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No B.S. Sales Success in the New Economy
In The New Economy, only a select few will gain and keep membership in the elite sales fraternity enjoying the top incomes, the greatest security, the most independence and power, and the highest status. And, who better to show you how to get in than "Millionaire Maker" Dan Kennedy? Kennedy covers: - Adapting to The New Economy Consumer - How to STOP PROSPECTING Once And For All--and why you must - Put the awesome power of TAKEAWAY SELLING to work--in any environment - If you're in a commodity business, get out!--how to Re-Position, escape commoditization, and safeguard price and profits in the heightened competition of The New Economy - The One Thing to do, to leverage The New Economy's "Chaos of Choices" to your benefit - How Dumb Salespeople Work 10X Harder Than Necessary, by under-utilizing this one tool - The 6-Step No BS Sales Process: finally, a reliable system you can stick with! - 6 Ways Sales Professionals Sabotage Themselves - BS that Sales Managers shovel onto salespeople--beware! - How to switch from One-to-One to One-to-Many with Technical Tools - 8 Steps to getting past any "No" - How to CREATE TRUST (FAST) in the trust-damaged, post-recession world
- GenresBusiness
262 pages, Kindle Edition
First published January 1, 1999
45 people are currently reading
324 people want to read
About the author
Dan S. Kennedy
145 books374 followersDan S. Kennedy is the provocative, truth-telling author of seven popular No B.S. books, thirteen business books total; a serial, successful, multi-millionaire entrepreneur; trusted marketing advisor, consultant and coach to hundreds of private entrepreneurial clients running businesses from $1-million to $1-billion in size; and he influences well over 1-million independent business owners annually through his newsletters, tele-coaching programs, local Chapters and Kennedy Study Groups meeting in over 100 cities, and a network of top niched consultants in nearly 150 different business and industry categories and professions.
As a speaker Dan has repeatedly appeared with four former U.S. Presidents; business celebrities like Donald Trump and Gene Simmons (KISS, Family Jewels on A&E); legendary entrepreneurs including Jim McCann (1-800-Flowers), Debbi Fields (Mrs. Fields Cookies), and Nido Qubein (Great Harvest Bread Co.); famous business speakers including Zig Ziglar, Brian Tracy, Jim Rohn, Tom Hopkins, and Tony Robbins and countless sports and Hollywood celebrities.
Dan has addressed audiences as large as 35,000....for more than ten consecutive years, he averaged speaking to more than 250,000 people per year. Corporate engagements have included American Honda, Floor Coverings International, IBM, Pitney-Bowes, Sun Securities. Today, Dan rarely accepts speaking engagements outside of Glazer-Kennedy Insider's Circle ™ events.
As a direct-response marketing consultant and copywriter, Dan is the 'hidden genius' behind full-page magazine ads you read, TV infomercials you see, online marketing and direct-mail you receive. He is routinely paid upwards from $50,000.00 to, on average, $100,000.00 to $200,000.00 plus royalties to craft direct-response ads, sales letters, direct-mail campaigns and integrated offline/online marketing systems for his private clients.... over 85% of which repeat. His advertisements created for clients have appeared in over 200 magazines from industry trade journals, airline magazines and The Wall Street Journal to USA Today and Readers Digest to Cosmopolitan.
He has created winning campaigns for health, diet and beauty products and companies, B2B and industry products including software, and investments including Canadian land sold to Asian investors — but his #1 specialty, where he does most of his work, is with clients in the information-marketing industry including book, home study course, online course and newsletter publishers; seminar, conference and event promoters; coaching organizations; and associations. Most new client relationships begin with an initial consulting day at his base fee of $16,800.00, conducted in one of his two home cities. There is usually a waiting list, and new client candidates are asked to communicate initially via a one to two page memo describing their business, needs and interests.
As a speaker Dan has repeatedly appeared with four former U.S. Presidents; business celebrities like Donald Trump and Gene Simmons (KISS, Family Jewels on A&E); legendary entrepreneurs including Jim McCann (1-800-Flowers), Debbi Fields (Mrs. Fields Cookies), and Nido Qubein (Great Harvest Bread Co.); famous business speakers including Zig Ziglar, Brian Tracy, Jim Rohn, Tom Hopkins, and Tony Robbins and countless sports and Hollywood celebrities.
Dan has addressed audiences as large as 35,000....for more than ten consecutive years, he averaged speaking to more than 250,000 people per year. Corporate engagements have included American Honda, Floor Coverings International, IBM, Pitney-Bowes, Sun Securities. Today, Dan rarely accepts speaking engagements outside of Glazer-Kennedy Insider's Circle ™ events.
