Rating: 
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.
Rating:
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!
Rating:
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!
Rating:
Summary: Has appeared on numerous top ten lists
Review: Let the bestseller lists speak for themselves. With "High Trust Selling" Mr. Duncan has written a book that seems to be meeting salespeople right where they need to be met. As a writer I keep up-to-date with numerous book bestseller lists, and I have seen the book on many lists including Business Week, the L.A. Times, and the Wall Street Journal (last week) to name a few. It has also received several positive reviews in reputable publications. In my profession, I've found that it's not difficult to size up the worth of a book. Great marketing can give a book success right away -- but it takes great content to keep a book buzzing; and "High Trust Selling" is still buzzing quite well after nearly six months on the bookstore shelves.
Rating:
Summary: More than just how to sell--it's how to shape your life
Review: Most people in sales go from one deal to the next, always wondering if the well is going to run dry. This is a long, hard way to make a living. It's so much better to become a person of such high integrity and trust that customers come to rely on you--not so much your product or service, but you personally. This does not happen overnight. But readers of High Trust Selling will get a head-start on changing their lives from salesmen to those who seek to serve and help. Highly recommended to all who sell anything.
Rating: 
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?
Rating:
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?
Rating:
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?
Rating:
Summary: Best sales book in a long time
Review: Regardless of what level or arena of the sales industry you are in, this book will speak to you. I've read many business and sales books over the years and this one is the most compelling and practical I've read. Bottom line: this book sums up what it takes to sell well. No gimmicks or fluffy formulas. It's the real stuff. Highly recommended!
Rating:
Summary: Best Sales Book I have ever read!
Review: This book is on its way to being a selling classic. Todd captures the strategies and systems of the nations most successful sales people. I have been in the sales business for 10 years and found the pages packed with useful ideas. Immediately after reading the book, I purchased a 2nd copy to give to my little brother who recently joined the sales industry. If only I had this book 10 yrs ago.
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