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Ninja Selling

Ninja Selling

Subtle Skills. Big Results.
by Larry Kendall 2017 344 pages
4.51
1k+ ratings
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7 minutes
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Key Takeaways

1. Master Your Mind: The Foundation of Ninja Selling

"The quality of my life is determined by the quality of my thinking."

Control your thoughts and energy. Ninja Selling begins with personal mastery, emphasizing the importance of controlling your thoughts and energy. This involves practicing daily gratitude, positive reading, and affirmations to program your reticular activating system (RAS) for success. By focusing on what you want rather than what you don't want, you can expand your opportunities and achieve better results.

Develop a positive mindset. The Ninja approach teaches you to:

  • Start each day with gratitude
  • Visualize your goals as if they've already been achieved
  • Use affirmations to reprogram your nonconscious mind
  • Maintain a nonanxious presence in all situations

By mastering your mind, you create a foundation for success in both your personal and professional life.

2. Create Value Through Problem-Solving, Not Selling

"People love to buy, but they hate to be sold."

Focus on solving problems. Ninja Selling emphasizes the importance of creating value by solving customers' problems rather than pushing for a sale. This approach involves asking the right questions to understand the customer's pain and pleasure points, then offering solutions that address their specific needs.

Ask FORD questions. To create value, use the FORD framework:

  • Family: Ask about their family situation
  • Occupation: Inquire about their work
  • Recreation: Learn about their hobbies and interests
  • Dreams: Understand their future goals and aspirations

By focusing on problem-solving and creating value, you position yourself as a trusted advisor rather than a pushy salesperson, leading to more successful and satisfying transactions for both you and your clients.

3. Implement the Ninja Nine: Daily and Weekly Success Habits

"People do not decide their futures. They decide their habits, and their habits decide their futures."

Daily habits. The Ninja Nine consists of five daily habits:

  1. Practice daily gratitude
  2. Show up for work prepared
  3. Write two personal notes
  4. Focus on your hot list
  5. Focus on your warm list

Weekly habits. Additionally, there are four weekly habits:
6. Make customer service calls
7. Schedule two live real estate reviews
8. Conduct fifty live interviews
9. Update your database

Consistency is key. By consistently implementing these habits, you create a structured approach to your business that generates a continuous flow of customers and opportunities. The Ninja Nine helps you focus on the vital few activities that yield the greatest results, increasing your income per hour and allowing for a better work-life balance.

4. Harness the Power of Flow to Build Lasting Relationships

"Flow is the lifeblood and oxygen of your relationships—and your business. Flow is what makes you visible and keeps you top of mind."

Maintain consistent communication. Flow refers to the frequency of interactions with your network. To become the Realtor of choice, aim for at least three auto-flow touches per month (through mail or email) and fifty live interactions per week (face-to-face or phone).

Implement the 8 in 8 strategy. This approach involves:

  • Sending one piece of valuable content each week for eight weeks
  • Making a phone call in week seven
  • Scheduling a face-to-face meeting in week eight

By maintaining consistent, value-added flow with your network, you build stronger relationships and stay top-of-mind when clients are ready to buy or sell. This approach helps you generate a continuous stream of business without relying on pushy sales tactics.

5. Master the Four-Step Ninja Consultation Process

"In Ninja Selling, you control the process, and your customer controls the decisions."

The four steps. The Ninja Consultation process consists of:

  1. Connection: Build rapport and trust in the first two minutes
  2. Information: Ask questions to understand the customer's needs and motivations
  3. Solution: Create potential solutions based on the information gathered
  4. Proposal: Present options and allow the customer to make decisions

Focus on asking, not telling. This consultative approach emphasizes asking the right questions in the right sequence, rather than launching into a sales pitch. By giving customers time of possession and helping them become clear and confident, you increase the likelihood of a successful transaction.

Implement this process in both buyer and seller interactions to create a smooth, customer-centric experience that leads to better outcomes and higher satisfaction for all parties involved.

6. Understand and Adapt to Different Personality Types

"In order to connect with customers and treat them the way they want to be treated, you will need to understand their personalities."

The four personality types. Ninja Selling uses the DISC framework, adapted as:

  • Power People (15-20%): Future-focused, goal-oriented, fast decision-makers
  • Party People (25-30%): Present-focused, fun-loving, impulsive decision-makers
  • Peace People (35-40%): Past and present-focused, avoid conflict, slow decision-makers
  • Perfection People (15-20%): Past-focused, detail-oriented, analytical decision-makers

Adapt your approach. To effectively communicate with each type:

  • Power: Be direct, focus on results and efficiency
  • Party: Be enthusiastic, focus on relationships and fun
  • Peace: Be patient, focus on stability and harmony
  • Perfection: Be precise, focus on accuracy and data

By recognizing and adapting to different personality types, you can tailor your communication style and sales approach to better connect with each customer, leading to more successful interactions and transactions.

7. Develop a Systematic Approach to Buyer and Seller Processes

"Control your thoughts, control your feelings (your emotional energy), and you will control your vibe."

The Ten-Step Buyer Process. This systematic approach includes:

  1. Greeting
  2. Meeting
  3. Buyer Interview
  4. Buyer Packet
  5. Funnel Process
  6. Scale of 1 to 10
  7. Dream Home Exercise
  8. Whats and Whys
  9. Cash or Loan?
  10. What Happens Next?

