Zero Resistance Selling

I've had anxiety over selling a particular product. Things like not believing in my sales capability and fear of wasting energy on calling prospects held me back. Now, am f*cking confident that I'll be making at least $200,000 in the next nine months alone. I rated this 5 Stars because I believe the book easily pays for itself. The anxiety you reduce. The confidence you exude. The ease with which they can be had are obvious when you read this. I've looked and looked in Maxwell's other books, too... you cannot find the succinct, sales-based advice you need in there. It's only in this book that it will be found. I would recommend this as required reading for ANY sales professional, new or veteran. This is absolutely required... even above Brian Tracy or Tony Robbins' or Tom Hopkins or Neil Rackham's material.

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.

I love this author so much.

Out of all the books I've read on sales, this is the very best. It utilizes many of the principles of Psycho-cybernetics, another book by Maltz, and gets directly to the heart of finding success in selling. I would recommend this book to anyone who wants to learn how to be successful in sales or any other field where one must be persuasive. A person must improve their self image if they want to find success in any field and this book aids in that endeavor.

Interesting concepts that work if applied.

My husband asked me to purchase this for him so that he could use ideas and excerpts from this book during his morning sales meetings. He is a general sales manager at a car dealership. He says this book has been beneficial to both him and his team.

A great instructional read with practical exercises and interesting supporting stories make this an easy and worthwhile read. Dr. Maltz has such an interesting perspective and was ahead of his time. The addition of Dan S. Kennedy to the foundation's staff provides a brilliant boost to updating this timeless treasure.

As with any book it may be for some but never for all. Personally this is exactly what I needed. I have struggled most of my life with a low self image. This book along with Psycho-Cybernetics is exactly what I needed long ago and fortuantely now is making a difference in my live. My career objective now requires more "selling" so this book is right on in that regard, but more importantly is making a dramatic difference in me personally so I can enjoy my life.