As a direct-response marketing consultant and copywriter, Dan is the 'hidden genius' behind full-page magazine ads you read, TV infomercials you see, online marketing and direct-mail you receive. He is routinely paid upwards from $50,000.00 to, on average, $100,000.00 to $200,000.00 plus royalties to craft direct-response ads, sales letters, direct-mail campaigns and integrated offline/online marketing systems for his private clients.... over 85% of which repeat. His advertisements created for clients have appeared in over 200 magazines from industry trade journals, airline magazines and The Wall Street Journal to USA Today and Readers Digest to Cosmopolitan.
He has created winning campaigns for health, diet and beauty products and companies, B2B and industry products including software, and investments including Canadian land sold to Asian investors — but his #1 specialty, where he does most of his work, is with clients in the information-marketing industry including book, home study course, online course and newsletter publishers; seminar, conference and event promoters; coaching organizations; and associations. Most new client relationships begin with an initial consulting day at his base fee of $16,800.00, conducted in one of his two home cities. There is usually a waiting list, and new client candidates are asked to communicate initially via a one to two page memo describing their business, needs and interests.
Ratings & Reviews
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Displaying 1 - 15 of 15 reviews
February 3, 2011
Dan Kennedy will change the way you think about sales. He's not a wannabe-expert churning out untested ideas. He's developed these ideas servicing some powerhouse clients. My own sales have improved since I read this and my copywriting has become more effective — getting higher results — than ever before.
March 30, 2025
“berpikir positif saja tidak akan menggantikan persiapan yang matang.”
Akhirnya, kamu dilihat sebagai penghibur atau konsultan gratis, bukan sebagai penjual yang membawa nilai.
Kamu boleh menyampaikan klaim sebanyak yang kamu mau, tapi hanya bukti yang membuat orang percaya dan membeli.
Sales yang sukses tidak hanya membawa janji, tapi juga menghadirkan bukti konkret yang meyakinkan.
Kalau kamu membuatnya sederhana, mereka akan memahaminya. Kalau mereka paham, mereka akan percaya. Kalau mereka percaya, mereka akan membeli.”
Risiko Jika Kamu Gagal Membingkai Ulang:
Prospek akan membuat perbandingan sendiri—dan biasanya tidak menguntungkan kamu.
Kamu akan dibandingkan secara dangkal dan dinilai berdasarkan harga semata.
Dalam dunia yang terlalu transparan, mereka yang bisa menjaga misterinya akan tetap memegang kekuatan.
bahwa kegigihan adalah kekuatan super dalam penjualan, bahkan mengalahkan kecerdasan, strategi kompleks, atau retorika hebat.
Ia sudah melihat sendiri bahwa banyak orang pintar gagal dalam penjualan karena terlalu cepat menyerah, terlalu angkuh untuk mengulang, atau terlalu malas untuk konsisten.
Positioning mindset:
“Kami hanya bekerja dengan partner yang serius ingin mencapai X. Boleh saya tahu apakah Anda termasuk?”
Pra-Syarat Awal (Pre-Conditions):
Sebelum memulai proses, pastikan prospek:
Punya minat.
Punya kemampuan membayar.
Punya otoritas untuk membuat keputusan.
Sudah memiliki predisposisi positif (terbuka).
Overdeliver di Tahap Awal
Jika memungkinkan, berikan sesuatu lebih cepat dari yang dijanjikan.
Bisa berupa welcome kit, akses ke konten bonus, atau email berisi tips praktis.
Ini menciptakan efek "Wow!" di awal, menguatkan keputusan mereka.
Sales manager yang buruk tidak hanya menyabotase penjualannya sendiri—mereka merusak performa seluruh tim.
-Sales harus belajar berpikir mandiri.
-Jangan telan mentah semua “nasihat” hanya karena datang dari atasan.
-Bangun sistemmu sendiri yang bisa kamu pertanggungjawabkan.
-Jadilah proaktif, bukan hanya mengikuti perintah.
Tugasmu bukan jadi teman mereka. Tugasmu adalah membantu mereka membuat keputusan.”
Jika kamu terlalu fokus membangun hubungan tanpa menuntun ke arah closing, kamu hanya akan jadi “teman baik yang gratisan”.
Dan Kennedy membuka bab ini dengan menyatakan bahwa salah satu strategi paling efektif dalam penjualan justru datang dari “menarik diri”—bukan mengejar.
Kamu bersikap seolah-olah prospek yang harus meyakinkan kamu—bukan sebaliknya.
Saya menulis buku ini untuk para penjual yang ingin menang besar—bukan untuk yang hanya ingin bertahan hidup.”Kamu tidak harus paling pintar, paling ganteng, atau paling berbakat—kamu hanya harus paling gigih dan tak bisa dihentikan
Akhirnya, kamu dilihat sebagai penghibur atau konsultan gratis, bukan sebagai penjual yang membawa nilai.
