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High Trust Selling: Make More Money in Less Time with Less Stress Paperback – April 15, 2007
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Top Customer Reviews
"A trustworthy person will do everything in his power to follow through on what he has promised - and that's very important. But if a trustworthy person is not ALSO an efficient salesperson running an efficient sales business, trust will only go so far. It may land a sale or two, but it rarely will last beyond that. High trust is necessary to climb to the top, whether you're selling cars or copiers; hats or home loans; footwear or financial services. And high trust happens by design, not by accident. It's earned and preserved, but never finagled.Read more ›
Section 1 is about laying the foundation. This section mostly gets you to focus on preparing yourself first. This includes figuring out why you want to be a salesperson, realizing that failure is ok, and thinking about your career like an entrepreneur.
Section 2 focuses more on the actually implementation of "high trust selling". Duncan states that focusing more on a select few customers will yield better results in less time as opposed to spreading yourself thinly across many clients. Duncan also introduces an interesting technique to determine client needs and values which can then be used to add value.
I found this book to be very easy to read. I did find that some parts were lacking description and could have some more examples, but this book is definitely worth the read for salespeople out there. 4 out of 5 stars.
It is important to note that this book is not suited for the hard sales types, or for those who are not committed to a sales career. This book is for the sales professional who uses a client for life philosophy, and who appreciates the life time value of a customer. I know several people who have become millionaires by following this author's ideology.
You have to love an author who has their actions aligned with their intentions. I just don't understand how any one could give this book a bad review. It is highly applicable at all levels and addresses fundamentals very clearly.
I don't quite understand the two disappointed comments about the title not fitting the content. I think it's pretty straightforward. High Trust Selling is defined by Duncan as the combination of (1)becoming a trustworthy salesperson and (2)running a trustworthy sales business. The book is divided into two sections: the first seven chapters are about becoming a trustworthy salesperson and the final seven chapters are about building and running a trustworthy sales business. Makes perfect sense to me.
Most Recent Customer Reviews
One of my all-time favorite books! This is applicable to literally anyone, not just people in sales.Published 2 months ago by Nicole_ORU
CU High Trust Selling: Make More Money-In Less Time-With Less Stress
All things considered, this is a very valuable book - even if you're already successful in a sales... Read more
Great material and structure. This is a blue print sales process. I seldom give book recommendations prior to finishing the book, but this book is the exception. Read morePublished 18 months ago by Pete Tamoney
Just was I expected. If I was going to order this product again, I would use this user for sure.Published on December 15, 2013 by James Yann