Speak to Sell

Great delivery and product.

If you want to sell from the stage, you just can’t get anyone better to learn from than Dan Kennedy. I’ve been to dozens of events where he was one of a dozen speakers, and he always draws the largest crowds, and delivers the best content.This book covers far more than you would expect. There is a lot of material on getting your head straight about speaking to generate sales (as opposed to speaking just for a fee, like a performer)…He talks about how to use a book to position yourself as an Author (and Authority) and a Celebrity. He describes how to put together events with other authors (maybe the best way to guarantee the right audience).He gives you the parts … a complete outline…of a great presentation that actually sells something, and you see his actual transition from “presenting” to “pitching”. This is easily worth the price of the book alone.You get the ways he uses to create desire in the audience to buy, at the end of the presentation. Many of these steps are counter-intuitive…and may take years to learn on your own. All presented here…in this book…for the taking.Dan Kennedy tells us (here and in other works) to give the illusion of content. “Tell them what to do, but not how to do it” (I’m paraphrasing).But he consistently gives information in his books (and other media) that show deep insights into how to do what he teaches. It’s always beyond “How to do it”. He tells you why you do it, and the penalties of not doing it. Much more useful than just the “How”.These books are written to position him, or a program of his, to be sold. And he tells you that, you need to let the audience know that you also offer consulting (or any other services you offer). In this way, you can catch the “Whales”…the few high paying clients in every audience. Kennedy shows you how to do that in a way that is seen as adding value to the talk, rather than pitching your service. Pure gold.Something I noticed about this book, all Kennedy’s books, and his speeches he uses to sell massive amounts of product/consulting/seminars/copywriting……Kennedy has the cosistant habit of describing to you what you need to do to sell…while he is actually doing that very same thing to sell you into an idea. This is masterful copywriting and speaking.Kennedy tells you to position yourself as an authority…while the entire book is used to position him as an authority (which he genuinely is).He tells you about using a “common enemy” to bond with your audience…while establishing two common enemies throughout the book. He talks about creating demand for your time, and products…while this book (and all his materials) create demand for more of what he has to offer.Don’t just listen to what he says. Listen to what he is doing, as you read the book. Masterful selling is there for the taking.

Dan Kennedy has a reputation for being blunt and self-serving. Luckily, he's also learned that to get more, you have to give more. There is great information in this book, and sets the context for what a speaker SHOULD be learning in order to make more money from their efforts. This alone is easily worth 10 times the price of this book, as it will save you from years of barking up the wrong tree.In addition, he also give you enough suggestions to help you develop a presentation that will sell whatever you have that will benefit your audience. Of particular importance is the core structure of a persuasive speech, based on proven selling structures.What makes this a less-than-ideal book on speaking is that he leaves much of the "juicy bits" for a $197 product he promotes through this book. To get the "good stuff" you have to buy the next product. However, with this book and his book, "The Ultimate Sales Letter", you have at least 90% of what you need. Even better, though, would be Russell Brunson's "Expert Secrets", which contains some really great examples of selling presentations, but doesn't address the profession of speaking.If you're interested in becoming a profitable speaker, get this book, and at least 1 other.

even tough the “no bs” is not in the title as in other dan books, it is a no bs book with tons of practical advice.

Great book but I feel kind of beat up after reading it.Let's see if I can summarize ... If I want to make any money I have to #1 Learn to speak to sell and sell only #2 have the goal of digging into their pockets and extracting every dime they have #3 I must practice and memorize every word, nuance, transition. #4 if I'm not willing to do these things I need to go dig ditches for a living because I'll never make any serious money.Hope he's wrong ... I want their money but I want to do it in a way that I feel good about. I am more casual. According to Dan I'm doomed for failure. Sounds like a challenge to me.I get it ... Dan is wildly successful and has many many great ideas and philosophies ... he also writes to disqualify clients who don't feel the same way he does.In spite of not really loving this book I have spent thousands obtaining Dan's training and got a lot out of them. Usually I make my money back quickly.