No B. S. Sales Success In The New Economy
(Dan S. Kennedy)

Join the Sales Elite!

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, 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
• Put the awesome power of TAKEAWAY SELLING TO WORK - an 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-Many with Technical Tools
• 8 Steps to getting past any "No"
• How to CREATE TRUST (FAST) in the trust-damaged, post-recession world

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PART 1: 15 NO B.S. STRATEGIES FOR EXCEPTIONAL SUCCESS IN SALES, PERSUASION, AND NEGOTIATIONS

Chapter 1: Strategy 1: IMMUNITY TO THE WORD "NO"
No's Turned Into Yes's, That's What Master Salespeople Do.

Chapter 2: Strategy 2: THE POSITIVE POWER OF NEGATIVE PREPARATION
How General Patton Used the Positive Power of Negative Preparation
Who Else Uses the Positive Power of Negative Preparation?

Chapter 3: Strategy 3: USE LISTENING TO INFLUENCE PEOPLE
What Are You Listening For?
How To Read Anyone's Mind

Chapter 4: Strategy 4 AVOID CONTAMINATION
How To Cheat On Your Expense Account and Other "Lessons" from the Grizzled Old Pro

Chapter 5: Strategy 5: THE PROCESS OF PERSONAL PACKAGING
A Valuable Lesson from a Prejudiced Banker

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 EXCEPTIONAL SUCCESS IN SELLING
Proof Through Testimonials
How Dumb Salespeople Work Ten Times Harder Than They Need To and Get One-Tenth the Results They Could Get.
A Picture Is Worth A Thousand Words
Statistical Proof
How Much Proof Is Enough? How Much Proof Is Too Much?

Chapter 9: Strategy 9: FRED HERMAN'S K.I.S.S. PRINCIPLE
The New Economy's Chaos of Choices and New Economy Customers' Desire for the Easy Button
You Can Get Rich Making the Complicated Simple
Close the Doors on the Sales Prevention Department

Chapter 10: Strategy 10: SELL MONEY AT A DISCOUNT
How to Put Money in their Pockets and Then Set It on Fire
Becoming an "Added Value" Sales Professional
Be Able To Say: No Other _____ Will
Creating Added Value from Thin Air
Creating Added Value at Nominal Cost

Chapter 11: Strategy 11: ALWAYS COMPARE APPLES TO ORANGES
Most of the Advice You Get About Dealing with Price Resistance Is Wrong
Specialization and Customization Prevents Apples to Apples Comparisons

Chapter 12: Strategy 12: IN SEARCH OF THE FREE LUNCH
How to Close the Difficult Sale with a Very Desirable Premium
Premiums and "Big Ticket Selling"

Chapter 13: Strategy 13: THE MAGIC OF MYSTIQUE
Perception Is Reality: The "Story" Is the "Secret Ingredient"
Creating Your Own Mystique
How to Unmask and Still Create Mystique
Everything Old Is New Again - At Least It Better Be!

Chapter 14: Strategy 14: I'D RATHER BE DUMB AND PERSISTENT THAN SMART AND IMPATIENT
How Being a Dumb Frog Got This Rookie a Veteran's Top Income - Fast
Does Success - or Failure - Bread Success?

Chapter 15: Strategy 15: LONG DISTANCE IS NOWWHERE NEAR AS GOOD AS BEING THERE

PART 2: HOW TO STOP PROSPECTING ONCE AND FOR ALL

Chapter 16: POSITIONING, NOT PROSPECTING
Writing
Public Speaking
Publicity
Are You Just Another Salesperson?
The Final Component
"Gee, This Sounds Like a Lot of Work"

Chapter 17: HOW TO USE "LEAD GENERATION ADVERTISING" TO ATTRACT HIGHLY QUALIFED PROSPECTS
Never the Pest, Always the Welcome Guest
The "Welcome Guest Process" in Brief
How a Lead Generation Ad Works Like a "Personals" Ad
Where Do You Run Lead Generation Advertising?
The Postcard Technique
Headlines Are Important
Who Uses Lead Generation Advertising?
How to Use Lead Generation to Force Prospects to Give You Information and Grant Your Control of the Sales Process
The Last but First Thing You Need to Know About Lead Generation

PART 3: A NO B.S. START-TO-FINISH STRUCTION FOR THE SALE

Chapter 18: THE SIX STEPS ON THE NO B.S. SALES PROCESS
Interest
Ability
Authority
Predisposition
Step One: Permission to Sell
Step Two: The Offer
Step Three: The Presentation
Step Four: Emotional Logic
Step Five: Closing the Sale
Step Six: The Morning After

PART 4: DUMB AND DUMBER: THINGS THAT SABOTAGE SALES SUCCESS

Chapter 19: B.S. THAT SALES MANAGERS SHOVEL ONTO SALESPEOPLE
1. "The Answer to Your Problem Is Simple: Make More Calls"
2. "Everybody's Your Prospect"
3. "It Is Easier to Sell to Someone Who Isn't Interested that It Is To Find Someone Who Is"
4. "Your Problem Is You're Not Motivated"
5. "It's Just a Numbers Game, Keep At It."
How To Tell a Good Sales Manager from a Bad One

Chapter 20: SIX DUMBEST THINGS SALESPEOPLE DO TO SABOTAGE THEMSELVES
1. Lousy Follow-Up
2. Hanging Out with Losers
3. Hanging Out with the Losers at the Bar, Strip Club, or Coffee Shop
4. Wasting Time
5. Not Creating SYSTEMS
6. Poor Self-Discipline

PART 5: MY BIGGEST SECRET TO EXCEPTIOINAL RESULTS IN SELLING: TAKEAWAY SELLING

Chapter 21: THE AWESOME POWER OF TAKEAWAY SELLING
Proving the Theory of Supply and Demand
How a Starving Dog Trainer Rid Her Finances of Fleas, Once and For All
A Real Estate Agent to Learn From
The Power of "Disqualification"
How Do New Economy Customers Respond to Takeaway Selling
A Fundamental Choice

BONUS BOOK: HOW TO READ ANYONE'S MIND