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64 of 66 found the following review helpful:
 Influence Agreement Jul 10, 2004
By Carmen Matthews
"The Serene Samurai"
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.
19 of 19 found the following review helpful:
This is Powerfull Stuff! Jul 19, 2000
By Stephen Adele
"www.RealSOLUTIONSMag.com"
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
26 of 28 found the following review helpful:
Don't Even Think About Selling Until You've Read this Book Jan 20, 1999
By daniel@imagemaster.com
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!
15 of 15 found the following review helpful:
Must reading for all sales people Dec 22, 2005
By Ben Flesihman
The late Maxwell Maltz certaintly created a mind revolution over 45 years ago. Little did we know how much the mind plays in all areas of success. Having read the original version of Psycho Cybernetics, I already was applying many of Maltz's principles. When I saw this new book I WAS INTRIQUED BUT DIDN'T THINK IT WOULD HELP. Boy, was I wrong.
If you are in sales, you will find this book will reveal all you need to create the right mindset, overcome call reluctance, beat customer objections and look into the minds of your prospects. You will overcome stalls and break through sales platteus. Get out of slumps and set new records.
As Maltz told us in his first ground breaking book over 45 years ago, it's all possible through the self image. Change the self image and you change the area of the possible. So many of us have imbedded negative thoughts and thought patterns. You can't do it with PMA alone. Maltz's techniques work. And in Zero Resistance Selling, you get the best of Maltz along with four other sales experts. This book is a winner.
Read this along with Psycho-Cybernetics. Do the exercises and you'll get some results.
37 of 43 found the following review helpful:
A profound and proactive sales success book! Apr 22, 2001
By Randy Gilbert
"Best Seller Mentor"
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!
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based on 11 reviews
