Summary of High Trust Selling

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Rating

7 Overall

9 Applicability

5 Innovation

7 Style

Recommendation

A big difference exists between concentrating on a single sale and approaching sales as a long-term career. The contrast is as different as living from paycheck to paycheck is from building an investment portfolio. Sales consultant Todd Duncan writes for the career-oriented sales professional. He thoughtfully explains how to operate your sales practice as a business, and focus your efforts on only those activities that build relationships and generate revenue. He walks you through the four steps of his "High Trust Selling System," and tells you how to funnel your efforts into fewer, high-quality clients and eventually convert them into long-term, tactical partners. Duncan can be a bit preachy and self-promotional, yet getAbstract recommends this solid manual to sales professionals who want to elevate their practices to the next level.

In this summary, you will learn

  • How to shift your focus from a single sale to developing a highly successful, long-term sales career;
  • What techniques you can use to achieve success in every aspect of the sales process; and
  • How to convert clients into lifelong strategic partners.
 

About the Author

Todd Duncan, author of Time Traps and Killing the Sale, consults on sales and work-life balance. He founded a personal sales training company, conducts seminars, and publishes tapes and books.

 

Summary

The Laws of Selling
To be a successful salesperson for the long term, establish a high level of trust with your customers. Enduring success only happens "when you are a trustworthy salesperson running a trustworthy sales business." Whether you are selling mortgages, copiers, vacuum cleaners...

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