The Ultimate Sales Machine
by Chet Holmes
The book in one sentence
Chet Holmes’s 12 strategies to boost your revenue and to make you a more successful sales person.
My personal opinion
One of my favorites about sales! Just take a look at the section below. Nothing to add here. The book covers so many important topics. Just read it!
To whom I would recommend this book
Everybody who calls herself or himself a seller.
What I learned from this book
- The foundation of nearly every long-lasting success: discipline and determination.
- “I fear not the man who has practiced 10,000 kicks once, but I fear the man who has practiced one kick 10,000 times.” – Bruce Lee
- First, maximise the value of your existing clients.
- It’s about working smarter, not harder. Time is the limitation.
- Plan your weeks and your days ahead. Everyday, get the most important things done. Put the most important tasks first.
- Training is everything. Therefore you need to make it fun, interesting, stimulating – and mandatory for your team: “Train or feel the pain.” (Love this attitude!)
- “It’s harder than ever to get in front of a potential buyer, so when you finally get your company in front of that buyer, you need to maximise what you can accomplish.”
- Set the buying criteria of your future-client by yourself.
- Do not only work in your business, work on your business, too.
- “If you continue to market someone with great vigor, they will absolutely get to know who you are. If they tell you no again and again you keep marketing and selling to them, here is what will happen: they will go from not knowing who you are to knowing exactly who you are to maybe even being annoyed that you won’t go away starting to respect you because no one has ever marketed to them with such force to even feeling obligated to give you some business. Yes, obligated. If someone keeps coming after you again and again, even if you are not interested in that person, you start to feel like you want to give something back.”
- Build a top of mind awareness among your future-clients.
- Talking to clients, use the word “you” more often than “I”.
- Create a structured and consistent journey for your future-clients. Plan at least for 8 high-quality touch points.
- Use creative gifts to win the heart of your future-clients.
- Be an expert in your field to establish credibility and trust.
- “Providing information that helps your client succeed helps you build trust and respect. Your clients and prospects will be happy to hear from you. Even better, they’ll start to call you to get your input on decisions they’re making for their business.” (Love this one!)
- “If you truly believe that what you have is useful and valuable to your clients, then you have a moral obligation to try to serve them in every possible way.” (Yes, yes, yes!)
- Set and stick to your own standards. Keep high-quality for everything you do. Stay consistent.
Want to read this book?
Check it out on Amazon.com – The Ultimate Sales Machine by Chet Homes
Thanks to the publisher for printing such a great book!