High Probability Selling: Re-Invents the Selling Process

by Nicholas E. Ruben and Jacques Werth

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• Format: Paperback
• Language: English
• ISBN: 0963155016
• ISBN13: 9780963155016
• Release Date: January 1994
• Publisher: Abba Publishing Company (PA)
• Length: 209 Pages
• Weight: 0.70 lbs.
• Dimensions: 0.6" x 5.5" x 8.5"

Customer Reviews

HPS From an HPS Trainer and User

A Review From Someone Who Has Used and Trained HPSReviewer: Neil Myers from Yonkers, NY United StatesLet me nail my colors to the mast: I am a senior trainer with HPS and I've used HPS in the real world. Unlike some other competitors, who write reviews posing as "unbiased" reviewers I will admit that I believe HPS to be the best selling system out there. That is why I train it. I am biased because I believe it is the best. It is unlikely that you will be able to transform your selling just by reading the book. There are key advances and elaborations that you only get on the training course. However, the book is a great primer and sets the tone for the course. It also outlines the selling philosphy.HPS is largely misunderstood by its critics and feared by its competitors. Our PhD reviewer has no understanding at all that HPS comes from an utterly different sales paradigm. He is trying to fit its message within his own limited understanding. Jacques Werth discovered, by painstaking research, over more than 20 years, that the top 1% of sales people do not for the most part, sell like the rest. HPS is based upon how the top performers do what they do, not based on a series of outdated myths or a re-hash of old selling fantasies and legends. Basically Werth found that trying to persuade "interested" people to buy is an inefficient way of selling in the current age. HPS sells without using persuasion. The arm chair theorists cannot accept this. Many of our highly successful students know otherwise.Unlike some "expert" reviewers, Jacques Werth put his money where his mouth is by using HPS to turn around failing companies, which he did in many industries, many times. Now, if you are going to make your living by turning failure into success you better make make sure your methods work. HPS does and that is why JW became a rich man. His best students are doing pretty well also.HPS is a purely pragmatic series of methods and practices based on an utterly different concept of sales from the conventional one. HPS methods work and we have many statistics to prove they work, in the real world, but I will admit they are not in the book.Wagner is a competitor of HPS and has copied many elements of it. However, he has a fundamental misunderstanding of HPS prospecting (and other aspects of HPS too) because basically he has never done it for any extended period of time. Wagner is a tinkerer and has difficulty following a system. HPS is learned by doing, not by theorizing. He thinks our methods are "robotic" because of his lack of experience in using them for himself. He also confuses selling and marketing a common failing in the world of sales theorists.If you are a salesperson or manager and you listen to these wrong headed and fundamentally ignorant reviewers you may dismiss a method that if properly adopted, will increase your sales, closing ratios, profitability and as a bonus make you feel like an ethical and honorable individual in your role as a salesperson.HP

If you think you don't need this book...

you're wrong. I have been in sales 22 years, and I guarantee you this is such a radical, effective method that it will transform how much you close and how you close, and it will free you from the whipped dog part of being in sales. This book is simply about dignity - yours and the prospect's. These men know what they are talking about, the book is brilliant and revolutionary, and it's one you DEFINITELY do not want your competition's sales force to get their grubby hands on. Buy it, love it, use it. Good work, gentlemen!

Another Perspective on "The Numbers Game"

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.

I read only the first 3 chapters and realized a benefit !

The book gets down to the nuts and bolts of selling which is satisfying the need, and getting paid to do it. The book helps one to make the most of his/her time in targeting prospects, and closing sales. Endless presentations that end up nowhere, and a tireless thankless effort are things of the past thanks to this book. With the focus upon disqualifying instead of trying to "win them over", I feel less stress cold calling over the phone. Next week I am meeting with the CEO of a $300 million dollar company, his COO, and his VP of sales, all because I was better equipped to get to the point and close on a sales call agenda without begging my way in to the appointment. This book is a truly amazing find.

Completely relearn how to REALLY sell!

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