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- Wiley
More About This Title Walk Like a Giant, Sell Like a Madman: America's#1 Salesman Shows You How to Sell Anything! Second Edition
English
-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
English
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.
English
About the Authors xv
Acknowledgments xvii
Introduction xix
CHAPTER ONE Taking the Seven Steps to Sales Success 1
Step One: Be a Salesperson, Not an Order Taker 2
Step Two: Get All the Education You Can 4
Doing It My Way 4
Easy In, Easy Out 5
Read, Read, Read! 5
Step Three: Spend Money to Make Money 7
Invest in Yourself 7
Borrow If You Must 8
Step Four: Follow in the Footsteps of Success 8
Success Stands Out 8
Mentors: The Essential Ingredient 9
Following in the Footsteps of Zig Ziglar 10
Success Leaves Big Footprints 10
Don’t Be Too Proud to Ask for Help 11
My Shadow Program 12
A Million Questions a Year 12
Step Five: Nurture Relationships 13
Know Your Product or Service 13
Sell the Benefits 14
Your Client’s Success Is Your Success 14
Step Six: Master the Tools of Your Trade 15
Identify the Best Tools and Technologies 15
Adopt New Technologies Gradually 16
Seize Change 16
Step Seven: Stick to It 16
Your Chapter 1 Checklist 17
CHAPTER TWO Motivating Yourself with Goals and Rewards 19
Setting a Goal 20
Keeping It Realistic . . . or Not 20
Setting Deadlines 21
Breaking Down Your Goal into Milestones 21
Choosing a Reward 22
Envisioning Your Future Achievement 23
Share Your Goal with Others 24
Create a Goal/Reward Collage 25
Evolution of My Goal/Reward Collage 25
Rewarding Yourself in Advance 26
Your Chapter 2 Checklist 27
CHAPTER THREE Becoming Accountable through Personal Partnering 29
Choosing a Partner 30
Identifying Areas for Improvement 31
List Your Lesser Strengths 31
Obtain a Sales Skills Assessment 33
Obtain Input from Fellow Salespeople 33
Ask Your Clients for Input 34
Ask Your Boss 35
Prioritize Your Areas for Improvement 36
Writing a Partnering Plan 36
Meeting with Your Partner 37
Agree on the Ground Rules 38
Keep Each Other on Track 38
Review One Another’s Performance 39
Celebrate Your Mutual Success 40
Your Chapter 3 Checklist 40
CHAPTER FOUR Stop Hunting, Start Farming 43
Choosing Your Farm 44
Leverage the Built-In Customer Base 44
Research Potential Farms 45
Get to Know Your Farm 45
Press the Flesh 46
Sowing the Seeds of Future Business 47
Build a Robust Database 48
Keep in Touch 49
Give Memorable Gifts 49
Support your Communities 50
Surviving the Transition from Hunter to Farmer 51
Your Chapter 4 Checklist 51
CHAPTER FIVE Catering to Marketplace Diversity 53
Exploring Different Demographics 54
Identifying Generational Differences 54
Selling to the Physically Challenged 59
Green Is the Only Color You Should See 60
Breaking the Gender Barrier 61
Letting Your Customer Take the Lead 63
Getting Curious 63
Your Chapter 5 Checklist 64
CHAPTER SIX Hiring Your First Assistant 65
Everyone Needs at Least One Assistant 66
Why We Hesitate 67
Start Small, Grow Large 67
Adding More and More 68
Knowing Whom to Hire 69
Visual or Virtual? 69
Hire the Best You Can Get 70
Avoid Snap-Judgment Hiring 71
Assign Meaningful Job Titles 71
Train Them, Then Trust Them 72
Pay Them to Keep Them 73
Be Kind to Them—They’re Only Human 73
Your Chapter 6 Checklist 74
CHAPTER SEVEN Assembly Line Selling 77
Breaking Everything You Do into Steps 78
Identify Procedures 79
Break Procedures into Tasks 79
Break Tasks into Steps 80
Delegate the Work 80
Tracking Transactions: A Case Study 80
Green Folders, Red Folders 82
Keeping Me Out of It 82
Expanding Your Business with Systems 83
Plan the Work; Work the Plan 84
Beginning to Change 85
You’re a Business, Not an Employee 86
Not Perfect, but Good 87
Your Chapter 7 Checklist 87
CHAPTER EIGHT Hosting Your Own Hour of Power 89
Hour of Power Origins 90
The Goal: Pearls Called Referrals 90
No Selling! 91
No Interruptions 92
Make the Commitment 92
Keep a Tally Sheet 93
Just Do It! 93
Force Yourself into the Zone 94
Extend Your Hour of Power to Other Tasks 94
Focus on Dollar-Productive Activities 96
Your Chapter 8 Checklist 97
CHAPTER NINE Dating Your Leads before Someone Else Does 99
It Takes Five to Seven Contacts to Make a Sale 100
Implement a Foolproof Lead Follow-Up System 100
Receiving Leads 102
Categorizing Leads 103
Importance of Being First 104
Launching a Drip Campaign 105
Remain Persistent without Being Overbearing 108
Your Chapter 9 Checklist 109
CHAPTER TEN Building a Brand through Shameless Self-Promotion 111
