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

244 Pages·2008·1.33 MB·English

by  Ralph R. Roberts

Table of Contents

Title Page
Copyright Page
Preface
Acknowledgements

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

PROCURE TOOLS AND RESOURCES
MARKET YOURSELF
HIRE EMPLOYEES (ASSISTANTS)
BUILD 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

WEEK 5 - SET GOALS

ASSOCIATE WITH FELLOW GOAL SETTERS
SET A GOAL
SET A DEADLINE
BREAK DOWN YOUR GOAL INTO MILESTONES

WEEK 6 - DEVISE A PLAN

ESSENTIAL ELEMENTS OF A BUSINESS PLAN
BUSINESS DESCRIPTION
MARKET FOCUS
SITUATION ANALYSIS
VISION STATEMENT
REVENUE PROJECTIONS
BUDGET
START-UP MONEY

WEEK 7 - DEVELOP SYSTEMS AND PROCEDURES

DOCUMENT YOUR JOB
IDENTIFY PROCEDURES
DELEGATE THE WORK

WEEK 8 - HIRE AN ASSISTANT

RECRUIT ASSISTANTS
SCREEN THE CANDIDATES
VISUAL OR VIRTUAL?
RETAIN YOUR BEST ASSISTANTS

WEEK 9 - PRIORITIZE

STEPHEN’S NOT-SO-SECRET SECRET
REDISCOVER YOUR A-B-Cs
DAY JOB, NIGHT JOB

WEEK 10 - KNOW YOUR PRODUCT
USE YOUR PRODUCT OR SERVICE . . . IF POSSIBLE
RECRUIT REFERRALS

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 UNSERVED 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
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
ADJUST THE TECHNIQUE

WEEK 24 - HONE YOUR NETWORKING SKILLS
WEEK 25 - MARKET YOUR HOME-BASED BUSINESS

BARGAIN FOR AN ADVANTAGE
NICHE MARKETING
SEEK FEEDBACK CONSTANTLY
BE CONSISTENT
SET ASIDE TIME EVERY WEEK FOR MARKETING

WEEK 26 - MASTER A NEW TECHNOLOGY
WEEK 27 - EXPLORE MARKETING OPPORTUNITIES ON THE
INTERNET

BUILD YOUR OWN WEB SITE
BUILD COMMUNITIES THROUGH BLOGGING
DRIVE TRAFFIC TO YOUR WEB SITES AND BLOGS
ADD A SIGNATURE FILE TO YOUR E-MAIL MESSAGES

WEEK 28 - REWARD YOURSELF

CREATE A REWARD COLLAGE
REWARD YOURSELF BEFORE A SALE
FINE-TUNE YOUR REWARD SYSTEM
WEEK 29 - FIND A BETTER PLACE TO MEET YOUR CLIENTS

CHOOSE A PLACE WITH THE RIGHT AMBIENCE
SET THE STAGE
NAVIGATE AN OFFICE MEETING

WEEK 30 - 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

WEEK 31 - PERFECT YOUR TELE-SALES SKILLS

MAKE A LOT OF CALLS
NO SCRIPTS
THE “MIRRORING” TECHNIQUE
HAVE SOMETHING TO SAY WHEN YOU CALL

WEEK 32 - SHADOW A TOP-PRODUCING SALESPERSON

MY SALES MENTORS
IDENTIFY PROSPECTIVE MENTORS
HIRE A SALES COACH

WEEK 33 - TEAM UP WITH A PERSONAL PARTNER

CHOOSE A PARTNER
DEVELOP A PLAN
MEET WITH YOUR PARTNER

WEEK 34 - HOOK UP WITH A MENTOR
MENTORS IN THE FAMILY
MENTORS IN THE NEIGHBORHOOD
MENTORS IN YOUR OFFICE

WEEK 35 - JOT DOWN IDEAS FOR NEW OPPORTUNITIES
WEEK 36 - NURTURE RELATIONSHIPS

FORGET ABOUT THE MONEY
STOP HUNTING, START FARMING
GET CONNECTED
GATHER CONTACT INFORMATION
KEEP IN TOUCH
GIVE

WEEK 37 - LAUNCH YOUR OWN BLOG

BRUSH UP ON BLOG BASICS
TEST DRIVE A BLOG FOR FREE
CHOOSE A BLOG HOST AND PLATFORM
EARN HIGHER SEARCH ENGINE RANKINGS

WEEK 38 - TRY AN INTERNET LEAD GENERATION SERVICE

ASSESS THE BENEFITS OF LEAD GENERATION SERVICES
BE PREPARED

WEEK 39 - DATE YOUR LEADS . . . OR SOMEONE ELSE WILL

CREATE A SYSTEM
BE THE FIRST TO CALL
WORK ON YOUR FOLLOW-THROUGH
BE PERSISTENT
DATE YOUR CLIENTS, TOO

WEEK 40 - BUILD TRUST IN ONLINE COMMUNITIES