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The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies
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The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies Customer Reviews
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♥♥♥♥♥
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The Ultimate Sales Book!
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I've read quite a few sales books. Some good. Some lousy. Then occasionally I come across a sales book I consider extraordinary. That would be Chet Holme's book. What's unique about Chet's book is that it targets not only sales professionals who want to get a leg up on their competition, but also sales managers who might be having a tough time finding and keeping great talent.
While reading, I kept a notebook and pen on hand, jotting down one idea after another. My favorite two sections are Chapter 6: The High Art of Getting the Best Buyers, and Chapter 9: The Nitty Gritty of Getting the Best Buyers. These chapters alone are worth the price of the book. Holmes gives a lesson that's often easy for us sales pros to forget- It's far less expensive to market and sell when we're targeting the "best buyers". This is better known as the 80/20 rule. Sales professionals should be spending 80% of their time and energy on the 20% that buy the most from them. Focusing like a laser beam on this group, will bring the most return.
The "how-to" of getting these buyers is where chapter 9 comes in. Holmes provides a system for coming up with your "Dream 100 target list, setting appointments with them. His "Rubik's Cube letter" for sending out to clients is one that will certainly be apart of my "swipe file".
The book as a whole is not about providing tactics, but rather a long-term strategy with systems to implement in your small business right away. These strategies (if implemented) will increase your sales revenue without increasing your expenses. |
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