Maxwell Maltz - Zero-Resistance Selling

Maxwell Maltz, M.D., F.I.C.S.

with Dan S. Kennedy, William T. Brooks, Matt Oechsli, Jeff Paul and Pamela Yellen

PRENTICE HALL PRESS

A member of Penguin Group (USA)

375 Hudson Street
New York, N.Y. 10014
penguin.com

Copyright 1998 by Prentice Hall, Inc.

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All rights reserved. No part of this book may be reproduced in any form or by any means, without permission in writing from the publisher.

Library of Congress Cataloging-in-Publication Data

Maltz, Maxwell

Zero-resistance selling / Maxwell Maltz; with Dan S. Kennedy... [et al.].

p. cm.

ISBN: 978-1-101-66079-9

1. Selling. 2. Success in business. I. Kennedy, Dan S. II. Title.

HF5438.25.M327 1997

658.85dc21 97-28993 CIP

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Creative Psycho-Cybernetics, Zero-Resistance Living, and Zero-Resistance
Selling are registered trademarks of The Psycho-Cybernetics Foundation, Inc.
and may not be used in any way without permission.

Theatre of the Mind, Servo-Mechanism, Do-It-Yourself Mental Tranquilizers
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William Brooks is the CEO of The Brooks Group, a leading developer and provider of sophisticated sales training programs to corporations of all types and sizes. Bill is a former successful college football coach, has served as CEO of a 300-million dollar organization with over 4,000 sales representatives, and, in 18 years, he has presented more than 2,500 speeches and seminars to companies like General Motors, Hewlett-Packard, Mack Trucks and Home Depot. He is the author of five books, including Youre Working Too Hard to Make the Sale. Bill is a Founding Member of the Board of Directors of The Psycho-Cybernetics Foundation, Inc. For a copy of his free report The 21 Biggest Myths in Sales & How to Destroy Them, call, fax or write: The Brooks Group, 1903 Ashwood Court, #C, Greensboro, NC 27455, Fax (910) 282-5707, Phone (800) 633-7762.

Dan S. Kennedy is an entrepreneur, in-demand direct marketing consultant, sales trainer and professional speaker. Dan speaks to more than 200,000 people a year, frequently appearing on public seminar programs with other business speakers like Zig Ziglar, Tom Hopkins and Jim Rohn, dignitaries like President Bush, General Norman Schwarzkopf and William Bennett, Olympians Mary Lou Retton and Bonnie Blair, coaches and sports stars like Jimmy Johnson, Lou Holtz, Troy Aikman and Mike Singletarry, even entertainers like Bill Cosby. Dan is the prolific author of six books, including How to Make Millions with Your Ideas. He is a Founding Member of the Board of Directors and President of the Psycho-Cybernetics Foundation. For a free copy of Dans book, tape and tool kit catalog and other information, write or Fax: Dan Kennedy, 5818 N. 7th Street #103, Phoenix, AZ 85014, Fax (602) 269-3113.

Matt Oechsli holds an MBA in marketing and has successfully combined his background in sales and marketing with work in therapeutic hypnosis and professional counseling. His corporate clients include virtually every major firm in financial services: Merrill Lynch, Prudential, Paine Webber, etc. Matt has been featured in articles in Fortune magazine, Inc. and The Wall Street Journal. He is the author of several books, including Winning the Inner Game of Selling, and The Performance Revolution System of Selling used by many major corporations. Matt is a Founding Member of the Board of Directors of the Psycho-Cybernetics Foundation, Inc. For free information about his publications, products and services, write, fax or call: The Oechsli Institute, 2102 N. Elm, Greensboro, NC 27408; Phone (910) 273-6582, Fax (910) 273-2342.

Jeff Paul, Certified Financial Planner, is the owner of several publishing businesses and, in recent years, has provided in-depth training in Emotional Marketing to 12,400 sales professionals. He is the author of several sales courses, including 101 Secrets to a 6-Figure Income and Insider Secrets of Running a Million-Dollar Practice. He also writes several specialized newsletters which are read by more than 15,000 sales professionals each month. His nationally advertised book How To Make $4,000 a Day Sitting at Your Kitchen Table in Your Underwear (about the mail-order business) has sold over 70,000 copies. Jeff is a founding member of the Board of Directors of the Psycho-Cybernetics Foundation. For free information about his books, courses and services, write, fax or call: Profit Planning System 1811 W. Diehl Road, #600, Naperville, IL 60563; Phone: (708) 778-9996, FAX: (708) 778-9927.

Pamela Yellen is CEO of the Prospecting and Marketing Institute, Inc. Founded in 1990, the company specializes in helping sales professionals and entire sales and service organizations dramatically improve profits. She was educated at the Universities of South Florida and San Francisco, where she received a degree in Psychology. She has spoken to more than 1,000 groups throughout the world. Pamela has also authored numerous audio- and video-training programs, and is codeveloper, with Dan Kennedy, of the Magnetic Recruiting System which has revolutionized the way the insurance industry attracts and recruits new agents. For a free copy of Pamelas report: Seven Secrets of Successful Prospecting, call (800) 927-9410 or (505) 466-1167, or write 39 Vista Estrella South, Lamy, NM 87540.

The Psycho-Cybernetics Foundation, Inc. is dedicated to creating a new renaissance in self-image psychology, by making all the works of Dr. Maxwell Maltz available, as well as developing new publications with Dr. Maltz as co-author along with contemporary authors, speakers and other leaders in the human potential field. The Foundation is engaged in publishing partnerships with a number of major corporations, including Simon & Schuster, Prentice Hall, Pocket Books, and Audio Renaissance.

The foundations founding Board of Directors is made up of four of Americas most respected and successful business educators and self-improvement authors. The foundation directs a portion of its profits to free distribution of Dr. Maltzs works to prisons and schools that have been nominated by our members.