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

WORDS OF PRAISE FOR HIGH TRUST SELLING

Todd Duncan is a great motivator with consistently excellent content. High Trust Selling is the embodiment of what Todd has achieved over the yearshelping people to reach higher in their business and personal lives. This book belongs in any professionals business library.

BARBARA SANFILIPPO, CSP, CPAE
Author of Dream Big! Whats the Best That Can Happen?
Speaker/Consultant

High Trust Selling turns a job into a vocation. If you want to establish your permanent place in this industry and make a fortune in the process, you better pick up a copy of Todd Duncans wonderful guide to building customers for life.

DANIELLE KENNEDY
Author of Seven Figure Selling and Workingmoms.calm
Sales Trainer, Coach, Consultant

One of the things we learned when we wrote The One Minute Manager is that people can best absorb information... and apply it to their lives... in small, digestible bites. Todd has done just that in his new book... I believe High Trust Selling will become one of the enduring classics of business and personal growth literature.

KEN BLANCHARD
Author of The One Minute Manager

This book is required reading for any person or company who is really serious about the business of selling.

CARA HEIDEN
Executive VP, Wells Fargo Home Mortgage

With High Trust Selling , Im seeing a fresh new voice... committed to helping people achieve success and personal balance.

ZIG ZIGLAR

Todd Duncan is one of those rare individuals who has been able to take the measure of his own successplus the success of hundreds of othersand translate it into a meaningful set of strategies and tactics. High Trust Selling... is based on reality, built on experience, and loaded with the kind of advice that will absolutely help people in their quest for success.

KEVIN SMALL
President, Maximum Impact, Inc.

I believe that Todd Duncans new book, High Trust Selling , is a model of clarity in the spectrum of sales and sales management. Todd makes it crystal-clear exactly how a sales professional can achieve success and personal balance, not with pie-in-the-sky theories, but with hard-hitting, real-world strategies and tools.

BRIAN TRACY
Brian Tracy International
Author of The Power of Clarity

Todd has shared his uncommon sparkand drive to succeedwith thousands of sales professionals all over the country, and now he has brought it all together in High Trust Selling. A great addition to any executives library.

TOM HOPKINS
World renowned Master Sales Trainer

Todd has distilled more than 2 decades of experience and success into 14 very concise, very powerful and very practical laws that can make people successful beyond their dreams. He just plain delivers the goods... and peoples personal and financial lives are being tremendously and greatly impacted.

JOHN MAXWELL
Author of The 21 Irrefutable Laws of Leadership

When you have done all you can do and cant do any moreyour only option is to become more. The principles outlined in High Trust Selling can equip you to become more than you are today. What you desire to become can begin today.

KAREN FORD
Independent National Sales Director

HIGH TRUST
SELLING

HIGH TRUST
SELLING

MAKE MORE MONEY IN LESS TIME WITH LESS STRESS

TODD M. DUNCAN

2002 by Todd M. Duncan

All rights reserved. No portion of this book may be reproduced, stored in a retrieval system, or transmitted in any form or by any meanselectronic, mechanical, photocopy, recording, or otherexcept for brief quotations in printed reviews, without the prior permission of the publisher.

Published in Nashville, Tennessee, by Thomas Nelson. Thomas Nelson is a registered trademark of Thomas Nelson, Inc.

Thomas Nelson, Inc., titles may be purchased in bulk for educational, business, fund-raising, or sales promotional use. For information, please e-mail SpecialMarkets@ThomasNelson.com.

Library of Congress Cataloging-in-Publication Data

Duncan, Todd, 1957
High trust selling : make more money, in less time, with less stress / Todd M. Duncan.
p. cm.
978-0-7852-6393-7 (hardcover)
978-0-7852-8859-6 (trade paper)
1. Selling. I. Title.
HF5438.25.D863 2002
658.85dc21

2002014844

Printed in the United States of America
08 09 10 11 QW 9 8 7 6 5 4 3

For Sheryl, my wife

May your life be filled with health and hope.
May your faith and courage lift you higher than your challenges.
And may the joy and peace of trusting God live in your heart forever.

Contents

The Truest Measure of Your Success Is
Invisible to Your Clients

The Success You Achieve Is Directly Related
to the Steps You Conceive

Youre Less Likely to Fail When Youve Told
Others You Will Succeed

If You Dont Aim for the Best Prospects,
Youre Likely to Do Business with Any Prospect

For a Relationship to Be Right on the Outside,
It Must First Be Right on the Inside

by John Maxwell

T odd Duncans desire to help people discover their purpose and develop their God-given potential is apparent in everything he does, and his latest book is no exception. Over the last few years Todd has become a wonderful friend. We have spent many hours sharing our hopes for our families, vision for our companies, and our goals in life. It is obvious to me that Todd is a great leader, and as you read the pages of this book I know you will also benefit from his leadership insights.

High Trust Selling is not only a reflection of who Todd is, it is a clear portrait of who he desires you, the reader, to become. Todds words will empower you with the tools necessary to become a great leader in selling. But more than that, they will also compel you to maximize your potential in life. This book can take you to the next level, and I believe it will become one of the cornerstone books for your business as well as the sales industry. Regardless of your current position in the world of sales, High Trust Selling is a must-read. But I encourage you to do more than just read this book. Commit to live it.

JOHN C. MAXWELL
New York Times bestselling author of
The 21 Irrefutable Laws of Leadership,
Failing Forward, and
The 17 Indisputable Laws of Teamwork

T here are millions of sales professionals in the worldwide economic community. And all of them, in one way or another, are striving to be successful. I know from my own studies and twenty-three years of observation that a significant percentage of these men and women will fail. Despite their best efforts, they wont be able to make enough money to support their families. They will become frustrated, burn out, and eventually just quit the sales industry altogether. You may be struggling with these issues right now.

But there is an answer to the dilemma, and you will find it in a unique combination of three common words: High Trust Selling. What does that mean?

If you picked up a copy of this book, then clearly youre interested in growing into a more effective salesperson. But I have better news for you: If you are careful to apply the concepts of high trust selling and the fourteen Laws described in this book that govern selling success, your sales business will do more than merely improveit will explode. I can say this with a high degree of certainty because Ive not only implemented high trust selling in my own career with great success, but Ive also seen it work in the lives of thousands of people to whom Ive taught it.