The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies
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Chet Holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference.
The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve?sales, marketing, management, and more.
didn’t say, “We have shown this to so-and-so.” We said, “we’re in touch with” and “arranging to show this to…” This was the truth. I have a rule about selling: never lie. Make sure you’re telling the truth. By wording our telephone approach carefully, we were telling the truth, but the impression we gave was that it was already happening. By mentioning names of other top firms, we got interest from their competitors pretty darn fast. We also made certain that it was the truth. We were in touch
and diligent follow-up can penetrate just about any company if you are determined. One of the hardest of all was Jay Abraham, author of Getting Everything You Can Out of All You’ve Got. I have training programs for business owners and he has a large database of business owners that buy his training programs. I decided that I wanted to partner with him to mutually co-market to his and my list. I hit this guy with a phone call or letter every other week for two solid years. Finally, after two
be famous in their communities. If you want to be famous in yours, put on a charity event and then get your Dream 100 and market influencers involved. Exercise Who makes it onto your market influencer list? Put together a list of the most influential people to promote your product or ser vice and add them to your regular marketing. The most obvious and easiest thing to do is to put on a classic cocktail party, dance, or dinner dance. It’s simple: book the place, hire the DJ, get
continue. Exercise Outline a quick 30-panel presentation that you could deliver to a prospect. Write a great title that makes people want to see the presentation. On panel 2, put “Areas covered.” The purpose of this panel is only to sell the heck out of the material yet to come. It’s not to upstage you by giving things away. So here’s a boring example of areas covered: AREAS COVERED State of the industry Five trends in our industry How our product helps you What you need to
dangerous trends facing manufacturers.” That’s pretty hard to resist if you’re a manufacturer, especially when it’s presented by a well-respected company—which this client was. The offer letter we sent to these CEOs said something like, “As you know, we rely on the manufacturers to be successful. To that end, we have commissioned a study and found that you have some serious problems. To help make certain that manufacturers are successful, we are now making this information available at no cost to