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Jacques Werth and N. E. Ruben – High Probability Selling (1992 edition)

High Probability Selling Book
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High Probability Selling

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A User’s Comment:


High Probability Selling is, without a doubt, the best of the dozens of sales books I have read throughout the years. From the very beginning of the book, I found myself unable to put it down. It takes everything you have ever learned about the sales process and stands it on its head. The idea is to work only with those few people, businesses, prospects that are motivated to buy from you NOW. How? By following a carefully thought out and practiced method of disqualification. That’s right. You try to disqualify every person you talk to. Those that are not disqualified, you have a high probability of doing business with. It sounds simple, but it isn’t. Is it effective? I can tell you that it is. My sales increased immediately. And it’s fun. It shows you how to get off your knees in the selling relationship and, respectfully, come from a position of strength. No more “hat in the hand” prospecting. I highly recommend it. But be prepared. It is a book that will rock you back on your heals a bit. You have to read it and then study it. Then try it. You’ll like it

Table of Contents
CHAPTER ONE 1
A New Paradigm
CHAPTER TWO 7
A New Beginning
CHAPTER THREE 21
High Probability Selling & Traditional Selling: A Comparison
CHAPTER FOUR 34
High Probability Selling Applied: Some New Concepts
CHAPTER FIVE 51
High Probability Prospecting
CHAPTER SIX 71
Target Marketing: Identifying Niche Markets
CHAPTER SEVEN 83
Establishing a Relationship
CHAPTER EIGHT 99
Discovery/Dis-Qualification
CHAPTER NINE 113
High Probability Closing
CHAPTER TEN 125
Some Fine Points
CHAPTER ELEVEN 137
Conditions Of Satisfaction and Some Review
CHAPTER TWELVE 153
A Complete High Probability Sale

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