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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