Kamu boleh menyampaikan klaim sebanyak yang kamu mau, tapi hanya bukti yang membuat orang percaya dan membeli.
Sales yang sukses tidak hanya membawa janji, tapi juga menghadirkan bukti konkret yang meyakinkan.
Kalau kamu membuatnya sederhana, mereka akan memahaminya. Kalau mereka paham, mereka akan percaya. Kalau mereka percaya, mereka akan membeli.”
Risiko Jika Kamu Gagal Membingkai Ulang:
Prospek akan membuat perbandingan sendiri—dan biasanya tidak menguntungkan kamu.
Kamu akan dibandingkan secara dangkal dan dinilai berdasarkan harga semata.
Dalam dunia yang terlalu transparan, mereka yang bisa menjaga misterinya akan tetap memegang kekuatan.
bahwa kegigihan adalah kekuatan super dalam penjualan, bahkan mengalahkan kecerdasan, strategi kompleks, atau retorika hebat.
Ia sudah melihat sendiri bahwa banyak orang pintar gagal dalam penjualan karena terlalu cepat menyerah, terlalu angkuh untuk mengulang, atau terlalu malas untuk konsisten.
Positioning mindset:
“Kami hanya bekerja dengan partner yang serius ingin mencapai X. Boleh saya tahu apakah Anda termasuk?”
Pra-Syarat Awal (Pre-Conditions):
Sebelum memulai proses, pastikan prospek:
Punya minat.
Punya kemampuan membayar.
Punya otoritas untuk membuat keputusan.
Sudah memiliki predisposisi positif (terbuka).
Overdeliver di Tahap Awal
Jika memungkinkan, berikan sesuatu lebih cepat dari yang dijanjikan.
Bisa berupa welcome kit, akses ke konten bonus, atau email berisi tips praktis.
Ini menciptakan efek "Wow!" di awal, menguatkan keputusan mereka.
Sales manager yang buruk tidak hanya menyabotase penjualannya sendiri—mereka merusak performa seluruh tim.
-Sales harus belajar berpikir mandiri.
-Jangan telan mentah semua “nasihat” hanya karena datang dari atasan.
-Bangun sistemmu sendiri yang bisa kamu pertanggungjawabkan.
-Jadilah proaktif, bukan hanya mengikuti perintah.
Tugasmu bukan jadi teman mereka. Tugasmu adalah membantu mereka membuat keputusan.”
Jika kamu terlalu fokus membangun hubungan tanpa menuntun ke arah closing, kamu hanya akan jadi “teman baik yang gratisan”.
Dan Kennedy membuka bab ini dengan menyatakan bahwa salah satu strategi paling efektif dalam penjualan justru datang dari “menarik diri”—bukan mengejar.
Kamu bersikap seolah-olah prospek yang harus meyakinkan kamu—bukan sebaliknya.
Saya menulis buku ini untuk para penjual yang ingin menang besar—bukan untuk yang hanya ingin bertahan hidup.”Kamu tidak harus paling pintar, paling ganteng, atau paling berbakat—kamu hanya harus paling gigih dan tak bisa dihentikan
November 30, 2025
This book delivers a direct, disciplined approach to selling that cuts through the usual noise and focuses on personal responsibility, structure, and measurable improvement. It stands out because it avoids motivational fluff and instead forces the reader to confront how their own habits, assumptions, and excuses limit performance. The style is blunt but effective, pushing the reader to treat sales as a craft built on systems rather than inspiration.
One of the strongest takeaways is the emphasis on controlling your own pipeline with deliberate daily activity instead of relying on luck, referrals, or market conditions. Another key insight is the demand for clear positioning: the reader is pushed to define precisely why a customer should choose them and then communicate that value without hesitation. A third learning is the rejection of time-wasting behaviors; the content calls out how easily sales hours disappear into distractions and insists on ruthless prioritisation. A fourth theme is the importance of cultivating discipline in follow-up, demonstrating how most lost deals fail not because of price or product but because of weak persistence. The fifth major point is the expectation to engineer a competitive advantage through preparation, scripting, and structured communication rather than hoping personal charm will carry the conversation.
Overall, the material is practical, grounded, and unapologetically demanding. It leaves the reader with a clearer framework for selling, a sharper sense of accountability, and a more strategic view of their daily actions.
One of the strongest takeaways is the emphasis on controlling your own pipeline with deliberate daily activity instead of relying on luck, referrals, or market conditions. Another key insight is the demand for clear positioning: the reader is pushed to define precisely why a customer should choose them and then communicate that value without hesitation. A third learning is the rejection of time-wasting behaviors; the content calls out how easily sales hours disappear into distractions and insists on ruthless prioritisation. A fourth theme is the importance of cultivating discipline in follow-up, demonstrating how most lost deals fail not because of price or product but because of weak persistence. The fifth major point is the expectation to engineer a competitive advantage through preparation, scripting, and structured communication rather than hoping personal charm will carry the conversation.
