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High Trust Selling: Make More Money in Less Time with Less Stress Paperback – April 15, 2007

4.4 out of 5 stars 55 customer reviews

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Editorial Reviews

About the Author

Todd Duncan, CEO and founder of The Duncan Group is one of America's leading experts in the areas of Sales and Life Mastery. His tapes, seminars, and books, including High Trust Selling and Time Traps have helped millions worldwide tap into their potential. --This text refers to an out of print or unavailable edition of this title.
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Product Details

  • Paperback: 272 pages
  • Publisher: Thomas Nelson (April 15, 2007)
  • Language: English
  • ISBN-10: 0785288597
  • ISBN-13: 978-0785288596
  • Product Dimensions: 5.5 x 0.8 x 8.4 inches
  • Shipping Weight: 7.2 ounces (View shipping rates and policies)
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (55 customer reviews)
  • Amazon Best Sellers Rank: #202,919 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

By A Customer on November 24, 2003
Format: Hardcover
I'm one of those who likes to read reviews before buying a book. In this case, I concur with all the reviews except for the two who seem to have skipped Duncan's Introduction in the book. After reading the other reviewers' comments, I was a little skeptical to buy "High Trust Selling" at first because of the two reviewers who say Duncan doesn't ever define "high trust." But when I picked up the book and read the Intro, "high trust" was clearly defined there, and then expanded upon in great detail throughout the remainder of the book. In the Intro Duncan writes, "...sales are made when trust exists. But in the sales profession there's more to steady success than being a trustworthy person - although that's certainly where it starts. Long-term sales success happens when HIGH trust exists - when you are a trustworthy salesperson running a trustworthy sales business. When it's clear to your clients that you are a person of integrity who will not only do what you say but who also has the means to deliver. It is one thing to be a trustworthy person with a sales job; it's another to be a trustworthy salesperson with a reliable business.
"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.
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Comment 25 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
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Format: Hardcover
"High Trust Selling" by Todd Duncan is an excellent book about performing exactly that. Essentially, Duncan states that in order to be a high performing salesperson, you need to be able to develop trust with clients because that is the only way you will ever sell anything.

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.
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Format: Hardcover
Todd Duncan is fantastic at delivering sucessful sales strategies while maintaining honesty, integrity, and long-range thinking. Low producing and mediocre sales people are typically short-term in their thinking and sales strategy. Six and seven-figure sales people tend to look at themselves as business people who are in the business of selling. Todd's methods are about building and sustaining long-term prosperity. I have personally given this book to all of my sales people and consistently received positive feedback.
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.
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Format: Hardcover
I'm a fan of this book because it is one of the few that takes a well-rounded approach to selling and doesn't ignore the characteristics and values that are necessary in the individual who wants to be successful in sales. It's not just a book about how to close or how to influence or how to make your product appealing--while techniques are thoroughly discussed, the main premise of this book is that everything in sales is easier when you build "high" trust.

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.
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Format: Hardcover
I found the first nine chapters to contain a few pieces of beneficial information that really had nothing to do with the title of the book. I kept reading and wondering when I was going to find out about selling with high trust. Although the words are mentioned throughout the first nine chapters, it's almost as if the author added the words after coming up with the book title to make the chapters seem like they should be included. I found the last five chapters to be somewhat worthy of the book title and found I highlighted much more in these chapters. My expectations, though, were not exceeded given the book title and my hope for extensive high trust selling content. It is also rather obvious that the author's background is in the mortgage industry. This makes it a little less relevant for people selling in complex situations. I did empty one highlighter, though, which results in an overall rating of 3. I would give the first nine chapters a 2 and the final five chapters a 4.
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