The Ultimate Sales Machine Buchzusammenfassung - das Wichtigste aus The Ultimate Sales Machine

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Zusammenfassung von The Ultimate Sales Machine

Name: The Ultimate Sales Machine
Rating: 4.1 (90 reviews)
Author: Chet Holmes

Chet Holmes

Turbocharge Your Business with Relentless Focus on 12 Key Strategies

4.1 (90 Bewertungen)

27 Min.

Themen

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Inhaltsübersicht

The Ultimate Sales Machine
in 13 Kernaussagen verstehen

Audio & Text in der Blinkist App

Kernaussage 1 von 13

What’s in it for me? Learn the twelve strategies that will take your business to the next level.

Do you ever feel like you aren’t getting the most out of your sales team? Or that there must be something you can do to increase the effectiveness of your advertising campaign but you just can’t figure out what?

If so, you’re far from alone. In fact, most businesses would benefit from some fine-tuning in areas like organization, hiring and sales strategies. The Ultimate Sales Machine will help you to give your own business a “tune up” by helping you forge the best strategy possible in order to maximize sales and retain loyal customers.

In these blinks, you will learn which of the many available potential clients you should set your sights on, as well as how to grab their attention and close the deal.

In addition, you’ll learn how to strengthen your front lines by assembling a superstar sales team through effective recruitment, training and incentives.

In these blinks, you’ll discover

how your negative thinking is affecting your bottom line,
how playing it cool can help you to sneak past the gatekeeper,
why you should target CEOs in their own neighborhoods,
why it’s best to teach your customers something new and
how a cheap flashlight pen could seal the deal for a life-long business relationship.

Ensuring the highest standards for your staff through repeated training can help your business run effectively.

The lumberjack may not seem to bear any relation to sales, but consider the following example: a lumberjack’s job is to cut wood every day, so if he wants to cut more wood, he could add a few extra hours to each workday and thus boost his productivity.

Or: he could spend a few extra hours sharpening his saw one day, which would enable him to cut more wood every day after that without having to work the extra hours.

You, too, can follow the lumberjack’s example and increase your organization’s productivity by “sharpening” your team through training.

Training enables you to set and raise the standards of staff performance and be proactive. Most obviously, training shows your employees where you want their focus and what areas of performance they should improve upon.

Furthermore, training helps you proactively prepare for difficult situations before they arise.

Would you, for example, want to perform first aid for the first time ever if someone’s life depended on it? Of course not! You’d want to be confident in your first aid skills before you put them to use, and the only way to do that is by training.

In fact, the same is true for your business. If, for example, you want your team to effectively handle an important – but disruptive – client, then you must train them in managing this particular situation first.

For training to be effective, it has to be repetitive so that important concepts are constantly reinforced and reiterated.

For example, if your customer acquisition training is only a one-time, hour-long course, then you might only learn the basics. But, after a couple of weeks, you’ll probably have forgotten most of what you learned!

However, follow-up lessons that continue for a few weeks give you the capability to actually use and reuse the skills you learned, even months after.

Like the lumberjack, cutting wood becomes much easier when you keep your tools sharp. With regular training efforts, your staff will learn how to deal with tricky situations more effectively and proactively.

Use workshop training to develop the best strategies for your sales team.

Imagine this scenario: a salesman from a carpet-cleaning company visits an old lady’s house. She asks him to take her dirty rug to be cleaned and, as he rolls up the rug, he notices that the the pad underneath is dirty and threadbare. Surely, it needs replacing, but the salesman doesn’t want to come across as pushy, and so he doesn’t make the pitch to sell a replacement rug.

This sales approach sure won’t bring in many customers. To avoid lost opportunities like this, you should ensure your team is well-trained.

By educating your potential customers, you can reach more people and sell more goods.

Imagine this scenario: two furniture stores open in the same city and, within four years, the first has grown by 10 percent annually and remains a single-store location. The other store, however, grows into a six-store firm within the same time span. What did they do differently?

Furniture Store 2 engaged in the more effective marketing approach: namely, education-based marketing. In other words, rather than just trying to sell its products, Furniture Store 2 actually educated its customers about everything involving its brand.

Hiring superstars: accelerate your growth by only hiring top performers.

Have you ever had to work with someone who didn’t fit into your team? This isn’t just bad news for them; in fact, the average “bad hire” costs a company a whopping $60,000.