Overall, the material is practical, grounded, and unapologetically demanding. It leaves the reader with a clearer framework for selling, a sharper sense of accountability, and a more strategic view of their daily actions.
January 21, 2018
There are many good techniques of how to attract not chase business in this book. My favorite part of this book was "Positive Power of Negative Preparation" it's not that you assume everything is going to be perfect rather you prepare for the not perfect so if it happens you do not fall off the cliff into negativity.
If you read this book looking for ways to sell better you may not find them because this book talks about changing yourself more or less to inevitably sell better.
If you read this book looking for ways to sell better you may not find them because this book talks about changing yourself more or less to inevitably sell better.
May 28, 2023
One of the best sales books ever for small business owners!
Dan Kennedy has written another exceptional book on marketing and sales. You will learn highly effective and practical techniques that will help your business to stand out from most of your competitors.
You will get more from this book than from many overpriced courses out there.
Highly recommended for all small business owners!
Dan Kennedy has written another exceptional book on marketing and sales. You will learn highly effective and practical techniques that will help your business to stand out from most of your competitors.
You will get more from this book than from many overpriced courses out there.
Highly recommended for all small business owners!
March 9, 2021
Tips and strategies to achieve a higher level of success in your sales career! Inspiration and insights on how to go from survival to thrival in the new economy! Karen Briscoe, author and podcast host 5 Minute Success
October 27, 2018
Great book
Quite easy to read book. Full with good examples. Some of the statements were too exaggerated. I recommend to anyone doing sales.
Quite easy to read book. Full with good examples. Some of the statements were too exaggerated. I recommend to anyone doing sales.
July 15, 2023
I filled this book with notes. Must read for people interested in sales.
January 7, 2024
Dan Kennedy offers genius marketing, thinking out of the box, and ways to get people to look forward to hearing from you. A must-read for sales people.
February 24, 2017
вдохновляет, мотивирует, инструктирует и стоит того, чтобы периодически к ней возвращаться:)
December 21, 2023
Excellent book like tradition of all Dan's work in a fan of, this book was no b.s and direct, yet comprehensive enough and well explained, the bonus book/chapter in the end was as good too and a nice surprise
Not mind blowing but an important needed reminder to the deeper advanced strategies of connecting with people
To Our Continued Success!
Seemy
https://Waseem.tv/Blog
👆🏼 P.S -
If you found this review helpful - I’d like to invite you to discover more on our blog. Where the community share some of our most important insights to level up each others knowledge 💡- from experience in studying books like this, training programs, podcasts and much more - visit the blog link above to find out more.
P.P.S 😅 - You probably noticed from my profile that I’ve reviewed a LOT of books over many years now - if you love seeking knowledge like me I’d love to connect with you further as a like minded person (send me a friend invite! 😀) - Also if you are curious - here is my preferred and recommended resource for seeking timeless wisdom - Check it out via the website invite link below 👇🏼 (You’ll be able to claim some awesome books for free 📚)
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Not mind blowing but an important needed reminder to the deeper advanced strategies of connecting with people
To Our Continued Success!
Seemy
https://Waseem.tv/Blog
👆🏼 P.S -
If you found this review helpful - I’d like to invite you to discover more on our blog. Where the community share some of our most important insights to level up each others knowledge 💡- from experience in studying books like this, training programs, podcasts and much more - visit the blog link above to find out more.
P.P.S 😅 - You probably noticed from my profile that I’ve reviewed a LOT of books over many years now - if you love seeking knowledge like me I’d love to connect with you further as a like minded person (send me a friend invite! 😀) - Also if you are curious - here is my preferred and recommended resource for seeking timeless wisdom - Check it out via the website invite link below 👇🏼 (You’ll be able to claim some awesome books for free 📚)
https://Waseem.tv/GoodReadsBookInvite
July 1, 2012
Amazing! If you are planning on starting a business or getting into sales you need to read this book. It was recommended to me by my business coach and was a fascinating read. I highly suggest that you take action on every principle you learn and implement it in your business!
June 10, 2013
No matter if you are a professional salesman, doctor, artist, concepter, manager or a clerk behind the counter, this book is a must read if you want to be prepared to survive in the new economy. I wish it became a must read in economy or managerial schools or even high schools.
August 19, 2013
It's a bit dated, but the advice is very actionable and relevant.
November 29, 2015
Excellent book by Dan Kennedy. Anyone in Sales needs to read this book. Eye-opener.
Displaying 1 - 15 of 15 reviews