Kendall - Ninja selling: subtle skills big results

PRAISE

Ninja Selling is the most phenomenal sales system Ive encountered. It not only changes how you sell, it changes your life.

Dawn Deeter, PhD, Distinguished Chair of Relational Selling and Marketing; Director of Kansas State University National
Strategic Selling Institute

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.

Nolan Matthias, cofounder of Mortgage 360, author of Golf Balls Dont Float72 Life and Business Lessons and The Mortgaged Millionaire

Thanks for putting the humanity back in selling. The Ninja program reminds me of emergency directions on an airplane: Put your own oxygen mask on, so that you can better help others. Thats what Ninja is to meoxygen

Jennings Doyle, Windermere Real Estate,
Seattle, Washington

Ninja Selling is like a seat belt. Its always there; you know you should use it, and its dangerous not to!

Laura Reynolds, Ruhl&Ruhl Realtors,
Davenport, Iowa

This is the best sales training I have ever had. I have been through the Cisco Professional certification, the Polycom Certified Sales Expert, Microsoft Solution Selling, and more. Ninja is by far the best breakdown of the sales process I have ever seen.

Jim Merrion, Coldwell Banker,
Boulder, Colorado

This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher and author are not engaged in rendering professional services. If expert assistance is required, the services of a competent professional should be sought.

Published by Greenleaf Book Group Press
Austin, Texas
www.gbgpress.com

Copyright 2017 Larry Kendall

All rights reserved.

No part of this book may be reproduced, stored in a retrieval system, or transmitted by any means, electronic, mechanical, photocopying, recording, or otherwise, without written permission from the copyright holder.

Distributed by Greenleaf Book Group

For ordering information or special discounts for bulk purchases, please contact Greenleaf Book Group at PO Box 91869, Austin, TX 78709, 512.891.6100.

Design and composition by Greenleaf Book Group
Cover design by Greenleaf Book Group
Cover image: Shutterstock/Olga Lyubkina
Interior image: Shutterstock/Sergio Hayashi
Interior graphics: Anne Vetter

Cataloging-in-Publication data is available.

Print ISBN: 978-1-62634-284-2

eBook ISBN: 978-1-62634-285-9

Part of the Tree Neutral program, which offsets the number of trees consumed in the production and printing of this book by taking proactive steps, such as planting trees in direct proportion to the number of trees used: www.treeneutral.com

Printed in the United States of America on acid-free paper

16 17 18 19 20 21 10 9 8 7 6 5 4 3 2 1

First Edition

This book is dedicated to Jimmy D. (The Original Ninja) and all my partners at The Group, Inc. Real Estate. Their inspiration and practice of these principles made this book possible.

And to our Ninja Instructors, who are committed to changing lives and the sales industry.

CONTENTS

FOREWORD

It kept happening. It seemed like wherever and whenever I spoke before a group, some top-producing area Realtor would approach me afterward and say, Have you heard of Larry Kendall? Naturally, it didnt take long before I started wondering, Just who is this Larry Kendall everyones talking about? And it didnt take long to find out.

Larry was a very successful Realtor who grew an award-winning real estate firm called The Group and then began teaching other Realtors how to become much more successful utilizing something he called the Ninja Selling System.

Ninjas were an ancient sect of warriors who were so startlingly effective, some concluded they must have supernatural powers. In reality, they werent magical; they were just really good at what they did. Whatever the mission, no matter how impossible, no matter what the odds or obstacles, they got it done. And made it look effortless.

This also turned out to be a pretty accurate description of Larry. And, for that matter, of the people coming out of his system, who were fanned out across the country, all achieving astonishing levels of success.

That, however, was not the best part. The best partand the reason that I have since become such a total fan of Larrys and of what he doeswas that they were achieving all this success not through high-pressure tactics, manipulative techniques, or brutally long hours, but simply by putting their focus on one thing: bringing exceptional value to their clients.

They were, as I came to learn, the very embodiment of what I like to call go-givers. The Ninja Selling Systems stated goal is to help you increase your income per hour, so you can have a full life. It is also a system that can help your business become a lot more fun and a lot less stressful as well as a lot more profitable. Yet Ninja Selling is about so much more than that. It is a way of conducting business that allows you to be absolutely laser-focused on bringing value to others. I loved discovering that, and after meeting Larry and getting to know him, it also made complete sense. Of course. How could he not do (and teach) business that way? Thats who he is.

And now, all these years later, I have the privilege of introducing Larry to you through the pages that follow. As you go through these pages, youll learn the mind-set behind the stellar successes, the principles that make Ninja Selling work, and the specific strategies that Larry and his people use. Youll be inspired by the stories and real-life examples Larry offers from his portfolio of Ninja Selling superstars. The processes they follow are so clearly laid out that youll find yourself murmuring as you read, Thats easyI can do that. And the beauty of it is: You can. When you combine a winning philosophy and a winning system/strategy, your success is virtually guaranteed.

Ninja Selling will work for any personality type, not just the extrovert or people person Larrys system is not about the salesperson. Its about the client. What Ninja Selling will teach you is how to communicate exceptional value to your clientele. And like beauty itself, that value is a quality that always exists in the eyes of the beholder.

While this book is geared directly to todays Realtor, its success principles apply equally well across the board. As a matter of fact, more and more professionalsbankers, accountants, insurance professionals, and a multitude of others in a host of different fieldsare now enthusiastically embracing the Ninja Selling System because of the soaring professional heights it takes them to. In other words, regardless of what line of work you are in, you will benefit enormously from reading Ninja Selling.

Enjoy this fantastic book! And, as Larry often says:

Be awesomeand help somebody.

Bob Burg, coauthor of The Go-Giver

P.S. 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...