Zero Resistance Selling
by Maxwell Maltz
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Book Summary Information
Author: Maxwell MaltzEdition: Paperback
Audio: English (Original Language); English (Unknown); English (Published)
Published: 1998-11-01
ISBN: 0735200394
Number of pages: 224
Publisher: Prentice Hall Press
Book Reviews of Zero Resistance Selling
Book Review: The perfect first sales book for anybody new to the sales profession
Summary: 5 Stars
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.
Summary of Zero Resistance Selling
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.
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."
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