High Trust Selling: Make More Money in Less Time with Less Stress

by Todd Duncan

Do you feel like your career exists somewhere between your last sale and your next one? Are you always searching for the way to bridge the gap and create long-term success? Does it seem that somehow your life is only about your ability to perform on the job? For too long you have bought into the idea that the business you do and the life you lead are completely separate. What Todd Duncan has learned in his twenty-two years of sales is the polar When you discover how to connect who you are and what you are about in your selling career, the results will be phenomenal and long-lasting. No matter what industry you work in or what type of sales position you hold, adopting the practical principles in High Trust Selling will open the door to a new way of thinking and a life beyond your wildest expectations. “Long-term sales success happens when high trust exists―when you are a trustworthy salesperson running a trustworthy sales business, and 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.” ―Todd Duncan

Genres: Business, Nonfiction, Self Help, Leadership

272 pages, Paperback

First published January 1, 2000

Reviews

[Brad Lockey · Rating 5 out of 5]

My error is that I read this book before bed without a pen and paper at my side.
It truly deserves more of my attention and I will re-read at 530am with said pen and paper.
Be nice.
Earn trust.
Then, and only then, will you earn the right business, work less hours and earn more money.

UPDATE: listened to this title for the second time and now ordered the physical book that's in the mail.

[Reagan Millsap · Rating 1 out of 5]

This book is not impressive at all. The first quarter of the book is motivational nonsense about how success will only happen and remain consistent if you care about people in your heart. Yes, I care about people but I also realize many of the most despicable people are just as successful at sales as a caring person. The remainder is a combination of common sense sales techniques involving scheduling, routine, prioritizing, and practicing. Also thrown in, I assume in an attempt to establish the idea that this book is relevant, are some ‘disagreements’ with other sales techniques but, in reality, are the exact same sales techniques aside from the author changing the name of what he names the technique. A perfect example of this (I believe in chapter 8) he mentions disagreeing with the teaching of ‘overcoming’ objections because he believes instead you should ‘manage’ objections by preparing for them and rehearsing your responses. This is the EXACT same thing as ‘overcoming’ but with different labeling. For the amateur sales person it will help, but these are basic ideas and give zero depth or insight to unknown knowledge regarding how to be a top performer. I feel like the author wrote this book simply because he knows it would make money (which he said isn’t a good motivation for a salesperson). He also includes various tales about sales people having success from the start of the book which I can neither confirm nor deny are truthful. The most curious of which being the letter he claimed to received a letter from “Steven”. It’s possible this could be true but I’ve ir is very strange for a mentee to write a thank you with such detail monetarily. The only item I think will be a beneficial and interesting tactic is sending an attention-grabbing letter before the initial call. Realtors seem jaded to many sales calls and this makes it slightly more fun on both sides and peaks the audiences curiosity to make them a tad more receptive.

[John · Rating 4 out of 5]

Duncan advises salespeople on practical methods for providing excellent customer service in this book. Similar to Dale Carnegie books, the emphasis is on developing a professional relationship with the customer. Duncan discusses practical methods for initiating communication with customers, as well as following up with customers. This book is good for business-to-business sales, in which there is an opportunity for repeat purchases.

[Salman Ali Ehsan · Rating 5 out of 5]

A wonderful book which touches all aspects of becoming a salesperson and then succeeding as top performer. I am going to use components from this book in my application and it will surely remain a reference for sales strategies and trust building strategies for good.

It has value not just for sales persons but ordinary people who deal with humans and want to improve how they work their non-sale professions.

[Darla · Rating 4 out of 5]

Great systems

This book, although slightly dated, is a great guide if you don’t want to be a sleazy salesman. This provides a path by which you can really help people and become a trusted advisor. Definitely worth a read.

[Joe Nour · Rating 2 out of 5]

The books was as good as any regualr sales book.

[Grace Oge · Rating 5 out of 5]

I want to learn more

[Alexandre Lapointe · Rating 4 out of 5]

ok

[Philip Parker · Rating 5 out of 5]

I like his approach and it reminded me that I need to take control of customer service at my company and Not wait for the company to do it.

[Gayle Eline]

Audiobook

[Anthony Mast · Rating 5 out of 5]

As an aspiring salesman I believe this is a must read and follow through. The ideas are not new but are put in a way that are inspiring and easy to reach. Even if you are not nor have desire to be a salesperson this is still a great book. Every married man pulled the biggest sales job of all. Use these principles and ideas to better your social and work relationships. It will also help you to better the work you do if you follow through. This is on my list to read again.

[Drew Graham · Rating 4 out of 5]

[A year later I'm determined to catch up on my reviews!]

We read this as a team for work and discussed the chapters as we went. I did my best to stay caught up but mostly was behind. It wasn't 100% applicable to my role but it was interesting.

[Pandu · Rating 5 out of 5]

superb...

[Jennie · Rating 5 out of 5]

Great business book. I've seen the author speak many times he's very motivating.

[Danijel · Rating 4 out of 5]

DUNCAN, Todd. make more money in less time with less stress. ljubljana: Tuma. 2005. ISBN 961-6470-68-X.

Page 51: to, kar boste postali jutri, je v veliki meri odvisno od tega, kar berete danes.

[Honoree · Rating 5 out of 5]

A truly great book for anyone who sells anything (including themselves)!

[Vctor · Rating 5 out of 5]

kedua kali-nya mendengar audio book ini.. buku bagus utk dibaca (atau didengar) kalau mau membangun basis konsumen yang kuat..

[Michael Rom · Rating 4 out of 5]

2nd read, quick review

[David Harrison · Rating 2 out of 5]

The best book I've read on sales

[JD · Rating 5 out of 5]

The reason why I'm proud to build solutions that solve real problems and sell, not push.