Cu High Trust Selling: Make More Money-In Less Time-With Less Stress

by Todd Duncan

Book Overview

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...

• Format: Hardcover
• Language: English
• ISBN: 0785263934
• ISBN13: 9780785263937
• Release Date: January 2003
• Publisher: Thomas Nelson
• Length: 272 Pages
• Weight: 1.06 lbs.
• Dimensions: 1.1" x 6.3" x 9.3"

Customer Reviews

Holistic approach to successful selling

I'm a fan of this book because it is one of the few that takes a well-rounded approach to selling and doesn't ignore the characteristics and values that are necessary in the individual who wants to be successful in sales. It's not just a book about how to close or how to influence or how to make your product appealing--while techniques are thoroughly discussed, the main premise of this book is that everything in sales is easier when you build "high" trust. I don't quite understand the two disappointed comments about the title not fitting the content. I think it's pretty straightforward. High Trust Selling is defined by Duncan as the combination of (1)becoming a trustworthy salesperson and (2)running a trustworthy sales business. The book is divided into two sections: the first seven chapters are about becoming a trustworthy salesperson and the final seven chapters are about building and running a trustworthy sales business. Makes perfect sense to me.

Long Term Profitability Bible

Todd Duncan is fantastic at delivering sucessful sales strategies while maintaining honesty, integrity, and long-range thinking. Low producing and mediocre sales people are typically short-term in their thinking and sales strategy. Six and seven-figure sales people tend to look at themselves as business people who are in the business of selling. Todd's methods are about building and sustaining long-term prosperity. I have personally given this book to all of my sales people and consistently received positive feedback. It is important to note that this book is not suited for the hard sales types, or for those who are not committed to a sales career. This book is for the sales professional who uses a client for life philosophy, and who appreciates the life time value of a customer. I know several people who have become millionaires by following this author's ideology. You have to love an author who has their actions aligned with their intentions. I just don't understand how any one could give this book a bad review. It is highly applicable at all levels and addresses fundamentals very clearly.

Read the Intro

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.

Worthwhile investment

Unfortunately most sales books are garbage. I have wasted alot of money on these books over the years. This book is the exception to this theory. It is worth every penny.My eyes were opened to may things in this wonderful book. I wish that this had come across earlier in my sales career. The info and exposure to coaching has been invaluable.Todd Duncan "walks the walk", he is a sales professional, not some author pretending he is a salesperson.

Outstanding Book!

As a sales trainer I am always looking for good books on sales. I believe anytime you can get 1 or 2 good ideas from a sales book it is worth reading. This book has quality ideas in every chapter. If you are a student of selling as I am you will truly enjoy the book.