No B.S. Sales Success in the New Economy

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Entrepreneur Press, Dec 8, 2009 - Business & Economics - 258 pages

Accept Nothing Less Than the Sale Made!

The old economy is shattered and GONE FOREVER. It is never coming back as it was…and many sales professionals will become extinct waiting for it to return. However, if you plan to stick around (and succeed), then you must know this about the emerging, new economy: the power has returned to the consumer. Tolerance for anything ordinary is zero. Gone are the days of surplus customers on buying sprees, happily buying and freely spending.

In The New Economy, only a select few will gain and keep membership in the elite sales fraternity enjoying the top incomes, the greatest security, the most independence and power, and the highest status. And, who better to show you how to get in than “Millionaire Maker” Dan Kennedy?

Kennedy covers:

  • Adapting to The New Economy Consumer
  • How to STOP PROSPECTING Once And For All—and why you must
  • Put the awesome power of TAKEAWAY SELLING to work—in any environment
  • If you’re in a commodity business, get out!
  • —how to Re-Position, escape commoditization, and safeguard price and profits in the heightened competition of The New Economy
  • The One Thing to do, to leverage The New Economy’s “Chaos of Choices” to your benefit
  • How Dumb Salespeople Work 10X Harder Than Necessary, by under-utilizing this one tool
  • The 6-Step No BS Sales Process: finally, a reliable system you can stick with!
  • 6 Ways Sales Professionals Sabotage Themselves
  • BS that Sales Managers shovel onto salespeople—beware!
  • How to switch from One-to-One to One-to-Many with Technical Tools
  • 8 Steps to getting past any “No”
  • How to CREATE TRUST (FAST) in the trust-damaged, post-recession world
  • Resiliency is a skill, not a character trait: the self-improvement required for sales improvement

Dan Kennedy is a multi-millionaire, serial entrepreneur now directly influencing more than one million business owners annually as an advisor and business coach. Widely celebrated as “the millionaire-maker’ with a long track record of taking entrepreneurs to seven-figure incomes and to multi-millionaire wealth, his deliberately provocative, blunt, “No B.S.” approach has earned him the title as the “Professor of Harsh Reality.”

Includes:

INSIDE!
FREE – Glazer-Kennedy University Webinar Series
FREE – Elite Gold Insider’s Circle Membership*
FREE – Income Explosion Guide & CD

 

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Contents

CHAPTER 1
3
Nos Turned into Yess Thats What Master Salespeople Do
10
CHAPTER 2
16
How General Patton Used the Positive Power of Negative Preparation
18
Who Else Uses the Positive Power of Negative Preparation?
20
CHAPTER 3
22
What Are You Listening For?
28
How to Read Anyones Mind
30
The Last but First Thing You Need to Know About Lead Generation
146
A NO BS STARTTOFINISH STRUCTURE FOR THE SALE
159
CHAPTER 18
161
Interest
162
Authority
163
Permission to Sell
164
The Offer
167
The Presentation
168

CHAPTER 4
32
How to Cheat on Your Expense Account and Other Lessons from the Grizzled Old Pro
34
CHAPTER 5
37
A Valuable Lesson from a Prejudiced Banker
38
CHAPTER 6
43
CHAPTER 7
49
CHAPTER 8
58
Proof Through Testimonials
60
How Dumb Salespeople Work Ten Times Harder Than They Need To and Get OneTenth the Results They Could Get
62
A Picture Is Worth a Thousand Words
63
Statistical Proof
66
How Much Proof Is Enough? How Much Proof Is Too Much?
68
CHAPTER 9
73
The New Economys Chaos of Choices and New Economy Customers Desire for the Easy Button
74
You Can Get Rich Making the Complicated Simple
76
Close the Doors on the Sales Prevention Department
77
CHAPTER 10
79
How to Put Money in Their Pockets and Then Set It on Fire
83
Becoming an AddedValue Sales Professional
85
No Other __________ Will
87
Creating Added Value from Thin Air
89
Creating Added Value at Nominal Cost
90
CHAPTER 11
93
Most of the Advice You Get About Dealing with Price Resistance Is Wrong
94
Specialization and Customization Prevent Apples to Apples Comparisons
95
CHAPTER 12
101
How to Close the Difficult Sale with a Very Desirable Premium
103
CHAPTER 13
105
The Story Is the Secret Ingredient
106
How to Unmask and Still Create Mystique
108
Everything Old Is New Againat Least It Better Be
109
CHAPTER 14
111
How Being a Dumb Frog Got This Rookie a Veterans Top IncomeFast
112
Does Successor FailureBreed Success?
114
CHAPTER 15
117
HOW TO STOP PROSPECTING ONCE AND FOR ALL
121
CHAPTER 16
123
Writing
126
Public Speaking
127
Publicity
130
Are You Just Another Salesperson?
131
The Final Component
134
CHAPTER 17
136
Never the Pest Always the Welcome Guest
137
How a Lead Generation Ad Works Like a Personals Ad
139
Where Do You Run Lead Generation Advertising?
141
The Postcard Technique
142
Headlines Are Important
143
Who Uses Lead Generation Advertising?
144
How to Use Lead Generation to Force Prospects to Give You Information and Grant Your Control of the Sales Process
145
Emotional Logic
169
Closing the Sale
171
The Morning After
172
DUMB AND DUMBER THINGS THAT SABOTAGE SALES SUCCESS
181
CHAPTER 19
183
Make More Calls
184
2 Everybodys Your Prospect
185
4 Your Problem Is Youre Not Motivated
186
5 Its Just a Numbers Game Keep at It
187
How to Tell a Good Sales Manager from a Bad One
188
CHAPTER 20
189
1 Lousy FollowUp
190
3 Hanging Out with the Losers at the Bar Strip Club or Coffee Shop
191
6 Poor SelfDiscipline
193
MY BIGGEST SECRET TO EXCEPTIONAL RESULTS IN SELLING TAKEAWAY SELLING
195
CHAPTER 21
197
How a Starving Dog Trainer Rid Her Finances of Fleas Once and For All
200
A Real Estate Agent to Learn From
201
The Power of Disqualification
204
How Do New Economy Customers Respond to Takeaway Selling?
205
A Fundamental Choice
206
CHAPTER 22
212
BONUS BOOK
215
Subvert Your Own Ego
216
How to Ask Questions
217
Study Good Interviewers
218
The Technique of Displayed Interest
221
What Does Reading Between the Lines Really Mean?
222
Eye Contact
223
Mirroring
225
The Right Image
227
Be Prepared
228
The Chink in the Armor
229
Five Human Characteristics That Can Be Relied On What Are People Thinking
230
How Physical Characteristics Affect a Persons Thinking
231
Demographic Clues to Attitudes
232
Think vs Feel
233
Be an Informed Interesting Person
234
How to Know When a Persons Resistance Is Irrational
235
FORM
236
The Power of Suggestion
237
Essential Reading
239
Summary of Key Strategies
240
REFERENCE SECTION
243
ABOUT THE AUTHOR
245
Websites with Additional Information from the Author
246
ETERNAL TRUTHS
247
Index
251
The Most Incredible FREE Gift Ever
260
Copyright

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About the author (2009)

Dan Kennedy (Phoenix, AZ) is internationally recognized as a “millionaire-maker,” helping people in just about every category of business turn their ideas into fortunes. He is a leading consultant to other consultants and small business owners who hold influence over more than one million business owners.

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