High Probability Selling: Re-Invents the Selling Process (Paperback)

~ Jacques Werth (Author), Nicholas E. Ruben (Author) "On the first day of our High Probability Selling workshop we ask the participants some questions about selling..." (more)
Key Phrases: high probability prospects, low probability prospect, display packaging, Conditions of Satisfaction, High Probability Selling, Sue Green (more...)

Product Details

• Paperback: 178 pages
• Publisher: Bookworld Services; 3 Rev Sub edition (May 1997)
• Language: English
• ISBN-10: 0963155032
• ISBN-13: 978-0963155030
• Product Dimensions: 8.4 x 5.5 x 0.5 inches
• Shipping Weight: 9.9 ounces (View shipping rates and policies)
• Average Customer Review: 4.2 out of 5 stars  See all reviews (37 customer reviews)
• Amazon.com Sales Rank: #239,015 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

20 of 22 people found the following review helpful:

5.0 out of 5 stars Completely relearn how to REALLY sell!, August 17, 1997

By A Customer

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

20 of 23 people found the following review helpful:

5.0 out of 5 stars Another Perspective on "The Numbers Game", January 6, 2000

By	Robert Morris (Dallas, Texas) - See all my reviews (TOP 50 REVIEWER)    (REAL NAME)    (VINE VOICE)

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.

13 of 14 people found the following review helpful:

4.0 out of 5 stars High Probability Selling, December 26, 1999

By A Customer

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!