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Walk Like A Giant, Sell Like A Madman: America’S #1 Salesman Shows You How To Sell Anything! Second Edition像巨人那样走路、像疯子那样销售:美国头号推销员揭示如何推销任何产品

Walk Like A Giant, Sell Like A Madman: America’S #1 Salesman Shows You How To Sell Anything! Second Edition像巨人那样走路、像疯子那样销售:美国头号推销员揭示如何推销任何产品  点此进入淘宝搜索页搜索
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作者: Ralph R. Roberts 著

出 版 社:

出版时间: 2008-9-1字数:版次: 1页数: 249印刷时间: 2008/09/01开本: 16开印次: 1纸张: 胶版纸I S B N : 9780470372814包装: 精装内容简介

"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

作者简介:

Ralph R. Roberts is one of the nation's top real estate salesmen, a recognized authority on real estate and mortgage fraud prevention, and anaward-winning speaker,sales coach, and consultant. He is also the author of several books, including Advanced Selling For Dummies with Joe Kraynak and Mortgage Myths with Chip Cummings, both from Wiley. For more information, please visit www.ralphroberts.com and www.aboutralph.com.

作者简介:

Ralph R. Roberts is one of the nation's top real estate salesmen, a recognized authority on real estate and mortgage fraud prevention, and anaward-winning speaker,sales coach, and consultant. He is also the author of several books, including Advanced Selling For Dummies with Joe Kraynak and Mortgage Myths with Chip Cummings, both from Wiley. For more information, please visit www.ralphroberts.com and www.aboutralph.com.

目录

About the Authors

Acknowledgments

Introduction

Chapter One: Taking The Seven Steps To Sales Success

Step One: Be a Salesperson, Not an Order Taker

Step Two: Get All The Education You Can

Doing It My Way

Easy In, Easy Out

Read, Read, Read!

Step Three: Spend Money to Make Money

Invest In Yourself

Borrow If You Must

Step Four: Follow in the Footsteps of Success

Success Stands Out

Mentors: The Essential Ingredient

Following in the Footsteps Of Zig Ziglar

Success Leaves Big Footprints

Don't Be Too Proud to Ask for Help

My Shadow Program

A Million Questions a Year

Step Five: Nurture Relationships

Know Your Product or Service

Sell the Benefits

Your Client's Success Is Your Success

Step Six: Master the Tools Of Your Trade

Identify the Best Tools and Technologies

Adopt New Technologies Gradually

Seize Change

Step Seven: Stick to It

Your Chapter 1 Checklist

Chapter Two: Motivating Yourself With Goals and Rewards

Setting a Goal

Keeping It Realistic… or Not

Setting Deadlines

Breaking Down Your Goal into Milestones

Choosing A Reward

Envisioning Your Future Achievement

Share Your Goal with Others

Create a Goal/Reward Collage

Evolution of My Goal/Reward Collage

Rewarding Yourself in Advance

Your Chapter 2 Checklist

Chapter Three: Becoming Accountable through Personal Partnering

Choosing a Partner

Identifying Areas for Improvement

List Your Lesser Strengths

Obtain a Sales Skills Assessment

Obtain Input from Fellow Salespeople

Ask Your Clients for Input

Ask Your Boss

Prioritize Your Areas for Improvement

Writing a Partnering Plan

Meeting with Your Partner

Agree on the Ground Rules

Keep Each Other on Track

Review One Another's Performance

Celebrate Your Mutual Success

Your Chapter 3 Checklist

Chapter Four: Stop Hunting, Start Farming

Choosing Your Farm

Leveraging the Built-In Customer Base

Research Potential Farms

Get To Know Your Farm

Press the Flesh

Sowing the Seeds of Future Business

Build a Robust Database

Keep in Touch

Give Memorable Gifts

Support your Communities

Surviving the Transition from Hunter to Farmer

Your Chapter 4 Checklist

Chapter Five: Catering to Marketplace

Chapter Six: Hiring Your First Assistant

Chapter Seven: Assembly Lines Selling

Chapter Eight: Hosting Your Own Hour Of Power

Chapter Nine Dating Your Leads before Someone Else Does

Chapter Ten: Building a Brand through Shameless Self-Promotion

Chapter Eleven: Blogging Your Way to Credibility

Chapter Twelve: Tapping The Power of Social Media Marketing

Chapter Fourteen: Blasting Out of Your Sales Slump

Chapter Fifteen: Building and Managing Your Own Sales Team

Chapter Sixteen: You're Fired! Firing Your Worst Clients

Chapter Seventeen: Becoming A Lifelong Learner

Chapter Eighteen: Partnering Your Way to Unlimited Success

Chapter Nineteen: Scaling Your Business with Virtual Assistants

Index

 
 
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