Dan Kennedy Takes Business Owners from Recession Warriors to New Economy Entrepreneurs
Dan Kennedy's original No B.S. Business Success and No B.S. Sales Success books earned a collaborative nod of approval from thousands of entrepreneurs and small business owners. Now, as those same entrepreneurs are faced with a crashing economy and a fickle market, Kennedy once again comes to their rescue, inviting them to push past today's upsets and start moving forward into The New Economy. Uncovering new opportunities, revealing new requirements, and restoring time-honored business principles, the famously frank Kennedy once again steers entrepreneurs in the right direction-toward success. These are the first books to identify and address The New Economy specific to entrepreneurs and sales professionals.
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
FOREWORD
INTRODUCTION
PART 1
FIFTEEN NO B.S. STRATEGIES FOREXCEPTIONAL SUCCESS IN SALES,PERSUASION, AND NEGOTIATIONS
Chapter #1STRATEGY #1: IMMUNITY TO THE WORD"NO"
Chapter #2 STRATEGY #2: THE POSITIVE POWER OF NEGATIVE PREPARATION
Chapter #3STRATEGY #3: USE LISTENING TO INFLUENCE PEOPLE
Chapter #4STRATEGY #4: AVOID CONTAMINATION
Chapter #5STRATEGY #5: THE PROCESS OF PERSONAL PACKAGING
Chapter #6STRATEGY #6: REMEMBERING WHY YOU'RE THERE
Chapter #7STRATEGY #7: DO EXPECTATIONS GOVERN RESULTS?
Chapter #8STRATEGY #8: PROOF: THE MOST IMPORTANT TOOL FOR EXCEPTINONAL SUCCESS IN SELLING
Chapter #9STRATEGY #9: FRED HERMAN'S K.I.S.S. PRINCIPLE
Chapter #10STRATEGY #10: SELL MONEY AT A DISCOUNT
Chapter #11STRATEGY #11: ALWAYS COMPARE APPLES TO ORANGES
Chapter #12STRATEGY #12: IN SEARCH OF THE FREE LUNCH
Chapter #13STRATEGY #13: THE MAGIC OF MYSTIQUE
Chapter #14STRATEGY #14: I'D RATHER BE DUMB ANDPERSISTENT THAN SMART AND IMPATIENT
Chapter #15STRATEGY #15: LONG DISTANCE IS NOWHERE NEAR AS GOOD AS BEING THERE
PART 2HOW TO STOP PROSPECTINGONCE AND FOR ALL
Chapter #16POSITINING, NOT PROSPECTING
Chapter #17HOW TO USE "LEAD GENERATION ADVERTISING" TO ATTRACT HIGHLY QUALIFIED PROSPECTS
PART 3A NO B.S. START-TO-FINISHSTRUCTURE FOR THE SALE
Chapter #18THE SIX STEPS OF THE NO B.S. SALES PROCESS
PART 4DUMB AND DUMBERThings That SabotageSales Success
Chapter 19B.S. THAT SALES MANAGERS SHOVEL ONTO SALESPEOPLE
Chapter 206 DUMBEST THINGS SALESPEOPLE DO TO SABOTAGE THEMSELVES
PART 5MY BIGGEST SECRET TO EXCEPTIONALRESULTS IN SELLING: TAKEAWAY SELLING
Chapter #21THE AWSOME POWER OF TAKEAWAY SELLING
Chapter 22A FINAL WORD FROM THE AUTHOR
BONUS BOOK: HOW TO READ ANYONE'S MIND
REFERENCES SECTION
Dan Kennedy Takes Business Owners from Recession Warriors to New Economy Entrepreneurs
Dan Kennedy's original No B.S. Business Success and No B.S. Sales Success books earned a collaborative nod of approval from thousands of entrepreneurs and small business owners. Now, as those same entrepreneurs are faced with a crashing economy and a fickle market, Kennedy once again comes to their rescue, inviting them to push past today's upsets and start moving forward into The New Economy. Uncovering new opportunities, revealing new requirements, and restoring time-honored business principles, the famously frank Kennedy once again steers entrepreneurs in the right direction-toward success. These are the first books to identify and address The New Economy specific to entrepreneurs and sales professionals.
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
FOREWORD
INTRODUCTION
PART 1
FIFTEEN NO B.S. STRATEGIES FOREXCEPTIONAL SUCCESS IN SALES,PERSUASION, AND NEGOTIATIONS
Chapter #1STRATEGY #1: IMMUNITY TO THE WORD"NO"
Chapter #2 STRATEGY #2: THE POSITIVE POWER OF NEGATIVE PREPARATION
Chapter #3STRATEGY #3: USE LISTENING TO INFLUENCE PEOPLE
Chapter #4STRATEGY #4: AVOID CONTAMINATION
Chapter #5STRATEGY #5: THE PROCESS OF PERSONAL PACKAGING
Chapter #6STRATEGY #6: REMEMBERING WHY YOU'RE THERE
Chapter #7STRATEGY #7: DO EXPECTATIONS GOVERN RESULTS?