The Emphasis Is on Self 112
Comprehensive and Unrelenting 113
Comprehensive 113
Unrelenting 114
Discovering Your Unique Brand Focus 115
Designing an Attractive Marketing Packet 116
Doing Regular Press Releases 118
Prepare Your Press Release 118
Release Your Press Release 121
Establishing a Strong Internet Presence 122
Generating Free Publicity and Positive Press 123
Make Yourself Available to Reporters 123
Earn a High Profile in Your Communities 124
Investing in Paid Advertising 125
Marketing through Professional and Personal Networks 127
Market through Professional Networks 127
Market through Existing Clients 129
Your Chapter 10 Checklist 130
CHAPTER ELEVEN Blogging Your Way to Credibility 131
Understanding the Basics 132
Add a Style with Design (Presentation) Templates 133
Build Community 133
Understand the Two Main Components 134
Test Driving a Blog for Free 135
Choosing a Blog Host and Platform 135
Free, Hosted Platforms 136
Keep It Simple with Turnkey Solutions 136
Do It Yourself with a Standalone Platform 136
Get the Best of Both Worlds with Remote Hosting Options 138
Avoiding the Temptation to Advertise 138
Earning Higher Search Engine Rankings 139
Post Fresh Content with Key Words and Phrases 139
Add SEO Title Tags to Blog Entries 140
Add Links to and from Your Blog 141
Register Your Blog with Blog Directories 142
Contribute to Other People’s Blogs 142
Your Chapter 11 Checklist 143
CHAPTER TWELVE Tapping the Power of Social Media Marketing 145
What Constitutes Social Media? 146
Grasping the Pros and Cons of Social Media Marketing 149
Taking Advantage of Social Media Marketing 150
Your Chapter 12 Checklist 153
CHAPTER THIRTEEN Creating and Maintaining Your Own Web Site 155
Securing Your Own Domain 156
Planning Your Web Site 157
Hiring a Professional Web Designer 160
Promoting Your Web Site 160
Your Chapter 13 Checklist 163
CHAPTER FOURTEEN Blasting Out of Your Sales Slump 165
Hold Yourself Accountable 165
Figure Out What’s Changed 166
Set a Goal and Reward 167
Surround Yourself with Positive People 168
Focus on the Fundamentals 169
Pick up the Phone 169
Grow Out of It 170
Ramp up Your Marketing Efforts 171
Shadow a Top Producer or Hire a Coach 172
Start Now! 174
Work on Today’s Business, Tomorrow’s Business, and Future Business 175
Your Chapter 14 Checklist 175
CHAPTER FIFTEEN Building and Managing Your Own Sales Team 177
What Is a Sales Team? 178
Taking a Lesson from Your Dentist 179
Identifying the Benefits of Sales Teams 179
Knowing When You Need a Team 181
Drawing up Your Team Roster 182
Keeping Your Sales Team on Track 183
Honing Your Team Management Skills 184
Your Chapter 15 Checklist 187
CHAPTER SIXTEEN You’re Fired! Firing Your Worst Clients 189
Identifying Your Best Clients 190
Retaining Your Best Clients 190
It’s Not You; It’s Me—Letting Them Down Easy 191
Adding Better Clients 193
Your Chapter 16 Checklist 194
CHAPTER SEVENTEEN Becoming a Lifelong Learner 195
Attend Industry Conferences 196
Read Industry-Related News and Reports 197
Read a Book 197
Listen to Audio Books 198
Take a Class 198
Explore New Technologies 199
Obtain Advice from a Mentor or Coach 199
Spread the Word 200
Your Chapter 17 Checklist 201
CHAPTER EIGHTEEN Partnering Your Way to Unlimited Success 203
Tapping the Synergistic Power of Business Partnerships 204
Forming Partnerships to Fill the Gaps 206
Three Steps to Partnering Your Way to Success 207
Drawing Up a Partnership Agreement 207
Forming Unique Business+Business Partnerships 209
Your Chapter 18 Checklist 211
CHAPTER NINETEEN Scaling Your Business with Virtual Assistants 213
What Is a Virtual Assistant? 214
What Can an Experienced Virtual Assistant Do for You? 215
Advantages to Having a Virtual Assistant 222
How Do You Know You Need a Virtual Assistant? 223
Deciding What to Delegate to Your Virtual Assistant 224
Finding a Qualified and Experienced Virtual Assistant 224
Gathering Information from Your Virtual Assistant 227
Providing Your VA with Essential Information 228
Communicating with Your Virtual Assistant 230
The Times, They Are a-Changing—and So Should You! 232
Your Chapter 19 Checklist 233
CHAPTER TWENTY Making Rain: Taking on the Role of Rainmaker 235
Embracing Change 236
Changes in What Customers Buy 237
Changes in How Customers Shop 238
Changes in Your Industry 239
Viewing Problems as Opportunities 240
You Are the Visionary 241
Keeping Track of What Works and What Doesn’t 241
Maintaining a Steady Rainfall 241
Final Thoughts 242
Your Chapter 20 Checklist 243
Index 245
