52 Weeks of Sales Success: America's #1 Salesman Shows You How to Send Sales Soaring, 2nd Edition
- 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
Do the Hardest Thing First.
Tell Everyone You Know What You Do.
Work for Today, Tomorrow, and Your Future.
Stick to It.
Cultivate an Entrepreneurial Mindset.
Procuring Tools and Resources.
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.
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.
Develop Systems and Procedures.
Documenting Your Job.
Break Procedures into Tasks.
Break Tasks into Steps.
Delegate the Work.
Hire an Assistant.
Screen the Candidates.
Visual or Virtual?
Retain Your Best Assistants.
Stephen's Not-So-Secret Secret.
Rediscovering Your A-B-C's.
Day Job, Night Job.
Know Your Product.
Use Your Product or Service... If Possible.
Sell When You Buy.
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.
Recognize the Difference between Customers and Clients.
Be a Salesperson, Not an Order Taker.
Customer Service Is Key.
Become a Problem Solver.
Uncover Soft Expectations.
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 Isn'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.
Don't Get Hung Up on Hierarchy.
Foster a Problem-Solving Atmosphere.
Think Ends, Not Means.
Focus on Your Clients' Success.
Your Success Is My Success.
Success Breeds Success.
Make It Your Mission Statement.
Write Notes to Your Clients.
Launch Your Weekly Hour of Power: 100 Calls in 60 Minutes.
Harvesting Pearls Called Referrals.
Keep a Tally Sheet.
Master the 10-10-20 Technique.
Another Way to Network.
Adjust the Technique.
Hone Your Networking Skills.
Market Your Home-Based Business.
Bargain for an Advantage.
Seek Feedback Constantly.
Set Aside Time Every Week for Marketing.
Master a New Technology.
Explore Marketing Opportunities on the Internet.
Build Your Own Web Site.
Build Communities through Blogging.
Driving Traffic to Your Websites and Blogs.
Add a Signature File to Your Email Messages.
Create a Reward Collage.
Reward Yourself before a Sale.
Fine-Tune Your Reward System.
Find a Better Place to Meet Your Clients.
Choose a Place with the Right Ambience.
Set the Stage.
Navigate an Office Meeting.
Improve the Way You Ask and Answer Questions.
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.
Perfect Your Tele-Sales Skills.
Make a Lot of Calls.
The “Mirroring” Technique.
Have Something to Say When You Call.
Shadow a Top-Producing Salesperson.
My Sales Mentors.
Identify Prospective Mentors.
Hire a Sales Coach.
Team Up with a Personal Partner.
Choose a Partner.
Develop a Plan.
Meet with Your Partner.
Hook Up with a Mentor.
Mentors in the Family.
Mentors in the Neighborhood.
Mentors in Your Office.
Jot Down Ideas for New Opportunities.
Forget About the Money.
Stop Hunting, Start Farming.
Gather Contact Information.
Keep in Touch.
Launch Your Own Blog.
Brush up on Blog Basics.
Test Drive a Blog for Free.
Choosing a Blog Host and Platform.
Earn Higher Search Engine Rankings.
Try an Internet Lead Generation Service.
Assessing the Benefits of Lead Generation Services.
Date Your Leads… or Someone Else Will.
Create a System.
Be the First to Call.
Work on Your Follow-Through.
Date Your Clients, Too.
Build Trust in Online Communities.
What Constitutes Social Media?
Tap the Power of Social Media Marketing.
Fire Your Worst Clients.
You Can't Deliver.
The Customer Is Too Negative.
When the Deal Doesn't Fit Your Business Plan.
Attend a Convention or Seminar.
I Learned the Hard Way.
My First Convention.
Attend Seminars and Workshops.
Host a Seminar or Workshop.
Case Study: Foreclosure Self-Defense Seminar.
Identify a Need in the Marketplace.
Create Your Workshop or Seminar.
Promote Your Workshop or Seminar.
Master the Platinum Rule.
Expand into Multicultural Markets.
Test Your Cross-Cultural Competency.
Follow Your Customer's Lead.
Take a Comprehensive Approach.
Avoid or Recover from a Sales Slump.
Avoid Negative People and Situations.
Set a Start Date.
Make Marketing a Regular Activity.
Talk to Your Manager about Your Sales Decline.
Learn from Past Mistakes.
Get Your Family and Friends Involved.
Learn to Cope.
Build Your Own Sales Team.
What Is a Sales Team?
Realize the Benefits of the Team-Based Approach.
Are You Team-Ready?
Take a Lesson from Your Dentist.
Sharpen Your Team Management Skills.
Close a Sale the Right Way: Six Follow-Up Steps.
When You Lose a Sale, Find Out Why.
Stay in Touch with Them.
Thank Them for Their Time.
Ask for a Referral.
Become a Lifelong Learner.
Just Do It!
Use Technology to Leverage Your Efforts.
Know When to Take a Break.
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.
52 Weeks of Sales Success: America's #1 Salesman Shows You How to Send Sales Soaring, 2nd Edition (US $18.95)
-and- CauseWired: Plugging In, Getting Involved, Changing the World (US $16.95)
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