) was the way the book was written - I think the 'dialogue'/role play approach could be refined to present the ideas more clearly.
Rating: 
Summary: How to sell less in record time
Review: This book is emblematic of the species of book that will never make my suggested reading list. It's utterly self-serving. High Probability Selling is poorly written, using an affective and very boring narrative story format that seems unaware that sales people have minds and can think and have to deal with complex problems in real world settings. The authors are not shy about broadcasting their opinions but offer no objective backup. It is anecdotal only and totally devoid of any verifiable evidence. If you are content to settle for someone's interpretation of their sales experiences with no further proof, you will probably like this book. Modern sales people demand more. But my biggest difficulty with High Probability Selling is that it is quite simply wrong. The theme should be called "selective prospecting". As such, it's is a badly disguised rollback to the old way of managing sales problems that research psychologists like Dudley ang Goodson catalogued years ago as "characterological approaches". That's all the claims, like Werth's, that sales problems are always the result of flawed sales people burdened by bad training, bad techniques and weak commitment. These of course, are easily fixed by buying Werth's books, CDs and workshops. 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. They will boost your earnings. High Probability Selling won't. Just one example of the advice offered by Werth illustrates why. Prospecting should be selective, Werth says. Only call on people who won't reject you and then you won't fear rejection. I don't know a single salesperson who has reached high production figures who made it following that kind of misinformation. As Dudley and Goodson write, you don't get over prospecting reluctance by selectively excluding who to call on. That's self-destructive, like blaming the freeway where your car overheated and then refusing to drive there anymore! Yet that's an example of the mental slop served up in High Probability Selling. Sales people deserve better. Much better.
Rating:
Summary: Great Stuff but..."think before you act on this material."
Review: 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.
Rating:
Summary: Great Stuff but..."think before you act on this material."
Review: 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.
Rating: 
Summary: This Should Be in Every Salesperson's Library
Review: 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.
Rating:
Summary: The way selling should be done!
Review: Without a doubt, the best book on the subject of selling I have read. Stop wasting your time and your prospects' time, read this book.
Rating:
Summary: If you think you don't need this book...
Review: 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 free you from the whipped dog part of being in sales. This book is simply about dignity - yours and the prospect's. These men know what they are talking about, the book is brilliant and revolutionary, and it's one you DEFINITELY do not want your competition's sales force to get their grubby hands on. Buy it, love it, use it. Good work, gentlemen!
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