9780470393505

52 Weeks of Sales Success : America's #1 Salesman Shows You How to Send Sales Soaring

by
  • ISBN13:

    9780470393505

  • ISBN10:

    0470393505

  • Edition: 2nd
  • Format: Paperback
  • Copyright: 2009-01-09
  • Publisher: Wiley
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Supplemental Materials

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  • The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

Summary

52 Weeks of Sales Success, 2nd edition is based on Roberts' series of popular weekly sales seminars originally offered to his staff. Ralph now delivers the same energy and sales-generating wisdom and closing tools to everyone who is committed to achieving his or her full potential. In this second edition, Ralph has expanded and updated the material to address issues important to today's salespeople and reveals his field-proven strategies for selling in the 21st Century: Stop thinking like an employee and start thinking like an entrepreneur Surround yourself with positive people Develop systems and procedures Hire an assistant, so you can concentrate on clients Know your product, yourself, and your client Under-promise, over-deliver Turn problems into opportunities

Author Biography

Ralph R. Roberts is an award-winning and internationally acclaimed real estate agent, speaker, sales coach, consultant, and author. His articles have been featured in a host of national publications, online and in print, and he has authored and coauthored numerous books, including Walk Like a Giant, Sell Like a Madman; Advanced Selling For Dummies; Cross-Cultural Selling For Dummies; Mortgage Myths; and Foreclosure Myths, all from Wiley. For more about Ralph, visit AboutRalph.com.

Table of Contents

Acknowledgments
Introduction
Start Now
Do the Hardest Thing First
Tell Everyone You Know What You Do
Remain Positive
Work for Today, Tomorrow, and Your Future
Stick to It
Stay Put
Cultivate an Entrepreneurial Mindset
Procuring Tools and Resources
Marketing Yourself
Hiring Employees (Assistants)
Building a Sales Team
Project a Positive Attitude
Surround Yourself with Positive People
Seek Out Positive Ideas
Banish Negativity and Self-Defeatism
Master the Art of Positive Talk
Set Goals
Associate with Fellow Goal Setters
Set a Goal
Set a Deadline
Break Down Your Goal into Milestones
Devise a Plan
Essential Elements of a Business Plan
Business Description
Market Focus
Situation Analysis
Vision Statement
Revenue Projections
Budget
Start-Up Money
Develop Systems and Procedures
Documenting Your Job
Identify Procedures
Break Procedures into Tasks
Break Tasks into Steps
Delegate the Work
Hire an Assistant
Recruit Assistants
Screen the Candidates
Visual or Virtual?Retain Your Best Assistants
Prioritize
StephenG+ s Not-So-Secret Secret
Rediscovering Your A-B-CG+ s
Day Job, Night Job
Know Your Product
Use Your Product or Service... If Possible
Sell When You Buy
Know Your Clients
WhoG+ s Really Your Client?Use What You Sell
Participate in Consumer Communities
Consult with Other Departments
Learn Your CustomerG+ s Business
Gather Feedback from Clients
Recognize the Difference between Customers and Clients
Be a Salesperson, Not an Order Taker
Customer Service Is Key
Become a Problem Solver
Under-Promise, Over-Deliver
Ask!Uncover Soft Expectations
Follow up
Think Total Service
Leverage the Power of your Disabilities
Identify Your Abilities and Disabilities
Identify the Positive in Your Disabilities
Turn Problems into Opportunities
Look for Trouble
Become a Problem Solver
Look for Problems in Your Own Business, Too
Brand Yourself: You, Inc
Nailing Down My Brand
Assemble a Marketing Packet
Engage in Shameless Self-Promotion
Focus on Self-Promotion
Make It a Priority
Start on the Internet
Distribute Regular Press Releases
Draw Free Publicity and Positive Press
Invest in Paid Advertising
See Business Where It IsnG+ t
Identify Un-Served and Underserved Markets
Train Your Mind to Spot Opportunities
Build Business Synergies
Brainstorm Problem-Solving with Your Staff
Ask for Help
DonG+ t Get Hung Up on Hierarchy
Foster a Problem-Solving Atmosphere
Think Ends, Not Means
Focus on Your ClientsG+  Success
Your Success Is My Success<$$$>
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