High Probability Selling: Re-Invents the Selling Process - Softcover

Werth, Jacques; Ruben, Nicholas E.

Softcover

ISBN 10: 0963155016 ISBN 13: 9780963155016

Publisher: Abba Pub Co, 1994

About this title

From the Author

A new, highly ethical, radically different selling system.
SUCCESS Magazine said it's "Astonishing and Convincing." High Probability Selling shows you how to find and make appointments with the High Probability Prospects who want the benefits of your products and services. It shows you how to deal with them from a position of Mutual Trust and Respect. It teaches you how to quickly arrive at Mutual Agreements and Commitments. It teaches you how to stop wasting time and resources on Low Probability Prospects. It shows you how to get the aggravation and frustration out of your selling activities and to really enjoy it - all of it.

This new selling system is based on years of research into what the most highly successful salespeople actually do on sales calls - not what they think they do. Eighty-four percent of the highest producers, in 23 different industries, don't do the enticing, persuading, convincing, manipulative techniques that most salespeople are taught to do. Rather, they have individually, intuitively, developed the components of an entirely new sales paradigm. That's why they're so successful. We've put those components together into a relatively simple linear selling system which can be customized for any product or service.

This new sales paradigm is not simply an extension of, or an incremental improvement on, traditional selling methods. It's totally different, and the two don't mix. They're incompatible.

The new sales paradigm is much more user friendly than traditional sales methods. It's very different; it relies on the honesty, sincerity, and authenticity of the salesperson for its power. In doing so it increases the self-esteem and job satisfaction of the salesperson. It eliminates the pain of the traditional sales process for the salesperson, their prospects and customers. High ethical standards and financial success are now entirely compatible.

We're told the book is a quick enjoyable read. We wrote it in a style that gives the reader an understanding, and a vicarious experience, of the new selling system. However, you won't "get it" by scanning it. The book can be very disturbing or delightfully refreshing for people who have a big investment of time, effort, hope, and anguish in the flawed selling systems of the past.

Edition details

• Publisher: Abba Pub Co
• Publication date: 1994
• Language: English
• ISBN 10: 0963155016
• ISBN 13: 9780963155016
• Binding: Paperback
• Edition number: 2