High Probability Selling: Re-Invents the Selling Process

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"This is the most dramatic development in selling that I've seen in my thirty years in the business". -- Phil D'Achille, Vice-President Sales and Education, Prudential Insurance and Financial Services"This may be the most astonishing - and generally convincing - book on sales I have read". -- Duncan Maxwell Anderson, Success MagazineHigh Probability Selling takes sales people off their knees and puts them back on their feet, with dignity, where they belong. It focuses on the specific skills needed to take a revolutionary new approach to selling. The bade tenets are best understood when viewed in comparison to traditional selling methods: -- Instead of getting the prospect to buy, the objective is to determine whether there is a mutually acceptable basis for doing business-- Instead of saying anything to get your foot in the door, the first step is to honestly, dearly and concisely convey your offer and give prospects a choice, without convincing them of anything.-- Make callsto identify "high probability prospects" so that no one's time or energy is wasted-- The first step at a sales meeting is to determine whether or not you trust and respect the prospect, and getting to know what makes him tick.According to Ruben, "All meaningful relationships, professional or personal, are based on mutual trust and respect. If you're not able to establish that kind of relationship, you disqualify the prospect. "High Probability Selling is without pain. A quick read written predominately in a dialogue format, HPS presents a powerful and effective alternative to traditional selling. To those who recognize their struggle in sales, this is a breath of fresh air.-- Aneasy-to-read how-to book that teaches you how to sell without pain and to stop wasting time with low probability prospects.