Product Description

For more than 30 years, author, consultant, speaker, and entrepreneur Dan Kennedy has dished out no-nonsense advice, bases on his own experience, to achieve business and sales success. He regularly get "millionaire-maker" results for satisfied clients in hundreds of professions and industries. His bestselling books include How to Make Millions with Your Ideas.

From one of the most highly compensated entrepreneur-speaker consultants out there come these effective tools to dramatically increase income. They include 16 proven strategies for exceptional success in sales, persuasion, and negotiation; 13 truths about selling; positioning tactics that replace prospecting; and more.

Product Details

• Amazon Sales Rank: #14062 in Books
• Published on: 2004-07-07
• Original language: English
• Number of items: 1
• Binding: Paperback
• 100 pages

Features

• ISBN13: 9781932156898
• Condition: NEW
• Notes: Brand New from Publisher. No Remainder Mark.
• Click here to view our Condition Guide and Shipping Prices

About the Author
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Customer Reviews

The only sales book you'll ever need.
I bought this book on the advice of a friend after months of nagging. Although it's inexpensive, is quick and to the point, and not terribly large, it contains a great deal of information.

I've listened to the Tom Hopkins tape set "Low Profile Selling," and I thought that was great, which it is. Although using all of Tom's techniques at once would most likely send a customer running. And using only a few might not be enough. I felt something was missing.

Back to Dan's No B.S. Sales... Dan shows you how to "Position not Prospect" (chapter 17). This is a technique that you may use to AVOID PROSPECTING. Who wants to knock on doors anyway? I don't.

Dan discusses how to POSITION yourself through writing, speaking publicly, and getting free publicity to establish yourself as an expert in the eyes of the consumers in your market. In this way, they discover you, and SEEK YOU OUT. They're not on the defensive, as they would be had you discovered and approached them.

You establish yourself as more than "just another salesperson." Perhaps most importantly, you establish trust. They've been told by the newspaper reporters, radio talkshow hosts, and others that you're the one and only expert in your field. You're the person to solve their problems. (There's a lot more too it in Dan's book.)

He provides several examples on how to get in the paper (through your own writings and others'), how to gain speaking opportunities, and how to get the papers to write about you.

After reading this book, I'm surprised that I don't see very much of this in my market. More salespeople should be "Positioning not Prospecting." This book is a great investment!

Just what everybody (not just salespeople) needs
I bought this book purely because I like Dan Kennedy. I am not a salesperson by training or profession, but I always know that I can get something good out of what Dan says.

One of the most interesting points he brings up is that of "takeaway selling." This is basically, where instead of covertly begging for the sale like so many salesepeople do, you take it away by playing "hard to get." This is part of his overall plan of positioning yourself, so people respect you. People want to do business with you, so you don't have to go beg for business, which brings me to my next point.

This book is a little misleading in the sense that people think it only applies to salespeople. I disagree. We all sell in some way shape or form in our lives. The key is to position yourself in such a way that people seek you out instead of you having to advertise. How many "ads" does Harvard University place to recruit students?

I give this book 5 stars purely because it is short and packed with very good useful information. 5 stars because it is great for anyone who owns a business. If you're tired of underpricing your services and having to advertise heavily, this book is just what you need. And if you don't own a business and are not a salesperson? I still think it is a useful book because it causes you to conduct yourself in a different manner. You have more self-respect and self-worth which is something we all need regardless of our profession.

a Great PROACTIVE Business Book
Dan Kennedy has played a huge role in helping me to be successful in business and he has been one of my success mentors because his wisdom is easy to follow - but more than that it is right on! I started out as a Coast Guard engineer and a very timid part time businessman. Dan Kennedy is has helped to change that. Because of him I know myself better, which has helped me overcome my fear of failure and to better serve others in my full time business. I guarantee that if you read this book you will be a changed person - it's that incredible.

Kennedy always covers all of the proactive business basics. If you are truly seeking the kind of success and abundance that makes your life 100% livable - you must read this book. 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 business and using my God given talents and my thinking ability to be a better businessman.

You will find that this exciting book becomes a part of you. Don't hold back - let it happen. In fact, spend 10 to 15 minutes every morning for the next several days focusing your thoughts on the truths of this book, thereby allowing them to seep deep into your subconscious mind. If you do this 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!

Randy Gilbert, best-selling author of "Success Bound" and host of "TheInsideSuccessShow.com"