Book description
Ralph Roberts is a dedicated and passionate professional. He lives by the words he writes.
-Danielle Kennedy, speaker and author of How to List and Sell Real Estate, Double Your Income in Real Estate Sales, and workingmoms.calm
"Roberts has tapped into much more than selling. This book is a great instrument for the business community. It details how to become successful in life regardless of the challenges. Ralph is teaching us how to make certain that we are well organized, focused, and on target. I highly recommend this text for all types of people. A great book, easy to read, and full of solid information, Roberts is offering us something that will really make a difference."
-Carl S. Taylor, Professor, College of Social Science, Michigan State University
"Sales is more than just selling something-it's a process and a total image! Walk Like a Giant, Sell Like a Madman is more than a book-it's a success blueprint for anyone involved in any type of sales. Ralph is the master madman!"
-Chip Cummings, CEO, Northwind International Corp.
"Novice to veteran, no matter what industry, every salesperson will gain new ideas from this book. Don't miss out; your competition won't!"
-Lance N. Avery, President, Greyhound Technologies, Ltd.
"Last year, I spent $12,000 on sales coaching. I could have saved myself a fortune by simply buying Walk Like a Giant, Sell Like a Madman. Ralph Roberts is an expert salesman who knows the ropes, and he generously shares his secrets in this must-have guide."
-Eric Pruitt, Realtor, Home Selling Team
Table of contents
- Copyright
- About the Authors
- Acknowledgments
- Introduction
- Taking the Seven Steps to Sales Success
- Motivating Yourself with Goals and Rewards
- Becoming Accountable through Personal Partnering
- Stop Hunting, Start Farming
- Catering to Marketplace Diversity
-
Hiring Your First Assistant
- Everyone Needs at Least One Assistant
- Why We Hesitate
- Start Small, Grow Large
- Adding More and More
- Knowing Whom to Hire
- Visual or Virtual?
- Hire the Best You Can Get
- Avoid Snap-Judgment Hiring
- Assign Meaningful Job Titles
- Train Them, Then Trust Them
- Pay Them to Keep Them
- Be Kind to Them—They're Only Human
- Your Chapter 6 Checklist
- Assembly Line Selling
- Hosting Your Own Hour of Power
- Dating Your Leads before Someone Else Does
-
Building a Brand through Shameless Self-Promotion
- The Emphasis Is on Self
- Comprehensive and Unrelenting
- Discovering Your Unique Brand Focus
- Designing an Attractive Marketing Packet
- Doing Regular Press Releases
- Establishing a Strong Internet Presence
- Generating Free Publicity and Positive Press
- Investing in Paid Advertising
- Marketing through Professional and Personal Networks
- Your Chapter 10 Checklist
- Blogging Your Way to Credibility
- Tapping the Power of Social Media Marketing
- Creating and Maintaining Your Own Web Site
-
Blasting Out of Your Sales Slump
- Hold Yourself Accountable
- Figure Out What's Changed
- Set a Goal and Reward
- Surround Yourself with Positive People
- Focus on the Fundamentals
- Pick up the Phone
- Grow Out of It
- Ramp up Your Marketing Efforts
- Shadow a Top Producer or Hire a Coach
- Start Now!
- Work on Today's Business, Tomorrow's Business, and Future Business
- Your Chapter 14 Checklist
- Building and Managing Your Own Sales Team
- You're Fired! Firing Your Worst Clients
- Becoming a Lifelong Learner
- Partnering Your Way to Unlimited Success
- Scaling Your Business with Virtual Assistants
- Making Rain: Taking on the Role of Rainmaker
Product information
- Title: Walk Like a Giant, Sell Like a Madman
- Author(s):
- Release date: September 2008
- Publisher(s): Wiley
- ISBN: 9780470372814
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