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With High Probability Selling, fear of rejection is no longer an issue. Customer resistance disappears. Relationships of mutual trust and respect develop naturally, and financial success and self-respect are no longer incompatible.

"The story starts with description of the basic concepts, showing the limitations of traditional selling, before getting into the main technique. The book concludes with discussion of finer points and a complete sale shown in a single chapter.

A basic principle is early, frequent and up-front qualification (called 'Dis-qualification') to minimize wasted sales time. This means ensuring that the prospect needs, wants and can afford the product and that their 'Conditions of Satisfaction' can be met. The approach adopts a very direct method in ensuring this, asking up-front and not pussy-footing around. This is good for sales person who does not want to waste time. It works also for customers who also do not to waste time, but could miss those who might seek more attention.

An interesting approach in closing is that the sales person never asks for the order. They just present the facts and ask the prospect what they want to do.

There are several things that I particularly like about the method. It first is customer-centric, seeking to help them rather than being focused first on achieving sales quotas. It is also high integrity, allowing the sales person to feel good about what they do. Finally, it is a sound method for building repeat business." [Review on]

Paperback: 178 pages
Publisher: Bookworld Services; 3 Rev Sub edition (January 1, 1996)
Language: English
ISBN-10: 0963155032


Paperback in Very Good condition; has some wear around corners/edges of the cover as it has been read once. Has been kept in a smoke-free home out of direct sunlight.

Pick-up available just off of Karangahape Road. I will combine shipping with my other auctions.
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  • Seller location: Auckland City, Auckland, NZ

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