The Ultimate Sales Machine - Chet Holmes
-
Upload
canny-digital -
Category
Marketing
-
view
611 -
download
25
Transcript of The Ultimate Sales Machine - Chet Holmes
THE ULTIMATESALES MACHINE
TURBO CHARGE YOURBUSINESS WITH
RELENTLESS FOCUS ON 12KEY STRATEGIES
by Chet Holmes
01Time ManagementHow to Maximize Your Productivity &Help Your People Do the Same.
“Master these 5 things to efficiently manage your timeand have everyone in your company do the same on a
regular basis.”#1 TIME MANAGEMENT
1. Take action on everything you touch - so only touch things youare prepared to deal with right here and now (e.g. emails).
2. Make a new list of 6 things you need to accomplish everyday.
3. Plan how much time you will allocate to each task on the list -to ensure you have realistic expectations.
4. Prioritize - focus on your most difficult tasks first then do themore mundane stuff later.
5. Always ask: "Will it hurt me to throw this away?" - if no, throw itaway. Do not accumulate obsolete stuff.
02Regular TrainingPre-program Your Organization to RunLike A Finely Tuned Machine.
If you want your training to stick, you mustdo tests and spot quizzes.
Make your training session open and fun, sopeople enjoy the experience rather than
dread it.
#2 REGULAR TRAINING
03Effective MeetingsImprove Every Aspect of Your CompanyUsing Effective Meetings/Workshops.
{ }CONDUCT “WORKSHOPS” THAT ARE REALLY EFFECTIVEMEETINGS. FOR EXAMPLE, YOU CAN DO A WORKSHOPON “WHAT IS SOMETHING ELSE YOU CAN OFFER THE
BUYER AT THE POINT OF SALE?”
#3 Effective Meetings
{ }HOLD A FOLLOW-UP WORKSHOP WHEREEVERYONE IS INVITIED TO SUGGEST WAYS TOTWEAK AND IMPROVE THE NEW PROCEDURE.
#3 Effective Meetings
04Brilliant StrategiesHow to Get More Impact from EveryMove You Make.
“When you sell, you breakrapport, but when you educate,you build it. When people feel
they are being sold,they automatically resist you.”
#4 Brilliant Strategies
Find market data that makesyour product or servicesmuch more important.
#4 Brilliant Strategies
05Hiring SuperstarsHow to Accelerate Your Growth byUsing High-Octane Talent at EveryLevel.
WHEN HIRING SALESPEOPLE, TRY TOGET PEOPLE WITH HIGH INFLUENCE
AND HIGH DOMINANCE.#05 HIRING SUPERSTARS
#05 HIRING SUPERSTARS
BE FRIENDLY AND A GOODLISTENER.
EXPLAIN YOU'RE LOOKINGAT THEIR DIRECT
PERSONALITY THAN THEIRDIRECT BACKGROUND.
SUPERSTARS WILL HAVETREMENDOUS LEVELSOF SELF BELIEF ANDSELF CONFIDENCE.
WHEN INTERVIEWING: RELAX, PROBE, ATTACK.
RELAX PROBE ATTACK
06Art of Getting theBest BuyersFastest, Least Expensive Way toIncrease Sales.
“Instead of selling to everyone, identifywho the best buyers are for your products
and target them intensively.”
#6 BEST BUYERS
“Capture the interest of your best buyers,focus on serving them extremely well andthen maintain that focus with determination
and discipline.”
#6 BEST BUYERS
07Great MarketingTurbocharge Every Aspect of YourPrimary Marketing Efforts.
Seven marketing vehicles great companies use to attractongoing and sustainable levels of business.
#7 GREAT MARKETING
1. Advertising - works exceptionally well if you have thebudget for it.
2. Direct Mail - excellent for education-based marketing. Canbe used as a standalone tactic or in parallel with advertisingfor enhanced results.
3. Corporate Literature - very effective when it ties in withthe core story or stadium pitch you're trying to push (e.g.brochures, promotional pieces, reports etc.).
Seven marketing vehicles great companies use to attractongoing and sustainable levels of business.
#7 GREAT MARKETING
4. Public Relations - essence lies in news worthy things thatattracts attention of the media who cover what you do asnews rather than as paid advertising.
5. Personal Contacts - actually getting on the phone andtalking with decision makers.
6. Trade Shows and Other Market Education - opportunitiesto create mass awareness of your company.
7. The Internet - allows companies to rise to prominence intheir industries very rapidly.
08Superior VisualsAttract and Close More Buyers by UsingMore Compelling Visuals.
Incorporating visual components in your salesand marketing processes will make you look
more professional and make a greater impact.
#8 SUPERIOR VISUALS
SOME DO'S AND DON'TS OF GREAT VISUALS:▲ Keep it simple - make your graphics easy to follow andunderstand.
▲ Let your presentation be curiosity driven - which will happenif you unfold your story in a way that piques curiosity.
▲Be confident but not overbearing or obnoxious - so thelistener will relate.
▲ Never fail to practice your presentation beforehand. Knowyour material inside and out.
09Dream 100Tactics to Land Your Dream Buyers.
Make a consistent and constant effort to secure thebusiness on your top 100 ideal customers.
#9 DREAM 100
1. Choose your Dream 100.2. Choose the gifts.3. Create your Dream 100 letters.4. Create your Dream 100 calendar.5. Conduct Dream 100 follow-up one calls.6. Present the executive briefing.
Here are six simple steps to get your dream clients:
10Sales SkillsThe Deeper You Go, the More You WillSell.
“Develop a highly polished sales process. Youthen need to teach this to everyone and
get them using it consistently well.”#10 SALES SKILLS
1. Establish rapport - if you have a genuinely good product, buyerswill become your friends.2. Always qualify your buyers - which means finding their needs.3. Build value around your product and service4. Create desire - enhance their awareness of how inadequate theircurrent situation is and the value of the solution you can offer rightaway.5. Overcome their objections6. Close the sale - ask for a decision, invite them to be decisive.7. Follow through - make sure everything you promised isdelivered.
11Client BondingHow to Keep Your Customers Foreverand Increase Your Profits.
It is always harder to attract new clients thanit is to do more business with the clients youalready have. Therefore, work at bonding with
your clients.
#11 Client Bonding
Never make a sale then ignore your customers.
'The bottom line is that you need to do follow-up or you willbe mediocre. With a fantastic, structured follow-up, you
will propel yourself so far above your competitors that theywon't be able to touch you or your clients."
12Set GoalsSetting Goals, Measuring Effectiveness,and Activating Your Master Plan.
“Setting goals is not simply about writing yourobjectives. It's also about achieving things fasterand more automatically than you ever thought
feasible.”
#12 GOAL SETTING
It is impossible to master all 12 skills instantly. Instead, you
have to set periodic goals to upgrade your performance in
these area and keep revisiting them over and over.