Product Description

What's the single biggest obstacle salespeople face? Resistance.

In Zero-Resistance Selling, five of the most respected sales authorities in America have joined together to prepare the first and only customized application of Psycho-Cybernetics to overcome all types of sales resistance.

Any sales representative or sales management professional can use Maxwell Maltz's high-powered battery of mental training exercises to enhance selling ability and get immediate results. Topics include conquering call reluctance, creating your own zero-resistance selling environment, anticipating and eliminating stalls and objections, selling effectively even when you're in over your head, converting stress into power and zooming out of selling slumps. Once learned, these durable techniques will last through a lifetime of professional selling.

Lifting the art of sales to a whole new level, Zero-Resistance Selling is destined to take its place alongside How to Win Friends and Influence People, Think and Grow Rich and other perennials as an all-time sales classic.

Product Details

• Amazon Sales Rank: #99074 in Books
• Published on: 1998-11-01
• Original language: English
• Number of items: 1
• Binding: Paperback
• 224 pages

Features

• ISBN13: 9780735200395
• Condition: NEW
• Notes: Brand New from Publisher. No Remainder Mark.
• Click here to view our Condition Guide and Shipping Prices

Amazon.com Review
The inspiration for Zero-Resistance Selling is psycho-cybernetics guru Maxwell Maltz. Although Maltz died in 1975, the book is written in Maltz's voice by five sales and psycho-cybernetics experts: Dan S. Kennedy, William T. Brooks, Matt Oechsli, and Jeff Paul and Pamela Yellen. The book outlines a self-improvement program designed to help sales professionals overcome low self-esteem using Maltz's own techniques for reprogramming the subconscious mind. Coauthor Kennedy writes that the goal of Zero-Resistance Selling is to create "a new kind of selling experience, free of all the resistance and obstacles manufactured inside the mind, and free of the resistance served up by prospects who sense insecurity on the part of the salesperson."

About the Author
Dan S. Kennedy, William T. Brooks, Matt Oechsli and Jeff Paul, four of the nation's most successful business educators and self-improvement authors, are founding board members of The Psycho-Cybernetics Foundation, Inc. Pamela Yellen is CEO of the Prospecting and Marketing Institute.

Customer Reviews

Influence Agreement
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 we'll 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.

This is Powerfull Stuff!
What do you get when you put Dan S. Kennedy--the all-time, number one, best salesman and marketer in the world, and Maxwell Maltz--the world's leading innovator of self-image building, and blend them together--well, you guessed it...one powerfull piece of work. Invaluable to anyone needing to learn the inner game of selling, and by this I mean, one must master their inner self (Maltz) before they can master thier salesmanship and certainly bestow their conquering effects of marketing (Kennedy) on the world. Worth the read, very easy, flowing and has readily available and practical exercises for training your mind...to SELL! Top 10 sales book, on my list. Steve Adele

Don't Even Think About Selling Until You've Read this Book
I give this book six stars! Most selling books tell you how to help your prospects or customers and in result you close a sale. Zero Resistance Selling goes beyond that and shows you how to help yourself by improving your self-image. Doing so creates an environment that is non-resistant both for you and your prospect.

It is full of excellent tips for handling pressure and getting rid of fear. This is powerful powerful stuff! Read this book not once but twice and make it part of your thinking. I promise you that you will see immediate results not only in your sales but in your life as well!

I highly recommend it!