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

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John Wiley & Sons, Jan 9, 2009 - Business & Economics - 208 pages
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
 

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Contents

DO THE HARDEST THING FIRST
TELL EVERYONE YOU KNOW WHAT YOU DO
REMAIN POSITIVE
WORK FOR TODAY TOMORROW AND YOUR FUTURE
STICK TO IT
PROCURE TOOLS AND RESOURCES
MARKET YOURSELF
HIRE EMPLOYEES ASSISTANTS
BARGAIN FOR AN ADVANTAGE
NICHE MARKETING
BE CONSISTENT
BUILD YOUR OWN WEB SITE
BUILD COMMUNITIES THROUGH BLOGGING
ADD A SIGNATURE FILE TO YOUR EMAIL MESSAGES
CREATE A REWARD COLLAGE
REWARD YOURSELF BEFORE A SALE

BUILD A SALES TEAM
SURROUND YOURSELF WITH POSITIVE PEOPLE
SEEK OUT POSITIVE IDEAS
BANISH NEGATIVITY AND SELFDEFEATISM
ASSOCIATE WITH FELLOW GOAL SETTERS
SET A GOAL
SET A DEADLINE
BREAK DOWN YOUR GOAL INTO MILESTONES
ESSENTIAL ELEMENTS OF A BUSINESS PLAN
BUSINESS DESCRIPTION
SITUATION ANALYSIS
REVENUE PROJECTIONS
BUDGET
DOCUMENT YOUR JOB
IDENTIFY PROCEDURES
DELEGATE THE WORK
RECRUIT ASSISTANTS
SCREEN THE CANDIDATES
VISUAL OR VIRTUAL?
STEPHEN‚ S NOTSOSECRET SECRET
REDISCOVER YOUR ABCs
DAY JOB NIGHT JOB
USE YOUR PRODUCT OR SERVICE IF POSSIBLE
RECRUIT REFERRALS
WHO‚ S REALLY YOUR CLIENT?
USE WHAT YOU SELL
CONSULT WITH OTHER DEPARTMENTS
GATHER FEEDBACK FROM CLIENTS
BE A SALESPERSON NOT AN ORDER TAKER
CUSTOMER SERVICE IS KEY
ASK
UNCOVER SOFT EXPECTATIONS
FOLLOW UP
IDENTIFY YOUR ABILITIES AND DISABILITIES
IDENTIFY THE POSITIVE IN YOUR DISABILITIES
LOOK FOR TROUBLE
BECOME A PROBLEM SOLVER
LOOK FOR PROBLEMS IN YOUR OWN BUSINESS TOO
NAILING DOWN MY BRAND
ASSEMBLE A MARKETING PACKET
FOCUS ON SELFPROMOTION
MAKE IT A PRIORITY
DISTRIBUTE REGULAR PRESS RELEASES
DRAW FREE PUBLICITY AND POSITIVE PRESS
INVEST IN PAID ADVERTISING
IDENTIFY UNSERVED AND UNDERSERVED MARKETS
TRAIN YOUR MIND TO SPOT OPPORTUNITIES
BUILD BUSINESS SYNERGIES
ASK FOR HELP
DON‚ T GET HUNG UP ON HIERARCHY
YOUR SUCCESS IS MY SUCCESS
SUCCESS BREEDS SUCCESS
YOUR MISSION STATEMENT
HARVESTING PEARLS CALLED REFERRALS
NO SELLING
NO INTERRUPTIONS
THE TECHNIQUE
ANOTHER WAY TO NETWORK
ADJUST THE TECHNIQUE
FINETUNE YOUR REWARD SYSTEM
CHOOSE A PLACE WITH THE RIGHT AMBIENCE
SET THE STAGE
ASK QUESTIONS THAT REQUIRE SOME EXPLANATION FROM YOUR CLIENT
TRY TO ANSWER A QUESTION WITH A QUESTION OF YOUR OWN
BREAK DOWN BAD NEWS INTO TERMS THAT ARE EASIER TO ACCEPT
MAKE A LOT OF CALLS
NO SCRIPTS
HAVE SOMETHING TO SAY WHEN YOU CALL
MY SALES MENTORS
IDENTIFY PROSPECTIVE MENTORS
HIRE A SALES COACH
CHOOSE A PARTNER
DEVELOP A PLAN
MEET WITH YOUR PARTNER
MENTORS IN THE FAMILY
MENTORS IN THE NEIGHBORHOOD
MENTORS IN YOUR OFFICE
FORGET ABOUT THE MONEY
STOP HUNTING START FARMING
GET CONNECTED
KEEP IN TOUCH
BRUSH UP ON BLOG BASICS
TEST DRIVE A BLOG FOR FREE
EARN HIGHER SEARCH ENGINE RANKINGS
ASSESS THE BENEFITS OF LEAD GENERATION SERVICES
BE PREPARED
CREATE A SYSTEM
BE THE FIRST TO CALL
BE PERSISTENT
WHAT CONSTITUTES SOCIAL MEDIA?
TAP THE POWER OF SOCIAL MEDIA MARKETING
WHEN YOU CAN‚ T DELIVER
WHEN THE DEAL DOESN‚ T FIT YOUR BUSINESS PLAN
I LEARNED THE HARD WAY
MY FIRST CONVENTION
ATTEND SEMINARS AND WORKSHOPS
IDENTIFY A NEED IN THE MARKETPLACE
CREATE YOUR WORKSHOP OR SEMINAR
PROMOTE YOUR WORKSHOP OR SEMINAR
TEST YOUR CROSSCULTURAL COMPETENCY
FOLLOW YOUR CUSTOMER‚ S LEAD
TAKE A COMPREHENSIVE APPROACH
AVOID NEGATIVE PEOPLE AND SITUATIONS
BE COMMITTED
TALK TO YOUR MANAGER ABOUT YOUR SALES DECLINE
LEARN TO COPE
WHAT IS A SALES TEAM?
REALIZE THE BENEFITS OF THE TEAMBASED APPROACH
ARE YOU TEAMREADY?
TAKE A LESSON FROM YOUR DENTIST
1 SAVE IT
2 WHEN YOU LOSE A SALE FIND OUT WHY
4 THANK THEM FOR THEIR TIME
PLAN
USE TECHNOLOGY TO LEVERAGE YOUR EFFORTS
KNOW WHEN TO TAKE A BREAK
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About the author (2009)

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.

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