52 Weeks of Sales Success: America's #1 Salesman Shows You How to Send Sales Soaring, 2nd Edition

by Ralph R. Roberts

• ISBN13: 9780470475492
• ISBN10: 0470475498
• Format: eBook
• Copyright: 2008-12-01
• Publisher: Wiley

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

Table of Contents

Acknowledgments.Introduction.Week 1.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.Week 2.Stay Put.Week 3.Cultivate an Entrepreneurial Mindset.Procuring Tools and Resources.Marketing Yourself.Hiring Employees (Assistants).Building a Sales Team.Week 4.Project a Positive Attitude.Surround Yourself with Positive People.Seek Out Positive Ideas.Banish Negativity and Self-Defeatism.Master the Art of Positive Talk.Chapter 5.Set Goals.Associate with Fellow Goal Setters.Set a Goal.Set a Deadline.Break Down Your Goal into Milestones.Chapter 6.Devise a Plan.Essential Elements of a Business Plan.Business Description.Market Focus.Situation Analysis.Vision Statement.Revenue Projections.Budget.Start-Up Money.Chapter 7.Develop Systems and Procedures.Documenting Your Job.Identify Procedures.Break Procedures into Tasks.Break Tasks into Steps.Delegate the Work.Chapter 8.Hire an Assistant.Recruit Assistants.Screen the Candidates.Visual or Virtual?Retain Your Best Assistants.Chapter 9.Prioritize.Stephen's Not-So-Secret Secret.Rediscovering Your A-B-C's.Day Job, Night Job.Chapter 10.Know Your Product.Use Your Product or Service... If Possible.Sell When You Buy.Week 11.Know Your Clients.Who's Really Your Client?Use What You Sell.Participate in Consumer Communities.Consult with Other Departments.Learn Your Customer's Business.Gather Feedback from Clients.Week 12.Recognize the Difference between Customers and Clients.Be a Salesperson, Not an Order Taker.Customer Service Is Key.Become a Problem Solver.Week 13.Under-Promise, Over-Deliver.Ask!Uncover Soft Expectations.Follow up.Think Total Service.Week 14.Leverage the Power of your Disabilities.Identify Your Abilities and Disabilities.Identify the Positive in Your Disabilities.Week 15.Turn Problems into Opportunities.Look for Trouble.Become a Problem Solver.Look for Problems in Your Own Business, Too.Week 16.Brand Yourself: You, Inc.Nailing Down My Brand.Assemble a Marketing Packet.Week 17.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.Week 18.See Business Where It Isn't.Identify Un-Served and Underserved Markets.Train Your Mind to Spot Opportunities.Build Business Synergies.Week 19.Brainstorm Problem-Solving with Your Staff.Ask for Help.Don't Get Hung Up on Hierarchy.Foster a Problem-Solving Atmosphere.Think Ends, Not Means.Week 20.Focus on Your Clients' Success.Your Success Is My Success.Success Breeds Success.Make It Your Mission Statement.Week 21.Write Notes to Your Clients.Week 22.Launch Your Weekly Hour of Power: 100 Calls in 60 Minutes.Harvesting Pearls Called Referrals.No Selling!No Interruptions!Keep a Tally Sheet.Week 23.Master the 10-10-20 Technique.The Technique.Another Way to Network.Case Study.Adjust the Technique.Week 24.Hone Your Networking Skills.Week 25.Market Your Home-Based Business.Bargain for an Advantage.