It’s therefore vital that your business attract and find the right candidates – which is especially true for your sales team. So how can you ensure that you acquire the best people for the job?

Maximize sales by targeting decision-makers in big companies.

Imagine you’re a company that sells office equipment. To attract clients, you’ll probably advertise your services by sending mail to all the companies in your area.

However, this strategy isn’t very productive. In fact, chances are that only a small minority of people will actually contact you. So what can you do to improve your advertising?

Streamlining your marketing and educating people will put you in the spotlight for potential customers.

Many companies spend loads of money marketing their various products. Yet, their marketing strategies often aren’t connected to one another. Instead, they use isolated campaigns without any formal unity, such as radio ads, direct mail, public relations efforts or internet advertising.

This kind of marketing strategy won’t give you the best bang for your buck, so you’ll need to find another way, for example:

Make your sales pitches more memorable by using compelling visuals and headlines.

If you plan to pitch your services to potential clients, you’ll likely be asked to make presentations to audiences at conferences and marketing events. Your success on the podium depends on how compelling your presentation is.

Unfortunately, though, the majority of the audience will only remember about 20 percent of what you said. That’s why you need to find other ways to hold their interest.

Make sure best buyers know who you are by persistently and personally communicating with them.

Unfortunately, your dream clients are not out there just waiting for you to make a sales pitch. In fact, they probably have no idea who you are. So how do you create awareness and interest in you and your company?

One method is to send letters and gifts to your Dream 100, i.e., the clients you wish you had, but don’t. In order to attract their attention, send them a letter every two weeks offering them something they’ll value. For example, if you’re a media consultant, you could offer them a free web seminar about industry trends and challenges in the media industry.

Build rapport with clients to ensure that they buy your services.

Although you’ve now made contact with your dream clients, you haven’t made the sale just yet. They might still hesitate even after you’ve convinced them that it’s in their best interest to buy.

So what can you do now to seal the deal?

Keep your clients forever in order to increase your profits.

Getting a sale is cause for celebration, but if you want to build the Ultimate Sales Machine, your job’s not over yet: you have to follow up post-sale to keep your clients. But what’s the best way to go about it?

They key is to develop superior follow-up procedures that will produce more business with your client.

Reprogram your mindset to follow your goals with iron discipline.

Picture yourself wandering through a busy train station. There are a million things happening all around: advertisements vie for your attention and a thousand conversations take place simultaneously, yet you can ignore all of it when, suddenly, somebody calls your name and your attention is immediately drawn to them.

How is this possible?

Create short task lists and manage your emails to maximize your productivity.

When you enter your office every morning, you’re probably confronted by stacks of emails and memos waiting for your attention. As the day progresses, more of them accumulate in your inbox and you react to these new memos instead of finishing what you wanted to do.

How can you avoid this?

Final Summary

The key message in this book:

According to Chet Holmes, every business can double its sales by applying just one of his twelve key strategies with iron discipline and determination. These strategies give businesses the tools they need to attract their dream clients, hire superstar salespeople and outpace their competitors.

Du möchtest die gesamte Zusammenfassung von The Ultimate Sales Machine sehen?

Kernaussagen in The Ultimate Sales Machine

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Sachbücher auf den Punkt gebracht

Kernaussagen aus Sachbüchern in ca. 15 Minuten pro Titel lesen & anhören mit den „Blinks”

Zeitsparende Empfehlungen

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Podcasts in Kurzform ^Neu

Kernaussagen wichtiger Podcasts im Kurzformat mit den neuen „Shortcasts”

Worum geht es in The Ultimate Sales Machine?

The Ultimate Sales Machine offers twelve key strategies for improving how we do business, as well as other methods and tools to help you work smarter and more effectively in all aspects of your business, from management to marketing and sales.

Wer The Ultimate Sales Machine lesen sollte

Anyone involved in operating, marketing, selling or running a company or department
Executives, CEOs, entrepreneurs
Anyone who wants to market their product or idea better

Über den Autor

Chet Holmes was a sales consultant and marketing guru who advised more than sixty Fortune 500 companies, owned fourteen businesses and educated millions of business owners and employees through his seminars and articles in his lifetime.

Kategorien mit The Ultimate Sales Machine

Marketing & Vertrieb

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