Ninja Selling: Subtle Skills. Big Results. (Larry Kendall, 2017)

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  • When the student is ready, the teacher will appear
  • People want to work with ‘player’ and not ‘victim’: practice positive vibes
  • Brain: Reticular Activating System (RAS) to seek and find things. Conscious-awareness, nonconscious-recorder, creative nonconscious driver or voice
  • Apply affirmations to yourself until there is a little voice to motivate or remind you
  • Value selling - solve problems and makes them feel good
  • Ask questions - FORD - Family/Friends, Occupation, Recreation, Dream
  • Value proposition - core services, differentiated services, custom services, convenience services
  • Brand positioning - recognition, reputation, relevance, differentiation
  • PIE time - Productive (with client), Indirectly productive (making calls), Everything else (hire to do)
  • Personalities - power people (everything fast), party people (creative), peace people (dislike conflict), perfection people (avoid risk) - help them to be clear and confident


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