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How To Sell When Nobody's Buying: (And How to Sell Even More When They Are) Hardcover – June 9, 2009
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From the Inside Flap
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 You're struggling because the current model for reaching and converting customers is seriously outdated and no longer works.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.
From the Back Cover
"This amazing book is a one-man stimulus package . . . and should be required reading in both tough times and boom times. This timely book delivers fresh actionable strategies that show sales pros how to grab their clients attention and how to take massive action to build sales momentum to a fever pitch."
—Rob Northrup, President, Advanced Extrusion Solutions (and Field Sales Pro)
"Using the step-by-step daily system in How to Sell When Nobody's Buying, we generated so many leads in the 'worst possible time' that we had to add two new salespeople. Get this book!"
—Stephanie Frank, President, Success IQ University, www.SuccessIQu.com
"Brilliant! After only two days of using Dave Lakhani's success strategies outlined in this groundbreaking new sales bible, I'm in the process of negotiating monthly training contracts with Disney and AOL! Enough said? Buy this book today!"
—Janine Driver, Body Language Contributor, NBC's Today show President, The Institute of Leadership Innovation
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Top Customer Reviews
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?
Immediately the author presents to you technique after technique all of which have specific instructions and "how to's."
That's the first 20 pages, and they are often clever, creative and innovative approaches at getting someone's business.
The next chapter opens up with what I think is a mistake. The author basically says, "you probably bought this book because you are in a slump." OK, half of a mistake. A lot of people will be in sales slumps, but generally I find that people who read in general are better at what they do, more reliable, more intelligent and I submit that people picked this book up because they are familiar with the author and are ready for *more.*
For example, Fearsome Focus, which is dealt with in the book, is the instructions on how to REALLY get things done. How to REALLY make progress. I like the authors 45/15 rule for focus. If the readers does JUST ONE THING after reading this book it is THIS TECHNIQUE that will pay off the most. It's worth the price of the book and 4 zeroes after that price...
This book is fresh. It is a kick in the butt and it is spot on and filled with tools, strategy and technique.
You can't ask for more than that in a book on selling.
This is one of the best I've read.
Author of The Psychology of Persuasion
The Science of Influence
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.
Having been in the sales profession for over 14 years I've attended many sales training events and read a lot of books, but I still found myself learning new things right from the very first page. The book starts out with a quickstart guide that will literally turbocharge your sales career right from the first day you implement it.
Lakhani's style is built on boldness, working smarter and trying harder. This is not simply intellectual read, although there is plenty of theory, this is an action plan that will produce results. I have used some of the techniques he recommends so I know they work. A lot of the other techniques and strategies detailed were "a-ha" moments for me - so simple in application I can't believe I hadn't thought of them before but devastatingly effective. I will be integrating them into my sales framework.
Lakhani goes into depth on leveraging new technologies and social media to network, make sales and increase our effectiveness. This alone was worth the price of the book.Read more ›
Most Recent Customer Reviews
Dave Lakhani's book "How To Sell When Nobody's Buying," understands that readers want two things: A quick jump start and a long term plan for a successful business, and he... Read morePublished 9 months ago by Chris Bolger, Peak Performance Consultant
I got the book in it's audiobook format, and it's just brilliant. Dave gives straight to the point tips and effective sales tools. No b/s ing around with theories. Read morePublished 17 months ago by J_Brown
Very nice product! Great job! Feeling the power! thank you from PowerMan!Published 18 months ago by viking
Imagine...... what would happen if your sales doubled...... or even tripled! Would that change your life? Read morePublished on April 15, 2014 by Tom Bice
This was one of the best books on sales i ever read. I read all the books out there like SPIN Selling, Exceptional Selling, Selling To Win etc... Read morePublished on January 19, 2014 by Darren Mc Nelis
I will not waste words here about something that is so practical.
This is by far the simplest and most practical book about increasing sales even during recession I have ever... Read more
This book is very basic and full of obvious strategies and tactics to reaching people in the digital age. It is disappointing. Save your money.Published on March 8, 2013 by highbar139
I enjoyed this book very much. It is full of great ideas on how to create leads, how to work a room when doing a presentation, how to get your foot in the door etc.. Read morePublished on March 21, 2012 by Andrew Hatch
I bought this book because of the reviews. I don't know what these reviewers sees in this book, but there's nothing in this book worth reading about. Read morePublished on February 6, 2012 by EZKramer