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How To Sell When Nobody's Buying: (And How to Sell Even More When They Are)
 
 
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How To Sell When Nobody's Buying: (And How to Sell Even More When They Are) (Hardcover)

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Editorial Reviews

Product Description

The most effective sales strategies for tough economic times

Today's selling environment is tough, and only getting tougher. The old tactics are no longer working, and the current economy is only making selling more difficult. You need sales tactics and strategies that work now and fast . . . even when no one wants to buy-and tactics and strategies that will work even better when they do want to buy.

How to Sell When Nobody's Buying is a practical, effective guide to selling even in the toughest of times. This book is packed with new information about creating sales opportunities. Most sales strategies taught today are based on outdated information from ten, twenty, even thirty years ago and they simply don't work today. You'll find the tools and information you need to gain confidence, create powerful alliances, profitable social networks, and drive your profits to unprecedented highs. Whether you sell business-to-business or direct to the consumer, whether you sell real estate or retail, this is the sales guide for you.

  • Features effective, simple strategies for selling in tough economic times
  • Offers free or low-cost prospecting tools that bring in customers by the herd
  • Includes case studies from top salespeople that reveal new ways to bring in customers
  • From sales guru Dave Lakhani, author of Persuasion, Subliminal Persuasion, and The Power of an Hour

These days, you need all the help you can get to sell effectively. If you want to increase your sales and drive your business forward-no matter what the economy or your industry does-learn How to Sell When Nobody's Buying.

From the Inside Flap

You are holding this book because you need to make more sales fast in an uncertain time. The pressure to sell has never been higher. But as the economy, your industry, and the markets change, does that really mean that people aren't buying anymore?

Of course not. First, you have to understand, it's not your fault. You're struggling because the current model for reaching and converting customers is seriously outdated and no longer works. You must develop new skills in a rapidly changing world if you intend to sell. We're in a new economy full of rapidly changing industries—and new sales rules apply. Customers have up-to-the-minute information access, a global reach, a social-networking mindset, a desire for instant gratification, and expectations of more powerful, high-tech experiences. That means you must understand what consumers demand of you before putting products and services in front of them. You need to pick up the tools that connect you to your market, expand your networks, and create a persuasive message that reaches customers where they live. The rules have changed and only those most adaptable to change will survive.

This approach is necessary for everyone in the sales industry. Whether you're a salesperson, a sales manager, are self-employed, or are part of a sales team, How to Sell When Nobody's Buying is the one-stop resource you need to stand out in the marketplace—starting now. A master persuader, marketer, and sales strategist, Dave Lakhani provides the tools and techniques you need to make a difference in your sales numbers and profits immediately, including:

  • Free or low-cost prospecting tools that encourage instead of turn away customers
  • The secret source of unlimited new customers in any industry in any market
  • Case studies from top salespeople that show new ways to seize opportunity
  • Sequential influence strategies that allow you to create massive desire
  • How to increase order size and reorder opportunity with every sale
  • Automated productivity tactics that instantly give you more time and capacity

Tough times present real opportunity for forward- thinking sales teams. Lakhani gives you the tools and understanding you need to gain new confidence, create powerful alliances, find great prospects, and drive your profits to unprecedented levels. Whether your specialization is retail, B-to-B, B-to-C, real estate, services, or your own business, you can use these quick-and-easy lessons to instantly create more sales, find greater success, and tap into the potential that's waiting for you in the new economy.

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Product Details

  • Hardcover: 238 pages
  • Publisher: Wiley; 1 edition (June 9, 2009)
  • Language: English
  • ISBN-10: 0470504897
  • ISBN-13: 978-0470504895
  • Product Dimensions: 8.6 x 5.9 x 1 inches
  • Shipping Weight: 12.8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (36 customer reviews)
  • Amazon.com Sales Rank: #92,039 in Books (See Bestsellers in Books)

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Dave Lakhani
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Customer Reviews

36 Reviews
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Average Customer Review
4.6 out of 5 stars (36 customer reviews)
 
 
 
 
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13 of 16 people found the following review helpful:
5.0 out of 5 stars This book will help you become a sales super hero!, June 3, 2009
By Scott S, Bell "Entreprenuer" (Elk Grove California) - See all my reviews
(REAL NAME)   
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If you have ever seen Dave speak there is only one way to describe his style and that would be intense. This book fits that mold and then some. It is absolutely packed from beginning to end with valuable and useful information that you can actually use no matter your specialty or your profession.

