No B.S. Sales Success In The New EconomyIn 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 |
Contents
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 |
| 251 | |
The Most Incredible FREE Gift Ever | 260 |
Other editions - View all
Common terms and phrases
added value affluent asked attract audio B.S. Truth better body language business owners buyer CHAPTER Chuck Daly clients consulting create direct marketing Economy Customers emotional entrepreneurs everything experience feel fractional jet Glazer-Kennedy Insider’s Circle Glenn Turner going Gravitational Marketing I’ve important income infomercials interest invest Jimmy Vee Kennedy Kennedy’s Lead Generation Advertising learned listening Maxwell Maltz meeting mind-set months motivational mystique negative preparation never offer packaging Peggy person positive premium presentation problem product or service profes programs prospects Psycho-Cybernetics reasons response sales letters sales process sales professionals salespeople salesperson selling situations seminars sold someone speaker speaking spend story STRATEGY Takeaway Selling talk technique teleseminars tell there’s TheShed things tion Travis Miller Truth About Selling webinars what’s you’ve Zig Ziglar