Chapter #8STRATEGY #8: PROOF: THE MOST IMPORTANT TOOL FOR EXCEPTINONAL SUCCESS IN SELLING
Chapter #9STRATEGY #9: FRED HERMAN'S K.I.S.S. PRINCIPLE
Chapter #10STRATEGY #10: SELL MONEY AT A DISCOUNT
Chapter #11STRATEGY #11: ALWAYS COMPARE APPLES TO ORANGES
Chapter #12STRATEGY #12: IN SEARCH OF THE FREE LUNCH
Chapter #13STRATEGY #13: THE MAGIC OF MYSTIQUE
Chapter #14STRATEGY #14: I'D RATHER BE DUMB ANDPERSISTENT THAN SMART AND IMPATIENT
Chapter #15STRATEGY #15: LONG DISTANCE IS NOWHERE NEAR AS GOOD AS BEING THERE
PART 2HOW TO STOP PROSPECTINGONCE AND FOR ALL
Chapter #16POSITINING, NOT PROSPECTING
Chapter #17HOW TO USE "LEAD GENERATION ADVERTISING" TO ATTRACT HIGHLY QUALIFIED PROSPECTS
PART 3A NO B.S. START-TO-FINISHSTRUCTURE FOR THE SALE
Chapter #18THE SIX STEPS OF THE NO B.S. SALES PROCESS
PART 4DUMB AND DUMBERThings That SabotageSales Success
Chapter 19B.S. THAT SALES MANAGERS SHOVEL ONTO SALESPEOPLE
Chapter 206 DUMBEST THINGS SALESPEOPLE DO TO SABOTAGE THEMSELVES
PART 5MY BIGGEST SECRET TO EXCEPTIONALRESULTS IN SELLING: TAKEAWAY SELLING
Chapter #21THE AWSOME POWER OF TAKEAWAY SELLING
Chapter 22A FINAL WORD FROM THE AUTHOR
BONUS BOOK: HOW TO READ ANYONE'S MIND
REFERENCES SECTION
FOREWORD
INTRODUCTION
PART 1
FIFTEEN NO B.S. STRATEGIES FOR EXCEPTIONAL SUCCESS IN SALES,
PERSUASION, AND NEGOTIATIONS
Chapter #1 STRATEGY #1: IMMUNITY TO THE WORD“NO”
Chapter #2 STRATEGY #2: THE POSITIVE POWER OF NEGATIVE
PREPARATION
Chapter #3 STRATEGY #3: USE LISTENING TO INFLUENCE PEOPLE
Chapter #4 STRATEGY #4: AVOID CONTAMINATION
Chapter #5 STRATEGY #5: THE PROCESS OF PERSONAL PACKAGING
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
EXCEPTINONAL SUCCESS IN SELLING
Chapter #9 STRATEGY #9: FRED HERMAN’S K.I.S.S. PRINCIPLE
Chapter #10 STRATEGY #10: SELL MONEY AT A DISCOUNT
Chapter #11 STRATEGY #11: ALWAYS COMPARE APPLES TO ORANGES
Chapter #12 STRATEGY #12: IN SEARCH OF THE FREE LUNCH
Chapter #13 STRATEGY #13: THE MAGIC OF MYSTIQUE
Chapter #14 STRATEGY #14: I’D RATHER BE DUMB ANDPERSISTENT THAN
SMART AND IMPATIENT
Chapter #15 STRATEGY #15: LONG DISTANCE IS NOWHERE NEAR AS GOOD AS
BEING THERE
PART 2 HOW TO STOP PROSPECTING ONCE AND FOR ALL
Chapter #16 POSITINING, NOT PROSPECTING
Chapter #17 HOW TO USE “LEAD GENERATION ADVERTISING” TO ATTRACT
HIGHLY QUALIFIED PROSPECTS
PART 3 A NO B.S. START-TO-FINISH STRUCTURE FOR THE SALE
Chapter #18 THE SIX STEPS OF THE NO B.S. SALES PROCESS
PART 4 DUMB AND DUMBER Things That Sabotage Sales Success
Chapter 19 B.S. THAT SALES MANAGERS SHOVEL ONTO SALESPEOPLE
Chapter 20 6 DUMBEST THINGS SALESPEOPLE DO TO SABOTAGE
THEMSELVES
PART 5 MY BIGGEST SECRET TO EXCEPTIONAL RESULTS IN SELLING:
TAKEAWAY SELLING
Chapter #21 THE AWSOME POWER OF TAKEAWAY SELLING
Chapter 22 A FINAL WORD FROM THE AUTHOR
BONUS BOOK: HOW TO READ ANYONE’S MIND
REFERENCES SECTION
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
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