Right now the question in your head should be "Who is still buying and how do I connect with them?"

Many sales books deliver information on sales and theories but then do not explain how to use the idea or implement it in a way that works. This book not only delivers on ideas but sets a strategy on how to make you an obvious expert.

In an age where the effective sales process changes almost weekly you as a sales person must not only be able to provide the basics in sales but also be able to be the chameleon who can adapt to newer strategies like social media or a video presentation.

The chapter on social media is a wealth of information on how to set your stage for success.

The 7 pages on how Dave has staged a drip process is not just entertaining and informative but also sets the stage for your own creativity to make your own process to get noticed by prospective clients.

If you want to be a top producer or are currently one arm yourself with this book and ideas that will help propel you to superstar or beyond.

The topics covered range from motivational, up sells / down sells, how to effectively sell to a group of decision makers, telling stories, asking effective questions and much more.

The interview with Matt Hoover is amazing and inspirational. What I learned from it was most walls or roadblocks for sales are in your head; by preparing right now you will be ahead of those who are lazy and not prepared. The challenge is to implement what you have read so that you can actually make income from it. It comes down to you and the question if you really will implement the ideas or wish that you did?
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7 of 8 people found the following review helpful:
5.0 out of 5 stars Buy this book if you're in the selling biz!, June 2, 2009
It isn't very often that I buy a book and feel like I have to go give a review, but this book is definitely one of those books I feel needs to be read by anyone and everyone in the sales business!

Right off the bat you're hit with advice that will get you rocking and rolling! Dave starts on Chapter 0 (yes, 0!) with a quick start section to Sell More Right Now! In it he walks the reader through a process to engage old prospects, create new referrals, drum up new prospects, and get you in the door and pitching the big guys within the first week. How?!?! Uh... read the book!

You're not going to find the same ole dibble about running the sales game like it used to be done...oh.... did you think that the sales game was the same, still?!?! No way! I love what Dave says about sales, "Selling changed and someone forgot to tell the sales teams." Great way to put it! And he demonstrates exactly what he means throughout his well thought out book.

Dave points out that sales in this century have a very different feel and dynamic. And the salesperson who wants to not only survive but thrive will take notes and run with the info found in How to sell when nobody's buying. I am!

Since the book was written by the master of persuasion himself you'll find information on getting your mindset ready to achieve what is possible and prosper in this day and age. In fact every chapter empowers you to do more in less time and much more effectively than you may have been doing before.

This book is also more than just how to increase your sales, it's about how to increase the value of who you are as a sales professional. Sure the economy has taken a bit of a bump, but sales are still being made, people are still in the market and still buying! If you are placed as an expert in your field (yes the book goes into this as well!) you will be the one buyers will flock to.

And for those less technically savvy, Dave devotes part of the book to taking your sales to the next level - into the digital age!

You'll find information on online sales integration like:

using free online services to market your services and draw prospects to you
using social networks to Make you Money! (I'm sure you've heard of Facebook? Twitter?)
how big corporations are using social media EFFECTIVELY! ( Shocking info that blew my mind!)
How about free conference services that will provide you with mp3's of conference calls (This alone will save you thousands if you're using standard conferencing services!)

And if all the above was enough to get you to buy the book ... there's even more!

How about interviews with leading experts on management and motivation?
In the book, Dave interviewed a genius who changed how his company ran and ended up with the company's best year ever when everyone else was suffering with downturns in the economy. And yes he shares that with the reader!

Let me tell you, this book was one I read from cover to cover. Then I got on the phone and called my friend and spent the next couple of hours strategizing and implementing the ideas.
So in the end I very highly recommend this book. Period. Buy it then send me a Christmas card from Maui. Better still look me up while you're there, we'll share a Mai Tai!


