52 Weeks of Sales Success: Americas #1 Salesman Shows You by Ralph R. Roberts

By Ralph R. Roberts

Fifty two Weeks of revenues luck, 2d variation relies on Roberts' sequence of renowned weekly revenues seminars initially provided to his employees. Ralph now can provide an identical strength and sales-generating knowledge and shutting instruments to each person who's dedicated to reaching his or her complete power. during this moment version, Ralph has accelerated and up-to-date the fabric to handle concerns vital to contemporary salespeople and divulges his field-proven concepts for promoting within the twenty first Century:Stop considering like an worker and begin pondering like an entrepreneurSurround your self with confident peopleDevelop platforms and proceduresHire an assistant, so that you can pay attention to clientsKnow your product, your self, and your clientUnder-promise, over-deliverTurn difficulties into possibilities

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Only when the A list has been serviced does he turn to the B list. These are lesser prospects who with a little work might become A prospects one day. The C list is mostly the “discard pile”—those clients or deals that produce either so little profit or so much trouble that they’re better off going elsewhere. Here’s another technique. Several years ago, when I first met my friend Allan Domb, the condominium king of Philadelphia, I was impressed by his ability to rank all these calls in order of importance.

Document everything you do, highlight the tasks you can safely delegate to others, and then hire an assistant to take on these chores. P1: a/b c09 P2: c/d QC: e/f JWBT014-Roberts T1: g October 20, 2008 14:34 Printer: Courier Westford, Westford, MA WEEK 9 PRIORITIZE S tephen Hopson is deaf—profoundly so, and he has been since birth. After his parents discovered this when he was three years of age, they took him to doctors who gave them a stark choice. They could enroll Stephen in a special school for the deaf that would cater to his needs throughout childhood.

Stephen recalls how it took him months to convince a Merrill Lynch manager to take a chance on him. Finally, the manager did—to his great good fortune, and to Stephen’s. Within three years, Stephen’s initial production had soared 1,700 percent. Competing against 12,000 financial consultants at the firm, 42 P1: a/b c09 P2: c/d QC: e/f JWBT014-Roberts T1: g October 20, 2008 14:34 Printer: Courier Westford, Westford, MA Prioritize 43 he consistently placed in the top 1,500 in sales contests. He won trips to Bermuda, Mexico, Florida, and other resort locations.

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