|
|
|
3 Crucial Elements For Jumping Sales Numbers
Copyright © 2005 Cutts Group, llc
3 Crucial Elements For Jumping Sales Numbers
Marketers from every niche have common ground when it comes to bills. Yeah, every month there’s a new stack of bills demanding to be paid. Will there be enough...
3 Simple Sales Triggers to Hook in Your Lead & Make the Sale!
3 Simple Sales Triggers to Hook in Your Lead & Make The Sale! Hook 1: Tell a story – don’t sell a product! Stories are far more interesting then blatant sales pitches. You want to interest the reader and potential client; not bore them by...
E-Psychology: Increasing Your Sales On-Line
As any successful entrepreneur knows, there’s more to generating on-line sales than owning a web site. To produce sales, your web presence must be effective, easy to navigate, and properly marketed – all of which require a well-rounded understanding...
Extend Your Book’s Life With a Sales Letter
Extend Your Book’s Life With a Sales Letter Judy Cullins ©2004 All Rights Reserved. Authors, publishers and business owners are great at getting their books written and launched. But after the initial one-year honeymoon, sales slow down. To counter...
Quantify Your Sales Online
The goal of a business is to profit from every endeavor. They do all sorts of advertising and marketing strategies in order to achieve the same. They live by the maxim the more sales the better. However, it is quite a tedious work to jump from one...
|
|
| |
|
|
|
|
|
|
Portrait of a Sales Genius
Ralph Roberts wasn’t born being the best at what he does. In fact you’ll read that he was pretty hopeless at other businesses. The key was that he found something he had a passion for, turned it into a dream and didn’t mind working harder than anyone else he knew.
Ralph Roberts manages to sell 600 houses a year! In 1995 Time Magazine named him ‘America’s top realtor.’ Ralph is so good that real estate agents from around the country pay for the opportunity to ‘shadow’ him so they can learn about the methods he uses.
Born in 1956, he got a job as a teenager cutting a neighbor’s lawn for $10 a time, while all the neighbor hood kids were charging $5-because he convinced the neighbor he would do a better job. As a recent high school graduate in 1975, the Warren, Michigan dynamo took $900 and invested it in a three-bedroom house. ‘I moved in and rented out all three bedrooms to different people,’ said Ralph, author of Walk Like A Giant, Sell Like A Madman. ‘I lived in the hallway.’
Over the next 15 years, Ralph lived in 23 houses, selling each one at a profit and moving on to the next opportunity. Although Ralph seems to have been born with a knack for selling, he wasn’t born knowing how to succeed. He claims that he was the class clown at school and could have been voted the ‘most likely not to succeed.’ In fact, he failed at several business ventures before he discovered his gift for selling real estate. Despite the heartache they caused, Ralph says he’s grateful for the failures, which preceded his success because each one taught him valuable lessons that brought him closer to realize his dreams.
‘To be successful you must surround yourself with successful people’ says Ralph who runs his real estate sales business with the help of a secretary, two listing agents, two buying agents and one closing coordinator.
Ralph believes that setting goals, writing them down with specifics about how you want to achieve them and visualizing them are absolutely essential for success. One of his goals is to pay $1 million a year in taxes. Another is to do $1million a month in business with a particular investor group he works with. To symbolize this goal he often passes out fake $1 million notes to those investors.
Twice a year, Ralph’s key staff comes to his house for a workday during which they storyboard the area in which they work. They set goals, brain storm and put good ideas down in an ‘idea of the week’ book. Employees are encouraged to write ideas in the book whenever they occur, even if the timing isn’t quite right yet for implementation. Ralph and his department heads look through the book regularly. Often they find a good idea that they had forgotten about and realize that now is the time to implement it.
The book is also used to ‘educate’ new employees. ‘When we hire someone we have them read the book and buy into the concept,’ Ralph notes. ‘If they don’t we don’t want them working for us because we only want people with us who share our
vision.’
Although Ralph is a Sales Genius, he’s not infallible, so he encourages his key people to give him feedback ‘They have to be able to tell the truth for your success to be long lasting,’ he explains. ‘You can’t hire people to give you advice and then ignore it.’ He admits that some of the feedback occasionally wounds his ego and that his initial response is often ‘I can’t believe I said that!’ but after the initial sting he considers what has been said and makes changes if he feels they are justified.
One such situation involved changing Ralph’s strict policy that business attire should be worn at all times. One of his managers suggested establishing a casual day to help office morale. Ralph finally gave in after agreeing a dress code he was comfortable with, and everybody was happy.
Being truthful has helped Ralph’s business succeed, he says ‘There’s no shame in making an honest error of judgment, but dishonesty will hurt you in the long run. The only way to be successful is to tell it to people like it really is: here’s the problem and here’s the solution and only suggest solutions in their best interest, even if it means you makes less money or none at all.’
Ralph set himself high standards in being an expert: ‘I make sure that I know more than anyone else. This starts by surrounding myself with knowledgeable people, going to professional meetings and reading all the time.’ Ralph scans newspapers and magazines for articles of interest, highlights the salient points, rips them out and reads or rereads them later. He considers himself to be a ‘speed scanner’. Recently, before being interviewed about foreclosure – a topic he knows extremely well – he nevertheless had an assistant research the subject for the latest information. Being less than the very best simply won’t do in Ralph’s book!
