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Title: High Probability Selling: Re-Invents the Selling Process by Jacques Werth, Nicholas E. Ruben ISBN: 0-9631550-3-2 Publisher: Bookworld Services Pub. Date: 01 May, 1997 Format: Paperback Volumes: 1 List Price(USD): $19.95 |
Average Customer Rating: 4.27 (22 reviews)
Rating: 5
Summary: HPS From an HPS Trainer and User
Comment: A Review From Someone Who Has Used and Trained HPS
Reviewer: Neil Myers from Yonkers, NY United States
Let 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 HPS is based upon how the top performers do what they do, not based on a series of outdated myths or a re-hash of old selling fantasies and legends.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.
HPS has a website and forum where you can ask questions:
www.highprobsell.com
Hope to see you there.
Neil Myers
Unabashed HPS Trainer
Rating: 5
Summary: THE ONLY WAY TO SELL...The HPS Way
Comment: The first sales book I ever read was written by a very well known sales trainer. It left me uneasy.
When I read "High Probability Selling", I wanted to start a sales career right away. I LOVED IT!
I strongly recommend this book and sales stystem to any person who values their own integrity; sanity and self-respect.
Rating: 1
Summary: How to sell less in record time
Comment: This book is emblematic of the species of book that will never make my suggested reading list. It's utterly self-serving. High Probability Selling is poorly written, using an affective and very boring narrative story format that seems unaware that sales people have minds and can think and have to deal with complex problems in real world settings. The authors are not shy about broadcasting their opinions but offer no objective backup. It is anecdotal only and totally devoid of any verifiable evidence. If you are content to settle for someone's interpretation of their sales experiences with no further proof, you will probably like this book. Modern sales people demand more. But my biggest difficulty with High Probability Selling is that it is quite simply wrong. The theme should be called "selective prospecting". As such, it's is a badly disguised rollback to the old way of managing sales problems that research psychologists like Dudley ang Goodson catalogued years ago as "characterological approaches". That's all the claims, like Werth's, that sales problems are always the result of flawed sales people burdened by bad training, bad techniques and weak commitment. These of course, are easily fixed by buying Werth's books, CDs and workshops.
High Probability Selling seems unaware and unbothered by any serious research or advancements in the sales area. His advice to only call on selective prospects is costly and unprofessional. Whether you sell medical equipment, financial services or cosmetics, professional sales people should be willing and able to contact all prospects residing in their markets. Werth is clearly not Rackman, or Miller & Heiman. Excellent books by Neil Rackman and Miller & Heiman and Dudley & Goodson are unarguably worth your time and money. They will boost your earnings. High Probability Selling won't. Just one example of the advice offered by Werth illustrates why. Prospecting should be selective, Werth says. Only call on people who won't reject you and then you won't fear rejection. I don't know a single salesperson who has reached high production figures who made it following that kind of misinformation. As Dudley and Goodson write, you don't get over prospecting reluctance by selectively excluding who to call on. That's self-destructive, like blaming the freeway where your car overheated and then refusing to drive there anymore! Yet that's an example of the mental slop served up in High Probability Selling. Sales people deserve better. Much better.
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Title: Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off by Paul S. Goldner ISBN: 0814478808 Publisher: American Management Association Pub. Date: 01 October, 1995 List Price(USD): $17.95 |
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Title: SPIN Selling by Neil Rackham ISBN: 0070511136 Publisher: McGraw-Hill Companies Pub. Date: 01 May, 1988 List Price(USD): $24.95 |
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Title: The Psychology of Sales Call Reluctance: Earning What You're Worth by George W. Dudley ISBN: 0935907076 Publisher: Behavioral Sciences Research Press, Inc. Pub. Date: 01 June, 1999 List Price(USD): $22.95 |
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Title: Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results by Thomas A. Freese ISBN: 1570715882 Publisher: Sourcebooks Pub. Date: 01 November, 2000 List Price(USD): $16.95 |
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Title: Prospecting Your Way to Sales Success: How to Find New Business by Phone, Fax, Internet, and Other New Media by Bill Good ISBN: 0684842033 Publisher: Scribner Book Company Pub. Date: 01 June, 1997 List Price(USD): $27.50 |
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