Zero Resistance Selling

Rating:
Summary: A profound and proactive sales success book!
Review: Although Maxwell Maltz is listed as the first author (he passed away in 1975), I know that Dan Kennedy has played a huge role in writing this book and making it happen. Dan Kennedy is currently President of the Psycho-Cybernetics Foundation and has been one of my success mentors for years. His wisdom is easy to follow - but more than that it is right on! I started out as an engineer and a very timid salesman. Dan Kennedy is has helped to change that. Because of him I know myself better, which has helped me to better serve others in my business. I guarantee that if you read this book you will be a changed person - it's that incredible.

Kennedy covers all of the proactive bases: smart thinking, system thinking, futuristic thinking, and positive thinking. If you are truly seeking the kind of success and abundance that makes your life 100% livable - you must read this book. Many of his ideas are found in SUCCESS BOUND, another book built on learning how to live a proactively life that is God centered and fulfilling.

Everything that I have put into practice that Dan Kennedy has recommended in his books has worked. He has brought me success by focusing on what is important in selling and using my God given talents and my thinking ability to be a better salesman. Nearly every bit of our success starts in our minds including sales success. This book makes it very clear as to how to think in the right way so that your success is assured.

You will find that this exciting book becomes a part of you. Don't hold back - let it happen. In fact, I plan on spending 10 to 15 minutes every morning for the next several days focusing my thoughts on the truths of this book, thereby allowing them to seep deep into my subconscious mind. If you do this too I guarantee God's wisdom will most assuredly bring you the success and abundance you deserve.

Enjoy this book and your new proactive and successful life!

Rating:
Summary: Good but not 5 stars
Review: This Book is for you if you don't have self confidence. The only thing that the book said was to have confidence when you sell, and picture the sale "in the theatre of your mind" before you actually sell. I wish I read this book at the public library, maybe it's worth browsing and reading, it's a quick read, but not really worth keeping in your library unless of course you need a confidence boost

Rating:
Summary: Influence Agreement
Review: Zero Resistance Selling is a process that must be honed, just as you would hone your public speaking skills, or any other skills that are part of your self-definition.

And to master your sells closure, that is, being influential, even in the most adversarial situations, here are 10 tenets to follow:

1. Show No Fear
This does not mean avoid or deny it. Recognize it, process it, and choose to breath your way to being confident. See fear as you inner self telling you that you are about to stretch your self-definition, in the face of others, and that there will be resistance. Read, "Fear of Flying," by Erica Jong.

2. Believe in the Value of What You Are Selling
It's not the sell that you are after. It's the benefits that you are bringing to your buyer. It is also the ability to be influential. Read "People Power," by Donna Fisher.

3. Use Your Errors To Your Advantage
Remember, a mistake is not your entire identity - it's a sign of where you can enhance your inner self-image.

4. Use Power Phrases
An example is, "Here's how will be get started." Read "Verbal Judo," by George Thompson, Ph.D.

5. Desire to Close Sales Means More Than Anything Else
You don't have to like the person. You are there to influence change in that person's life.

6. Take Objections as "No Big Deal"
The stronger the objection, the more your prospect is giving you, about him or her. Use this to compassionately respond to his or her needs. Stay in the moment. Take your time. And show your prospect that he or she matters. Read, "Honoring the Self," by Nathaniel Branden, Ph.D.

7. Recognize Your Prospect's Resistance as Helpful For the Sell
When you see, feel and hear that resistance, you know if this is a serious prospect. And if this is a serious prospect, their resistance tells you the questions that you must answer, for them to buy what you are sellng.

8. Deflect Negative Influences
If you invest your valuable time around people with bad attitudes, you will adopt this in your attitude, and it will reflect in your sells calls. Surround yourself amongst people who are free to be negative in a positive way, who also are optimistic. (Pointing out, and processing realities allows room for change). Read, "Unlimited Power," by Tony Robbins.

9. Be Competitive, yet Stress-Free
Read "Mastery," by George Leonard.

10. Celebrate Your Success
Think back, before your sells calls, of times when you have sold ideas, services, or products. Create a movie in your mind, of what happened before, during and after these successes. See this vividly. Identify as many details as possible. Then use this as an anchor, each time you prepare to make sells calls. Remembering these movies in your mind will condition you to be success now. Read, "Pyscho-Cybernetics," by Maxwell Maltz, M.D., F.I.C.S.