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!

36 of 40 found the following review helpful:


Just what everybody (not just salespeople) needs  May 23, 2000 By Michael Mendenhall "september17th"
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.

33 of 40 found the following review helpful:


A few nuggests of info, but basically one long commercial  Apr 17, 2005 By Troy Lerner "President, Booyah Online Advertising"
I should have known better when I thought this sales book would be any different from the others. No new ideas here. At least you will find that Dan Kennedy's writing style is easy to read and often funny. Ultimately though, I felt like this was one long commercial to sign up for a subscription to Dan's "Inner Circle" club. Skip the book, just go to www.dankennedy.com.

This book is just like one of those sales seminars that pack 15,000 people into an arena under the guise of a "leadership" conference and then just sell you $300 tape collections.

9 of 9 found the following review helpful:


a Great PROACTIVE Business Book  Aug 01, 2004 By Randy Gilbert "Master Life and Business Builder"
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"

7 of 8 found the following review helpful:


Put Your Dan Kennedy Suit On!  Sep 02, 2004 By Smartzville Marketing "Laura"
This book should be dog-eared in short order and kept for years to come (I don't understand how anyone can be selling these used! I won't even lend my copy to my best friend!)

Doesn't matter what you're selling - or even if you aren't selling - ultimately everyone is a salesperson, even if you're handing out resumes in the corporate world or looking for a soulmate.

This book is so much more than its title suggests...truly not just a how-to or what's-hot-in-sales manual...it's a mindset, a lifestyle change, an earth shattering discovery of the road to real success.

Good grief, I CAN'T do this book justice in a review - you're just going to have to spend the $10 or so and get one yourself! When you read it, take it one step further, don't just apply it to your 'sales' or 'yearend business balance" - apply it to your life!

"Put Your Dan Kennedy Suit On!" is my personal mantra to reference favorite realizations having devoured this book - namely getting your ego out of the way, creating personal mystique, and reading people's minds.

See all 32 customer reviews on Amazon.com