52 Weeks of Sales Success by Roberts, Ralph R. -- Read -- Imperial Library of Trantor

Index

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

WHAT CONSTITUTES SOCIAL MEDIA? TAP THE POWER OF SOCIAL MEDIA MARKETING

WEEK 41 - FIRE YOUR WORST CLIENTS

WHEN YOU CAN’T DELIVER WHEN THE CUSTOMER IS TOO NEGATIVE WHEN THE DEAL DOESN’T FIT YOUR BUSINESS PLAN

WEEK 42 - ATTEND A CONVENTION OR SEMINAR

I LEARNED THE HARD WAY MY FIRST CONVENTION ATTEND SEMINARS AND WORKSHOPS NETWORK

WEEK 43 - HOST A SEMINAR OR WORKSHOP

IDENTIFY A NEED IN THE MARKETPLACE CREATE YOUR WORKSHOP OR SEMINAR PROMOTE YOUR WORKSHOP OR SEMINAR

WEEK 44 - MASTER THE PLATINUM RULE WEEK 45 - EXPAND INTO MULTICULTURAL MARKETS

TEST YOUR CROSS-CULTURAL COMPETENCY FOLLOW YOUR CUSTOMER’S LEAD TAKE A COMPREHENSIVE APPROACH

WEEK 46 - AVOID OR RECOVER FROM A SALES SLUMP

AVOID NEGATIVE PEOPLE AND SITUATIONS SET A START DATE BE COMMITTED MAKE MARKETING A REGULAR ACTIVITY KEEP RECORDS TALK TO YOUR MANAGER ABOUT YOUR SALES DECLINE LEARN FROM PAST MISTAKES GET YOUR FAMILY AND FRIENDS INVOLVED LEARN TO COPE

WEEK 47 - 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

WEEK 48 - SHARPEN YOUR TEAM MANAGEMENT SKILLS WEEK 49 - CLOSE A SALE THE RIGHT WAY: SIX FOLLOW-UP STEPS

1. SAVE IT! 2. WHEN YOU LOSE A SALE, FIND OUT WHY 3. STAY IN TOUCH WITH THEM 4. THANK THEM FOR THEIR TIME 5. ASK FOR A REFERRAL 6. MOVE ON

WEEK 50 - BECOME A LIFELONG LEARNER WEEK 51 - JUST DO IT!

PLAN DELEGATE USE TECHNOLOGY TO LEVERAGE YOUR EFFORTS KNOW WHEN TO TAKE A BREAK

WEEK 52 - FINAL THOUGHTS About the Authors Index

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