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Summary: High Trust Selling: A Must for Every Sales Pro
Review: "High Trust Selling" is just what the doctor ordered for my sales team. With his 14 easy-to-remember laws, Mr. Duncan lays a foundation for success -- not only in business, but in every facet of life. This work will definitely stay on our company's "must read" list for all employees, as well as serve as our cornerstone piece for sales training.
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Summary: Sales professional from New York City
Review: High Trust Selling is the most helpful book for sales professionals in a decade. It's thought-provoking analogies, real world style and fresh instruction make this a must-read for anyone in the sales industry. Having been in sales for nearly 20 years, I can truly say that this book is a certain best seller and I highly recommend this book to anyone who is serious about making a career out of sales.
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Summary: Has appeared on numerous top ten lists
Review: I agree with Mr. Duncan that trust and value are important elements in today's skeptical business climate. I was eagerly awaiting to read his definition of high trust and how to establish value - neither of which I found in the book. Rather the first part is mainly "pump you up" motivation typical of motivational speakers and the second part outlines his four step approach to selling. Just saying it is high trust does not engender high trust. He begins the book saying money isn't everything, yet in all of the success stories that permeate the book, money is the top gauge of success. All of the success illustrations avoid naming companies, industries or products. The one saleswoman who reduced her client base from 60 to 12 clients and sold $80 million in one year was a little hard to believe. I was very disappointed.
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Summary: High Trust Selling
Review: I found the first nine chapters to contain a few pieces of beneficial information that really had nothing to do with the title of the book. I kept reading and wondering when I was going to find out about selling with high trust. Although the words are mentioned throughout the first nine chapters, it's almost as if the author added the words after coming up with the book title to make the chapters seem like they should be included. I found the last five chapters to be somewhat worthy of the book title and found I highlighted much more in these chapters. My expectations, though, were not exceeded given the book title and my hope for extensive high trust selling content. It is also rather obvious that the author's background is in the mortgage industry. This makes it a little less relevant for people selling in complex situations. I did empty one highlighter, though, which results in an overall rating of 3. I would give the first nine chapters a 2 and the final five chapters a 4.
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Summary: Read the Intro
Review: 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.
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Summary: It's All About Trust!
Review: Ken Blanchard says, "I believe 'High Trust Selling' will become one of the enduring classics of business and personal growth literature." Sales happen 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. Duncan teaches that 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. That's because establishing high trust with prospects and producing high sales with clients is about your ability to develop and maintain loyal relationships, not your propensity for persuasion. Another thing to note is that high trust selling is not about you; it's about them--the clients and prospects whom you serve. The fact is that you'll never be genuinely successful in the sales profession if you're self-centered. You can go to the bank on that. Here's something else you can bank on: 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. In fact, I believe the sooner you apply the practices and principles within the pages of this book, the sooner you will see results!
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Summary: Don't read books that are self serving - no trust here!
Review: Ok - a few nuggets - very few. What annoys me most are books that are written to promote the authors business. They're self serving and never provide a full "how to" guide. I'm curious - were the other reviewers relatives of the author?
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Summary: Don't read books that are self serving - no trust here!
Review: Ok - a few nuggets - very few. What annoys me most are books that are written to promote the authors business. They're self serving and never provide a full "how to" guide. I'm curious - were the other reviewers relatives of the author?
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Summary: Dressed up in "high trust" clothing
Review: This book provides ideas that could help you sell more effectively, particularly if you are just beginning in sales. If you've read a lot of sales or management books, though, you will already be familiar with many of the ideas it presents.
In my opinion, the book title is misleading. This book reads like it was originally named Fourteen Laws for Better Sales before the publisher decided to boost sales by renaming it. The author seems to feel that if he sprinkles the words "high trust" throughout the text, then that's what the book is about. It's really not.
In High Trust Selling, Todd Duncan offers standard advice on selling dressed up in "high trust" clothes. But he does not really place the sales cycle in the context of the principles we advocate in the TrustBuild Program. If you need an introduction to selling or a review of basic principles, you might want to buy this book. Otherwise, there are better choices.
Robert Reed
President
TrustBuild
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Summary: Long Term Profitability Bible
Review: 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.
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