The Sixteen-Step Seller Process. Key elements include:

  • Prelisting Interview and Package
  • Property Walkthrough
  • Calendar and Timeline Discussion
  • Market Analysis and Pricing Strategy
  • Addressing Seller Concerns and Questions

By following these structured processes, you ensure a consistent, thorough approach to working with both buyers and sellers. This systematic method helps you address all crucial aspects of the transaction, reduce confusion and fear, and guide clients towards making informed decisions. Ultimately, this leads to smoother transactions, higher customer satisfaction, and increased success in your real estate career.

Last updated:

FAQ

What's Ninja Selling about?

  • Sales Philosophy Focus: Ninja Selling by Larry Kendall is a sales system that emphasizes creating value for customers and building relationships over traditional high-pressure sales tactics.
  • Core Principles: The book is structured around four main principles: Personal Mastery, Stop Selling! Start Solving!, Ninja Business Strategy, and Connect and Communicate.
  • Mindset and Energy: It highlights the importance of mindset and emotional energy, encouraging salespeople to project positivity to attract clients.

Why should I read Ninja Selling?

  • Transformative Approach: Offers a fresh perspective on sales, focusing on serving clients rather than just selling to them.
  • Proven Results: Many readers, including real estate professionals, have reported increased income and client satisfaction after applying its techniques.
  • Cross-Industry Application: While designed for real estate, its principles are applicable to various fields, benefiting anyone in sales or client-facing roles.

What are the key takeaways of Ninja Selling?

  • Value Creation: Emphasizes solving problems and creating value, as people prefer buying over being sold to.
  • Mindset Matters: Personal mastery and controlling emotional energy are crucial for successful sales interactions.
  • Flow and Relationships: Consistent communication is essential for building and maintaining client relationships.

What is the Ninja Selling System?

  • Structured Approach: A documented process providing predictable results, focusing on teachable skills applicable to any personality or market condition.
  • Four Principles: Built around Personal Mastery, Stop Selling! Start Solving!, Ninja Business Strategy, and Connect and Communicate.
  • Daily and Weekly Habits: Includes the "Ninja Nine," a set of habits to maintain focus and productivity, such as gratitude practices and customer service calls.

How does Ninja Selling define value?

  • Value Creation: Defined by solving problems or making clients feel good, prioritizing client needs over sales tactics.
  • Law of Value: States that true worth is determined by how much more you give in value than you receive in payment.
  • Understanding Client Needs: Involves asking the right questions and listening actively to tailor services to client needs.

What is the FORD method in Ninja Selling?

  • Core Areas of Life: Stands for Family, Occupation, Recreation, and Dreams, key aspects for building rapport.
  • Asking Questions: Engages clients in meaningful conversations, revealing motivations and needs.
  • Listening for Change: Encourages active listening for life changes that may indicate a need for services.

What is the significance of flow in Ninja Selling?

  • Flow as Relationship Builder: Refers to the frequency of interactions with clients, keeping you top-of-mind.
  • Auto-Flow and Live Flow: Differentiates between automated communications and personal interactions, both essential for relationship building.
  • Impact on Business: A strong flow system can lead to increased referrals and repeat business.

What is the Ninja Consultation process?

  • Four Steps: Consists of Connection, Information, Solution, and Proposal, designed to build rapport and guide decision-making.
  • Client-Centric Approach: Focuses on understanding client needs rather than pushing a sales agenda.
  • Soft Closing Techniques: Uses questions that help clients feel comfortable making decisions without pressure.

How does the Funnel Process work in Ninja Selling?

  • Elimination Method: Helps buyers avoid fear of missing out by filtering properties that don't meet criteria.
  • Visual Representation: Provides a visual process to reassure clients they aren't missing options.
  • Engagement: Encourages active participation, making buyers feel in control while being guided effectively.

What are the Ten-Step Buyer Process and its significance?

  • Structured Approach: Guides buyers from initial contact to closing, ensuring all critical aspects are covered.
  • Clarity and Confidence: Helps buyers become clear and confident in their decisions, reducing anxiety.
  • Key Steps: Includes Buyer Interview, Dream Home Exercise, and Scale of 1 to 10 to identify needs and readiness.

How does Ninja Selling address different personality types?

  • Understanding Personalities: Categorizes clients into Power, Party, Peace, and Perfection, each with distinct styles.
  • Platinum Rule: Advocates treating others the way they want to be treated, adapting to client personalities.
  • Effective Communication: Enhances communication by recognizing and adjusting to different personality types.

What is the Ninja Prayer and its significance?

  • Daily Affirmation: Encourages gratitude, clarity, and a positive mindset, reinforcing Ninja Selling principles.
  • Mindset Foundation: Reminds practitioners to focus on purpose, embrace challenges, and maintain a nonanxious presence.
  • Cultural Element: Embodies the culture of Ninja Selling, promoting service, positivity, and personal growth.

Review Summary

4.51 out of 5
Average of 1k+ ratings from Goodreads and Amazon.

Ninja Selling receives mostly positive reviews, with readers praising its practical advice for real estate agents and other sales professionals. Many appreciate the focus on building relationships, providing value, and maintaining a positive mindset. Some readers found the book transformative for their careers and personal growth. However, a few criticisms mention sexist undertones and an overemphasis on positive thinking. Overall, reviewers recommend the book for its actionable content and holistic approach to sales.

Your rating:

About the Author

Larry Kendall is a respected figure in the real estate industry and the author of Ninja Selling. He developed the Ninja Selling system, which emphasizes relationship-building and customer-centric approaches in sales. Kendall's methods have gained popularity among real estate professionals and have been taught through seminars and installations. His book combines practical sales techniques with personal development concepts, focusing on creating value for clients and maintaining a positive mindset. Kendall's approach has been praised for its ethical and holistic perspective on sales, differentiating it from high-pressure tactics often associated with the industry.

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