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. 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." [ ^Top ]
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Pretty basic but a good review book to have in the library
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After starting my new phone sales job. I realized I needed to brush up on my skills and mental schema. I first purchased Zero Resistance Selling to give me a clear view of my mentality in selling. This book from the beginning to the end is definitely an eye opener. A combination of both sales skill sets and self development that gives an edge to how you approach your job and clients. This book is highly highly needed to be ready by all sales professionals and should be at the top of the list of what to read.
The perfect first sales book for anybody new to the sales profession
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Maltz is credited with authoring this book,
but several other people copped his voice and
ideas to flesh it out.
Sometimes the point-of-view shifts and it's not
Maltz writing about his experiences in the 50s,
it's Dan Kennedy writing about the 80s.... and it's
a little confusing.
Actually the tone of the writing is very consistent
so it's like,"how did this guy accumulate so many stories
in such diverse fields?" - and then you realize that
it's written by several writers sharing their own
perspectives on Maltz's timeless insights.
Experienced salespeople can learn a lot from this - but
if you've been selling for a while you have probably
figured a lot of this stuff out. Beginners and the
thin-skinned let rejection get to them, pros don't -
or at least not enough to make them give up and quit.
People who are "selling machines" are uncommon - most
people don't have the natural personality traits to do
sales effortlessly, but they can learn to build a
suit of armor within themselves to protect themselves
from the hard knocks of sales.
That's what this book is all about. If you are a hardened
salesperson or an ex-marine you probably will think
all this "sensitive" stuff is a lot of bunk - but having
employed a lot of salespeople I can tell you - a lot of
them are fragile people in some way or other and sales
really is not friendly to the fragile.
David Sandler's sales training is a great complement to
this book - because he's warm and compassionate towards
salespeople. You might not like to think that inside
yourself is a little child craving validation and love,
but if you put your self-worth on the line selling to
strangers (or not selling, which is far worse) that inner
child needs some nourishment to keep you going through
the tough times.
All salespeople have slumps... and when you are in one
it's tempting to give up and do something less well-paid
that puts a whole lot less of you on the line. The truth
is that selling requires "Bullocks" and few people have
that quality in natural abundance. They need to learn
it. Anything you do that gives you the Grit to persevere
can help - because that's what success is mostly, having
the courage to keep showing up and working towards getting
the results you want.
This is the book I tell beginners to read. If you train
or hire salespeople it's worth reading too - because even
if you are a good sales performer a lot of the people you
are working with will have big self-esteem issues that
aren't obvious to YOU, but show up when they go out and
try to sell - often in the form of reluctance to generate
leads or make phone calls, perverse as that is.
Must reading for all sales people
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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.
Influence Agreement
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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.
Good but not 5 stars
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This Book is for you if you don't have self confidence. The only thing that the book said was to have confidence when you sell, and picture the sale "in the theatre of your mind" before you actually sell. I wish I read this book at the public library, maybe it's worth browsing and reading, it's a quick read, but not really worth keeping in your library unless of course you need a confidence boost
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