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CONTENTS

Part VI    THE POWER OF ORGANIZATION..........     183

Chapter 26   Master Salesmen Plan Their

Work.........................................     185

Lindbergh's Great Performance • How About Work? • Why Don't Salesmen Plan? * What Is the Remedy? • Advantages of Planning • Determine on a Course— Stick to It • Highlights of This Chapter

Chapter 27   Time Is MoneyDon't Throw

It Away   ...................................     190

A Salesman Needn't Rely on His Own Ideas • A Brand New Problem for Most Men • I Punch an Imaginary Clock • A Champion's Timetable • Allow Time for Fun and the Family • Time Schedule of a Successful Organization • Time Sched- ule • Time Is Money • Highlights of This Chapter

Chapter 28 Organize Your Office and

Desk ................  197

The Case of George Graham • The One-Man Operation • "Desk-Lovers" • What Records Are Essential for a Salesman? • Office Equipment • Telephone Wisdom • Be Orderly • A Typical Outline for Desk and Office Routine • Keep It Simple • Highlights of This Chapter

Chapter 29   Plan Your "Golden Hours" in

the Field.................................     205

The Law of Averages • The Sales Story • A Good Sales Talk Does Wonders • Canned Sales Talks • Selling Is Like Golf —Plan Your Shots • Prospecting Plans •


CONTENTS                                                                         xi

Chapter 29   Plan Your "Golden Hours" in

the Field (Continued) Selling Is Like Basketball Too • A Plan­ning Suggestion • Think It Over • High­lights of This Chapter

Chapter 30   Plan Your Goals.................     213

The Life of a Salesman • What Income Do You Want? • A Fancy Car and a Big Cigar • What Makes You and Me Work? • Long-Range Goals Are Valuable • What Are the "Little" Goals? • Year-End Check Sheet • "Little Strokes Fell Great Oaks" • Highlights of This Chapter

Part VII    THE POWER OF PRIDE .........................     221

Chapter 31    Master Salesmen Are Men of

Pride  ........................................     223

Salesmen Are Like Athletes • George Harper • Conceit • A Success Story • A Great Coach Likes 'Em Cocky • What to Do • Highlights of This Chapter

Chapter 32   Be Proud of Your Job........    228

Every Job Has Drawbacks • Make a List • Three Workers • Your Job Is a Challenge • An Appliance Salesman • What to Do • Highlights of This Chapter

Chapter 33 Be Proud of What You Sell .. 234

The Painter • The Fuller Brush Man • The Life Insurance Man • I Prize My Life In­surance Policies • The Tailor • Professional Salesmen • How to Generate Pride in Your Wares • Highlights of This Chapter

Chapter 34   Be Proud of the Company You

Work For..................................     240

College  Spirit    Business  Organizations


xii                                                                          CONTENTS

Chapter 34   Be Proud of the Company You

Work For (Continued) Are Like Colleges • Most Companies De­serve Pride • How About Competitors? • How a Master Salesman Handles Com­petition • How to Build Company Pride • Tiffany-Cadillac • What to Do • Highlights of This Chapter

Chapter 35 Be Proud of Yourself.................. 247

A Proud Salesman • Pride in Achieve­ment • Champions Love to Win • Proud of What? • Advice from the Masters • A Source of Strength • Highlights of This Chapter

EPILOGUE...................................................................     253

 

 

 

 

Part I

THE POWER OF SPIRIT

RED

The brilliant band of blood-red  is at the top of the rainbow. This typifies the  spiritual   qualities  of  the  salesman   who  wins—Courage, Conviction, Enthusiasm, and Persistence. Battles aren't won by brains and cunning alone—it takes "blood, sweat, and tears," to quote the immortal words of Winston Churchill. This applies to selling, too.

So in the first section of this book we will consider these emotional and spiritual attributes that a man must develop if he aspires to leadership.


 


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