(ps. If you're in the insurance business, don't read this book! I've already teamed up with the top selling agent, in the top grossing district in the nation, and most likely we'll be calling on some of the prospects you've neglected. But by all means please feel free to send me your referrals that "aren't" buying...haha!)
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8 of 10 people found the following review helpful:
5.0 out of 5 stars Dave is a One-Man Stimulus Package..., June 5, 2009
Amazon Verified Purchase(What's this?)
You CAN prosper in a tough economy. But you have to keep at it.

With this sluggish economy, many people are immobilized by fear...

They are more cautious than ever, and they are buying less and less. I hate to tell you this, but everyone is predicting that it is only going to get worse in the short-term.

You can't just be mediocre and expect to keep bringing in sales every month. As things get tougher, you need to work harder just to stay even.

To get ahead in this economic climate, you need fresh, new, proven techniques... like the ones you'll find in HOW TO SELL WHEN NOBODY'S BUYING.

With fewer opportunities, you need to have a method for finding as many of them as possible, and then maxing out your chances of "sales gold" once you identify them...

Dave Lakhani's book is full of ideas that will help sales pros of all stripes to find their Inner Salesman and let him or her loose on the market. It is full of hard-hitting actionable information and should be read (and then acted on) by every sales pro.

If you believe, as I do, that small business entrepreneurs and sales pros are the twin engines of the global economy, then you will want to do your part to our recovery and BUY THIS BOOK.

You will not be sorry.
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Most Recent Customer Reviews

5.0 out of 5 stars Great read
This book follows the other sales books I have read. The author describes a system of self promotion using the latest IT tool. Read more
Published 3 days ago by Andrey Gorelik

2.0 out of 5 stars You get what you pay for.
Ok, so in the section of "some of the few things your assistant can do for you to save time" on page 23, there are two misspellings "Facebook" (spelled Face Book) and "Autopay"... Read more
Published 12 days ago by Jimmy Cheung

5.0 out of 5 stars You need this book!
I've read quite a few books on selling this year and the most useful one has been "How to Sell When Nobody is Buying" by Dave Lakhani. Read more
Published 2 months ago by Sifu Alain Garofalo

4.0 out of 5 stars The more like Dave Lakhani's sales business YOUR business is, the more you'll like this book
This book is written with enthusiasm and sincerity. It is
also written very much from the perspective of a guy whose
selling activity is all about getting to top... Read more
Published 3 months ago by Loren Woirhaye

5.0 out of 5 stars This one's a keeper!
I am not a traditional salesperson. I own my own business and let the economy slump influence my marketing strategies. Read more
Published 4 months ago by Teri Dempski

5.0 out of 5 stars This Book Tells How You Can Stand Out In the Marketplace
I bought this book for a few reasons; it's author has a pretty interesting blog [...] and I got his Power of an Hour, which was pretty good also. Read more
Published 4 months ago by S. Heins

5.0 out of 5 stars Incredible Resource for Sales Professionals
One of the best books I've read for sales professionals. Ideas are fresh. Finally a book in which our electronic
communications environment is addressed head on! Read more
Published 5 months ago by Karen Kneib

5.0 out of 5 stars Dave Lakhani Broke the Trance of Stage Hypnotist Simone....Forever...with This Information!!!
My name is Stage Hypnotist Simone. I recently attended Dave Lakhani's event in Los Angeles where he taught the most powerful content on How to Sell When Nobody's Buying to a group... Read more
Published 5 months ago by Stage Hypnotist Simone

5.0 out of 5 stars This one's a keeper!
As one of the foremost experts in the US on persuasion today, Dave Lakhani is uniquely qualified to help you sell more and succeed. Read more
Published 6 months ago by Felicia J. Slattery

5.0 out of 5 stars Welcome to the 21st Century... This is Not Your Father's Sales Book
Lakhani is a well known sales trainer, speaker and consultant, and unfortunately, it's become all too common for gentlemen like Mr. Read more
Published 6 months ago by Craig Ernst

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