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 fb2 pdf azw3 网盘 rtf 免费 下载 txt

"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.

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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