No B.S. Sales Success in the New Economy

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No B.S. Sales Success in the New Economy Pub. Date: 12/8/2009 Publisher: Entrepreneur Press dba Entrepreneur Media, Inc.

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Overview

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

Product Details

ISBN-13: 9781599183572
Publisher: Entrepreneur Press dba Entrepreneur Media, Inc.
Publication date: 12/8/2009
Edition number: 1
Pages: 240
Sales rank: 247,114
Series: NO BS Series
Product dimensions: 6.00 (w) x 8.90 (h) x 0.70 (d)

Meet the Author

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.

FOREWORD INTRODUCTION PART 1
FIFTEEN NO B.S. STRATEGIES FOREXCEPTIONAL SUCCESS IN SALES,PERSUASION, AND NEGOTIATIONS Chapter #1 STRATEGY #1: IMMUNITY TO THE WORD“NO”
Chapter #2 STRATEGY #2: THE POSITIVE POWER OF NEGATIVE PREPARATION Chapter #3 STRATEGY #3: USE LISTENING TO INFLUENCE PEOPLE Chapter #4 STRATEGY #4: AVOID CONTAMINATION Chapter #5 STRATEGY #5: THE PROCESS OF PERSONAL PACKAGING Chapter #6 STRATEGY #6: REMEMBERING WHY YOU’RE THERE Chapter #7 STRATEGY #7: DO EXPECTATIONS GOVERN RESULTS?
Chapter #8 STRATEGY #8: PROOF: THE MOST IMPORTANT TOOL FOR EXCEPTINONAL SUCCESS IN SELLING Chapter #9 STRATEGY #9: FRED HERMAN’S K.I.S.S. PRINCIPLE Chapter #10 STRATEGY #10: SELL MONEY AT A DISCOUNT Chapter #11 STRATEGY #11: ALWAYS COMPARE APPLES TO ORANGES Chapter #12 STRATEGY #12: IN SEARCH OF THE FREE LUNCH Chapter #13 STRATEGY #13: THE MAGIC OF MYSTIQUE Chapter #14 STRATEGY #14: I’D RATHER BE DUMB ANDPERSISTENT THAN SMART AND IMPATIENT Chapter #15 STRATEGY #15: LONG DISTANCE IS NOWHERE NEAR AS GOOD AS BEING THERE PART 2HOW TO STOP PROSPECTINGONCE AND FOR ALL Chapter #16 POSITINING, NOT PROSPECTING Chapter #17 HOW TO USE “LEAD GENERATION ADVERTISING” TO ATTRACT HIGHLY QUALIFIED PROSPECTS PART 3A NO B.S. START-TO-FINISHSTRUCTURE FOR THE SALE Chapter #18 THE SIX STEPS OF THE NO B.S. SALES PROCESS PART 4DUMB AND DUMBERThings That SabotageSales Success Chapter 19 B.S. THAT SALES MANAGERS SHOVEL ONTO SALESPEOPLE Chapter 20 6 DUMBEST THINGS SALESPEOPLE DO TO SABOTAGE THEMSELVES PART 5MY BIGGEST SECRET TO EXCEPTIONALRESULTS IN SELLING: TAKEAWAY SELLING Chapter #21 THE AWSOME POWER OF TAKEAWAY SELLING Chapter 22 A FINAL WORD FROM THE AUTHOR BONUS BOOK: HOW TO READ ANYONE’S MIND REFERENCES SECTION

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James_Garton

Posted July 22, 2010

I Also Recommend:

If You Want Success In Sales Buy This Book

The preface perfectly explains what this book is all about: "...Simply, a straightforward, relentlessly pragmatic, 'no b.s.' presentation of what really works in selling". So many books on selling write about techniques that are not successful in the real world of sales. The NO B.S. Sales Success in The New Economy is loaded with techniques that will be your personal key to success and higher commissions.

Some of the things I found important that the book will teach you are:

--- How to have immunity from the word NO.

--- Becoming an "added-value" sales professional.

--- Why most of the advice you get about dealing with price resistance is wrong.

--- How to use lead generating advertising.

--- 6 steps of the NO B.S. sales process (That get results)

--- B.S. sales managers shovel onto salespeople (This is a good one if your a manager and you need new techniques to train and motivate your sales team).

--- 6 dumbest things salespeople do to sabotage themselves (Some salespeople are their worst enemy. These 6 things will prevent you from killing sales).

There is no way you can read this book and not improve your selling ability. This book is a must have if you want to boost your sales and your career to the next level of success.

1 out of 1 people found this review helpful.
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tax_advocate

Posted April 25, 2010

Kennedy hits the bulls eye again.

The title is similar to a prior book by the masterful Kennedy, but this revision contains so much new material that even readers of the earlier version should get it and read it at their earliest convenience. Like other Kennedy titles this should be read by professional sales personnel and students alike.

1 out of 1 people found this review helpful.
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