High Trust Selling : Make More Money-In Less Time-With Less Stress [Hardcover]

Todd Duncan (Author)

Book Description

Publication Date: January 7, 2003

Hardcover: 240 pages Publisher: Nelson Books (January 7, 2003) ISBN: 0785263934 Product Dimensions: 9.3 x 6.3 x 1.1 inches This book gives a fresh understanding of the ?laws? that govern the sales profession. The first section includes the laws that deal with the attitudes, aptitudes, and abilities that are required for any salesperson to be successful. The second section deals with the laws concerning the communication, courtship, camaraderie and commitments between a successful salesperson and his or her clients. Each law provides a description of a practical application.If you?ve ever held a sales position you know that being successful takes more than a smile, a Rolodex and a ?can do? attitude. This book provides the ?more? you will need to come out on top and stay there.

Editorial Reviews

About the Author

Todd Duncan, CEO and founder of The Duncan Group in Atlanta, Georgia, is one of the leading experts in the area of sales and life mastery. His tapes, seminars, and books have helped millions worldwide tap into their potential. He and his wife, Sheryl, and their two boys live in La Jolla, California.

--This text refers to an out of print or unavailable edition of this title.

Product Details

• Hardcover: 240 pages
• Publisher: Nelson Business (January 7, 2003)
• Language: English
• ISBN-10: 0785263934
• ISBN-13: 978-0785263937
• Product Dimensions: 9.1 x 6.2 x 1.1 inches
• Shipping Weight: 1.2 pounds
• Average Customer Review: 4.3 out of 5 stars  See all reviews (42 customer reviews)
• Amazon Best Sellers Rank: #306,553 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

23 of 23 people found the following review helpful:

5.0 out of 5 stars Read the Intro, November 24, 2003

By A Customer

This review is from: High Trust Selling : Make More Money-In Less Time-With Less Stress (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. Despite what you've read or been taught to this point in your sales career, it takes more than fortitude and flattery to become great in the sales profession. If you are a trustworthy salesperson running a respectable, reliable sales business, you will succeed in the sales profession . . . in less time than you think and with much less stress than you're accustomed to. More than that, with high trust on your side you will climb to the top of your industry and remain there."

All things considered, this is a very valuable book - even if you're already successful in a sales industry. This book will both teach you and keep you focused on the keys to staying on top as a salesperson. I highly recommend it.

15 of 15 people found the following review helpful:

4.0 out of 5 stars Excellent book on how to be a salesperson without being an attack dog, May 6, 2006

By 

Shane A. Brewer (Canada) - See all my reviews
(REAL NAME)   

This review is from: High Trust Selling : Make More Money-In Less Time-With Less Stress (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.

12 of 12 people found the following review helpful:

5.0 out of 5 stars Holistic approach to successful selling, February 11, 2005

By 

Biz Writer - See all my reviews

This review is from: High Trust Selling : Make More Money-In Less Time-With Less Stress (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.