About the Author
Table of Contents
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
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.
Most Helpful Customer Reviews
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.
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.
Today’s customers want excellent customer service and great value, and they won’t tolerate an ordinary sales experience. Multimillionaire salesman Dan S. Kennedy shows you how to sell your product or service to difficult customers. He covers effective selling techniques, such as using testimonials and offering free products with a purchase. He emphasizes really listening to your customers because – directly or indirectly – they will tell you what they need. Although this treatise doesn’t break much new ground, Kennedy offers a helpful compendium of solid sales advice. getAbstract recommends it to salespeople hoping to improve their numbers, and to service providers and professionals, from doctors to mechanics, plumbers and dog trainers, especially the ones who don’t know how to sell.