What if you could be a very successful sales person without ever putting yourself in the position of being rejected by your customer? Does fear of rejection hold you back? Welcome to Ninja Selling Book, a 315 page user-friendly selling system where your customers will never feel pressure from you or be put in the awkward position of rejecting you. Ninja Selling is a very different approach to sales.
Many sales books and training programs have been developed by top salespeople who share the techniques that worked for them. Many of these people have what we call “big power personalities,” and their techniques work because of their power personality. However, according to the DISC Personality Assessment, less than 20 percent of the US population has this power type of personality. What about a selling system that works for the rest of us? Those of us who are introverts? Or people who may be uncomfortable with combative selling or power tactics?
A good selling system works for all personality types and relies on four characteristics:
- It is a documented and proven process that is written down. You can hand it to someone. You hold in your hands the Ninja Selling System.
- It gives you predictable results. If you work the system, the system works for you. A favorite Ninja mantra is TSW—The System Works! (Sometimes referred to as This Stuff Works!)
- It gives you predictable results regardless of your personality or gender. The Ninja Selling System focuses on teachable skills that are effective for everyone.
- It gives you predictable results regardless of the market you are in. Ninja Selling works for all types of selling, regardless of product, service, or market.
Ninja Selling was originally designed for real estate sales, but we have found it applies to any area of sales or life improvement. Bankers, accounts, insurance agents, engineers, fundraisers, and even surgeons who want to improve their bedside manners have taken Ninja classes.
What are people saying about Ninja Selling?
“If you are a sales leader, division manager, or company CEO, I suggest you have every salesperson on your team read, devour, and apply the information in this book. I can promise you the results will be incredible.” —From the Foreword by Bob Burg, coauthor of The Go-Giver
“Regardless of your industry, Ninja Selling is the gold standard of solutions based selling. I have found no other book on sales that covers everything from mindset to actions in as comprehensive of a manner as this one.”—Nolan Matthias, cofounder of Mortgage 360, author of Golf Balls Don’t Float—72 Life and Business Lessons and The Mortgaged Millionaire
Table of Contents
Preface: The Ninja Way
Principle 1: Personal Mastery
Chapter 1: The Ninja Mind-Set
Chapter 2: Good Vibrations
Chapter 3: Controlling Your Emotional Energy
Chapter 4: Rituals
Chapter 5: The Ninja Morning Routine
Chapter 6: What You Focus on Expands
Chapter 7: Learning to Run Your Brain
Chapter 8: My Results Formula
Chapter 9: Creating Your Future
Chapter 10: Eight Key Steps to Proper Programming
Chapter 11: The Power of Affirmations
Chapter 12: The Power of Focus
Principle 2: Stop Selling! Start Solving!
Chapter 13: The Pursuer-Distancer Dance
Chapter 14: Creating Value
Chapter 15: Asking the Right Questions
Chapter 16: The FORD Questions
Chapter 17 The Power of FORD
Chapter 18: What Will People Pay For?
Chapter 19: Creating Your Value Proposition
Chapter 20: Building Your Brand
Chapter 21: A Proactive Trusted Advisor
Principle 3: Ninja Business Strategy
Chapter 22: Working Smart
Chapter 23: The Power of FLOW
Chapter 24: You Are Either Visible or Invisible
Chapter 25: The Power of 8 in 8
Chapter 26: How Do You Generate Business?
Chapter 27: The Ninja Nine—Your Five Daily Habits
Chapter 28: The Ninja Nine—Your Four Weekly Habits
Chapter 29: What Holds You Back?
Chapter 30: Building Your Data Base
Chapter 31: Formatting and Using Your Database
Chapter 32: The Power of P.I.E. Time
Principle 4: Connect and Communicate
Chapter 33: The Platinum Rule and Personalities
Chapter 34: Decision Strategies
Chapter 35: The Power of Pretend
Chapter 36: Giving Permission
Chapter 37: The Ninja Consultation
Chapter 38: Ninja Consultation Step 1: Connection
Chapter 39: Ninja Consultation Step 2: Information
Chapter 40: Ninja Consultation Step 3: Solution
Chapter 41: Ninja Consultation Step 4: Proposal
Chapter 42: Helping Customers Make Good Decisions
Conclusion: The Ninja Path
Appendix A: The Ten-Step Buyer Process
Appendix B: The Art and Science of Showing Property
Appendix C: Soft Closing Questions
Appendix D: Seller Decisions
Appendix E: The Sixteen-Step Seller Process
Appendix F: Pricing on the Bridge
Appendix G: Dynamic Pricing
Appendix H: Your Next Transaction Is Embedded in This Transaction
Afterword: The Ninja Prayer
About the Author