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

Rating:
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: Another trite sales book
Review: Another run-of-the-mill sales book, lacking in depth and originality. Not even Todd's best effort, The Power to be Your Best was his best book.

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Summary: Outstanding Book!
Review: 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.

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Summary: High Trust--the foundation of true success in sales
Review: High Trust Selling emphasizes the foundation of a solid sales career. Not everyone is prepared to develop High Trust relationships, but those who do become people of great influence. Todd understands tecniques essential for succesful selling, but more important, he knows the underlying qualities of life essential for genuine and long term success in a selling career.

Don Cartmell, Pres.
Toward Effective Management Inc.

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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.

Rating:
Summary: Trust & Value: key to modern selling
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.

Rating:
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.

Rating:
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.

Rating:
Summary: Holistic approach to successful selling
Review: 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.