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

by 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...)

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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: #46,706 in Books (See Bestsellers in Books)
Popular in this category: (What's this?)
#62 in Books > Business & Investing > Marketing & Sales > Sales & Selling > Techniques

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Front Cover | Table of Contents | First Pages | Back Cover | Surprise Me!

Inside This Book (learn more)

First Sentence:
On the first day of our High Probability Selling workshop we ask the participants some questions about selling. Read the first page

Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
high probability prospects, low probability prospect, display packaging, mutually acceptable basis, current packaging, traditional selling, sales resistance, most prospects

Key Phrases - Capitalized Phrases (CAPs): (learn more)
Conditions of Satisfaction, High Probability Selling, Sue Green, Assistant Sales Manager, Tom Merchant

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Front Cover | Table of Contents | First Pages | Back Cover | Surprise Me!

Citations (learn more)

1 book cites this book:

Dimensional Selling: Using the Breakthrough Q4 Approach to Close More Sales by Victor Buzzotta in Back Matter

Books on Related Topics (learn more)

Be a Sales Superstar by Brian Tracy

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Customer Reviews

37 Reviews

5 star:		(22)
4 star:		(8)
3 star:		(3)
2 star:		(2)
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4.2 out of 5 stars (37 customer reviews)

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Most Helpful Customer Reviews

18 of 20 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

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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)

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.

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12 of 13 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!

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Most Recent Customer Reviews

4.0 out of 5 stars Attain confidence in Sales
Good read. Really good information on Targeting Prospects and Closing sales. The insight on "Disqualification" is very interesting. Read more

Published 3 months ago by Mark Deo

5.0 out of 5 stars This is the best sales book - ever!
I first read High-Probability Selling over 12 years ago. This book's sales technology is the backbone to my company, Revedia. I have read it at least 50 more times since. Read more

Published 7 months ago by Jeffrey DeArmond

5.0 out of 5 stars A great book - and - A response to Mr. Wagner
I went back and forth for some time before submitting this review, but after reading some of Mr. Wagner's other reviews of various books and authors (primarily in sales and... Read more

Published 9 months ago by John M. Von Pischke

4.0 out of 5 stars Refreshing, Pragmatic, and Gutsy
Let me preface my comments by stating that, in addition to reading the book, I have participated in an HPS prospecting seminar, only. Read more

Published 13 months ago by Bradley Simpson

3.0 out of 5 stars Pretty good insight into how to make sales with a new twist.
A very good wake up call to "old school" salespeople. Essentially this book says you should deal with only "High-Probablity" prospects (ones who are ready, willing and able to... Read more

Published 20 months ago by JTH

5.0 out of 5 stars Great Sales Book!
Wonderful book with a very unique message. Very quick read, but should be reviewed a number of times. Definitly a book that needs to be bought instead of borrowed. Read more

Published 23 months ago by Anton J. Anderson

5.0 out of 5 stars Perfect for telesales
If you have to make cold calls to stay in business, this book really shows why many of the things sales people are taught to do fail to help them. Read more

Published on March 18, 2007 by Tammy Stanley

5.0 out of 5 stars Marketing 101, 202.303, and 404 all in one!
A good way to deal with the frustrations associated with selling, culling and prioritizing individuals and organizations with whom to work to achieve commercial objectives.

Published on August 30, 2006 by John Vornle

5.0 out of 5 stars A TOTALLY NEW APPROACH
Read this book!

Especially if you are on the front lines of sales!

Published on March 22, 2006 by Chai

4.0 out of 5 stars Good Ideas but...
This book is good for a new perspective in sales regardless if you are experienced or not. It gives good insight on how to prospect customers, which for many people is great... Read more

Published on March 2, 2006 by M. Scott

› See all 37 customer reviews...

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