ZERO RESISTANCE SELLING : (direct marketing) [Hardcover]

Maxwell Maltz (Author), Dan S. Kennedy (Author)

Book Description

Publication Date: November 6, 1998

Discusses the psycho-cybernetics principles of selling. The text explains the nine steps to creating zero-resistance selling environment, how to conquer call reluctance the psycho-cybernetics way and how to anticipate and eliminate stalls and objections.

Editorial Reviews

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." --This text refers to the Paperback edition.

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. --This text refers to the Paperback edition.

Product Details

• Hardcover: 208 pages
• Publisher: Prentice Hall Pr (November 6, 1998)
• Language: English
• ISBN-10: 0136090745
• ISBN-13: 978-0136090748
• Product Dimensions: 9 x 6.2 x 0.9 inches
• Shipping Weight: 1.2 pounds
• Average Customer Review: 4.5 out of 5 stars  See all reviews (11 customer reviews)
• Amazon Best Sellers Rank: #564,267 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

62 of 64 people found the following review helpful:

5.0 out of 5 stars Influence Agreement, July 10, 2004

By 

Carmen Matthews "The Serene Samurai" (San Diego, California) - See all my reviews
(REAL NAME)   

This review is from: Zero Resistance Selling (Paperback)

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 people found the following review helpful:

5.0 out of 5 stars This is Powerfull Stuff!, July 19, 2000

By 

Stephen Adele "www.RealSOLUTIONSMag.com" (Golden, CO United States) - See all my reviews

This review is from: Zero Resistance Selling (Paperback)

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 people found the following review helpful:

5.0 out of 5 stars Don't Even Think About Selling Until You've Read this Book, January 20, 1999

By 

[e-mail] (Ann Arbor, Michigan) - See all my reviews

This review is from: ZERO RESISTANCE SELLING : (direct marketing) (Hardcover)

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!