Another source of information for Ralph is his advisory board. Four times a year he meets with six friends and acquaintances from different lines of work. He tells them what he has done and what he plans to do and they give him feedback. One valuable outcome was persuading Ralph to put a monetary value on his time so he could use it more wisely. He also gets together twice a year with a group of agents who all make a $1 million year or more in commission to discuss the same sort of topics.
Because he only sleeps three or four hours a night Ralph has mastered ‘power-napping’. He closes his eyes for 15-20 minutes, visualizing whatever situation he is involved in and his brain works on problems and ideas, such as going to high school football games and throwing his business cards up in the air the first time the crowd jumps out of their seats. ‘I don’t have brainstorming days, I have a brainstorming life’, he says.
Adapted from: Tony Buzan & Richard Israel, Sales Genius, (2000), pp. 3-9.
About the Author
Richard Israel: President of Inner Modeling Inc, sales training consultants to corporations on four continents.
Visit http://www.Richardisrael.net
|
|
|
|
|
| Sales - Wikipedia, the free encyclopedia |
| Dubious selling practices may occasionally result in a sale if the ... These can be slightly influenced by the salesperson, however, the sales person knows ... |
| en.wikipedia.org |
|
| Sales Jobs .com Worlds Largest Sales Employment Site |
| Sales Jobs features thousands of sales jobs for sales professionals. |
| www.salesjobs.com |
|
| Manage Smarter - Performance Gateway |
| Manage Smarter is the online home of sales & marketing management, incentive, potential, presentations and training magazine. |
| www.salesandmarketing.com |
|
| Oracle Customer Relationship Management Solutions |
| Oracle's products cover the breadth of CRM functionality—from sales, ... With Siebel CRM On Demand, you can accelerate sales, improve marketing and deliver ... |
| www.oracle.com |
|
| Sales and related occupations |
| Sales and related occupations. Advertising sales agents · Cashiers · Counter and rental clerks · Demonstrators, product promoters, and models ... |
| www.bls.gov |
|
| Sales Jobs - Search Sales & Marketing Jobs at Monster.com |
| Sales Career Paths: This field offers many different options. ... Manage Your Sales Career: Get expert tips for developing your sales career and handling ... |
| sales.monster.com |
|
| Government Sales and Auctions: FirstGov.gov |
| Official site for information on all sales and auctions of government surplus property and assets. |
| www.firstgov.gov |
|
| Sales and Marketing Executives International |
| Worldwide association of sales and marketing management. |
| www.smei.org |
|
| GPO U.S. Government Bookstore: Main Page |
| Purchase Federal information products for sale through the United States Government Printing Office (GPO). Browse by topic, keyword, or special collections. |
| bookstore.gpo.gov |
|
| Sales |
| Sales is a major aspect of product management. Therefore, after reviewing information in this topic, you might also benefit from scanning the topic ... |
| www.managementhelp.org |
|
| Sales Resource Center - Business Sales Web Site - Small Business ... |
| Sales resource center at Inc.com, small business sales and marketing information. |
| www.inc.com |
|
| Sales - Wex |
| Transactions for the sale (and leasing) of goods is governed mainly by sales ... Federal law has a limited impact on transactions for the sale of goods. ... |
| www.law.cornell.edu |
|
| Sales Jobs, Marketing Jobs, Advertising Jobs on CareerBuilder.com |
| Looking for sales & marketing jobs? Start your job search at CareerBuilder, the leader in job search sites, and access hundreds of thousands of jobs today. |
| sales-marketing.careerbuilder.com |
|
| Compare prices for retail store sales at SalesCircular |
| SalesCircular shows what's on sale at local retail stores every week by collecting data from Sunday newspapers and other ads. |
| www.salescircular.com |
|
| Sales Jobs in Canada - workopolis.com |
| Sales Jobs - Find sales Jobs online with workopolis.com. ... CSR (84), Office Equipment Sales (5). Call Centre Opportunities (109), Real Estate Sales (12) ... |
| www.workopolis.com |
|
| free online sales training articles, sales & selling processes ... |
| Sales and selling terms explained. (Scroll down a little bit to find this set of terms.) |
| www.businessballs.com |
|
| Music Sales Group |
| Music Sales Group - Eight Offices and three distribution centres worldwide bring you the world's best music. The Music Sales Group is Europe's largest ... |
| www.musicsales.com |
|
| Sales Autopsy |
| A collection of the best of the worst of negative selling experiences. Sales horror stories to use for learning, training and managing salespeople. |
| www.salesautopsy.com |
|
| REALTOR.com: Real estate listings & homes for sale |
| REALTOR.com is the world's largest real estate database of homes for sale and the official site of the National Association of REALTORS. |
| www.realtor.com |
|
| Marketing Jobs / Sales Jobs - NationJob.com Careers, Work ... |
| Marketing Jobs / Sales Jobs - detailed job listings and company profiles - Updated daily. |
| www.nationjob.com |
|
|