No B.S. Sales Success In The New Economy

by Kennedy, Dan S.

• ISBN13: 9781599183572
• ISBN10: 1599183579
• Edition: 1st
• Format: Paperback
• Copyright: 2010-01-01
• Publisher: Entrepreneur Press

Summary

Increase selling power, boost product value, and multiply salesby Dan KennedyEntrepreneurs are faced with a crashing economy and a fickle market, Kennedy once again comes to your rescue, inviting you to push past today's upsets and start moving forward into The New Economy. Uncovering new opportunities, revealing new requirements, and restoring time-honored business principles, Kennedy once again steers you in the right direction-toward success.Kennedy covers: Adapting successfully to the more critical, cautious, thoughtful New Economy Customer 15 trustworthy sales strategies designed for The New Economy How to re-position, escape commoditization, and safeguard price and profits in the heightened competition of The New Economy The 6-Step No BS Sales Processa reliable system sales professionals can stick with The one thing to do to leverage The New Economy's "Chaos Of Choices" for benefit How to create trust (fast) in the trust-damaged, post-recession world The self-improvement required for sales improvement Builds on the success and winning strategies outlined inNo B.S. Sales Success, which has shipped nearly 35,000 copies

Author Biography

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.

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