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Sales & Marketing #3 - Book Log

3/18/2019

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The Ultimate Sales Machine 

by Chet Holmes

Excite-o-meter: 1 - 10 
​10
​

Picture

Why this book?

One of my favorite books on sales and telemarketing. I discovered Chet Holmes from his online seminar videos, and noticed that Chet was something special. His demeanor is gripping, and intense. 


​Excite Notes

Chet Holmes is the legend of sales I wish I'd met. He dissects the sales process, and strategically engages prospects on a cold call, after bypassing gatekeepers like they were working for him. 

What I see some people calling ordinary sales material for beginners, is more like a passionate dialectic of masterful sales theory. While his wisdom may be conveyed with a personal encounter or anecdote, whereby some choose to deride, this is where Chet begins laying out his views. His perspective of sales is both philosophical and approachable.



​

TABLE OF CONTENTS:
​
1. Time Management Secrets of Billionaires
How to Maximize Your Productivity and Help Your People Do the Same 

2. Instituting Higher Standards and Regular Training
Preprogram Your Organization to Run Like a Finely Tuned Machine 

3. Executing Effective Meetings
How to Work Together to Improve Every Aspect of Your Company Using Workshop Training

4. Becoming a Brilliant Strategist
How to Get Up to Nine Times More Impact from Every Move You Make

5. Hiring Superstars
How to Accelerate Your Growth by Using High-Octane Talent at Every Level

6. The High Art of Getting the Best Buyers
The Fastest, Least Expensive Way to Dramatically Increase Sales

7. The Seven Musts of Marketing
Turbocharge Every Aspect of Your Primary Marketing Efforts

8. The Eyes Have It
Attract and Close More Buyers by Using More Compelling Visuals, Plus the Biggest Mistakes Everyone Makes When Presenting

9. The Nitty-Gritty of Getting the Best Buyers Step-by-Step, Day-by-Day Tactics to Land Your Dream Clients

10. Sales Skills
The Deeper You Go, the More You Will Sell

11. Follow-Up and Client Bonding Skills
How to Keep Clients Forever and Dramatically Increase Your Profits

12. All Systems Go
Setting Goals, Measuring Effectiveness, and Activating Your Master Plan Notes Index

Comments

Sales & Marketing #2

4/10/2016

Comments

 
SUBJECT:
Strategies/Techniques for offering a ubiquitous product
 
QUESTION:
How would you sell a glass of water?

​ANSWER:
A.) Don't be corny
B.) Find their ideal water, conditions, additives, pricing, packaging, everything.
C.) Catalog what they say to get the next one thinking
D.) Have as much of their team comment on their ideal version of your offer
E.) Build their customized solution to the best of your abilities, and keep them updated on improvements


THOUGHT EXPERIMENT:
Imagine if you could ask everyone in the world the best experience they have had with your product. The more common and available the product, the more likely they are to have had superior/inferior encounters from which to build on.


Feel free to comment below, or email me at RememberMyMarketing@gmail.com  

​
Comments

Sales & Marketing #1

1/16/2016

Comments

 
SUBJECT:
Engage/Qualify prospective clients by asking about their target problem.
 
QUESTION:
"What if you ask about an issue that is not their problem?"

​ANSWER:
A.) The buyer doesn't qualify for your solution
B.) Your question isn't general enough to account for buyers who should qualify.
Ex: "would you like lemonade?" disqualifies more beverage prospects than "are you thirsty?" or "would you like something to drink?"
C.) They misheard, or are lying because they don't believe you can solve their problem, or are just trying to get back to matters more pressing to them.
D.) They may not expect themselves in the future or anyone they know to have the problem, or they do but only want such problems solved when the problem applies to them, and/or they prefer to wait until the problem arises. 

THOUGHT EXPERIMENT:
Imagine all the ways and problems someone could present to you. Consider edge cases relating to the problems they could be trying to solve on a scale of "inapplicable vs barely applicable". 


Feel free to comment below, or email me at RememberMyMarketing@gmail.com
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Remembering any given sentence into next week requires such a shocking break from normalcy that such shock sustains itself over time. What would it take to remember an idea over the next Month, Year, or Decade? The truth is, it's impossible to guess, unless an idea has left one severely traumatized.