High Trust Selling : Make More Money-In Less Time-With Less Stress (Hardcover)

by Todd Duncan (Author)

Editorial Reviews

Product Description
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.

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 6.3 x 1 inches
• Shipping Weight: 1 pounds (View shipping rates and policies)
• Average Customer Review: 4.4 out of 5 stars See all reviews (38 customer reviews)
• Amazon.com Sales Rank: #202,578 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

20 of 20 people found the following review helpful:

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

By A Customer

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.

13 of 13 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)

"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:

3.0 out of 5 stars High Trust Selling, July 29, 2003

By	Mother of Boys "Mother of Boys" (Mountain Home, AR) - See all my reviews

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.