1.
THE ULTIMATE
SALES MACHINE
TURBO CHARGE YOUR
BUSINESS WITH
RELENTLESS FOCUS ON 12
KEY STRATEGIES
by Chet Holmes

2.
01
Time Management
How to Maximize Your Productivity &
Help Your People Do the Same.

3.
“Master these 5 things to efficiently manage your time
and 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 you
are 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 the
more mundane stuff later.
5. Always ask: "Will it hurt me to throw this away?" - if no, throw it
away. Do not accumulate obsolete stuff.

4.
02
Regular Training
Pre-program Your Organization to Run
Like A Finely Tuned Machine.

5.
If you want your training to stick, you must
do tests and spot quizzes.
Make your training session open and fun, so
people enjoy the experience rather than
dread it.
#2 REGULAR TRAINING

6.
03
Effective Meetings
Improve Every Aspect of Your Company
Using Effective Meetings/Workshops.

7.
{ }CONDUCT “WORKSHOPS” THAT ARE REALLY EFFECTIVE
MEETINGS. FOR EXAMPLE, YOU CAN DO A WORKSHOP
ON “WHAT IS SOMETHING ELSE YOU CAN OFFER THE
BUYER AT THE POINT OF SALE?”
#3 Effective Meetings

8.
{ }HOLD A FOLLOW-UP WORKSHOP WHERE
EVERYONE IS INVITIED TO SUGGEST WAYS TO
TWEAK AND IMPROVE THE NEW PROCEDURE.
#3 Effective Meetings

9.
04
Brilliant Strategies
How to Get More Impact from Every
Move You Make.

10.
“When you sell, you break
rapport, but when you educate,
you build it. When people feel
they are being sold,
they automatically resist you.”
#4 Brilliant Strategies

11.
Find market data that makes
your product or services
much more important.
#4 Brilliant Strategies

12.
05
Hiring Superstars
How to Accelerate Your Growth by
Using High-Octane Talent at Every
Level.

13.
WHEN HIRING SALESPEOPLE, TRY TO
GET PEOPLE WITH HIGH INFLUENCE
AND HIGH DOMINANCE.
#05 HIRING SUPERSTARS

14.
#05 HIRING SUPERSTARS
BE FRIENDLY AND A GOOD
LISTENER.
EXPLAIN YOU'RE LOOKING
AT THEIR DIRECT
PERSONALITY THAN THEIR
DIRECT BACKGROUND.
SUPERSTARS WILL HAVE
TREMENDOUS LEVELS
OF SELF BELIEF AND
SELF CONFIDENCE.
WHEN INTERVIEWING: RELAX, PROBE, ATTACK.
RELAX PROBE ATTACK

15.
06
Art of Getting the
Best Buyers
Fastest, Least Expensive Way to
Increase Sales.

16.
“Instead of selling to everyone, identify
who the best buyers are for your products
and target them intensively.”
#6 BEST BUYERS

17.
“Capture the interest of your best buyers,
focus on serving them extremely well and
then maintain that focus with determination
and discipline.”
#6 BEST BUYERS

18.
07
Great Marketing
Turbocharge Every Aspect of Your
Primary Marketing Efforts.

19.
Seven marketing vehicles great companies use to attract
ongoing and sustainable levels of business.
#7 GREAT MARKETING
1. Advertising - works exceptionally well if you have the
budget for it.
2. Direct Mail - excellent for education-based marketing. Can
be used as a standalone tactic or in parallel with advertising
for enhanced results.
3. Corporate Literature - very effective when it ties in with
the core story or stadium pitch you're trying to push (e.g.
brochures, promotional pieces, reports etc.).

20.
Seven marketing vehicles great companies use to attract
ongoing and sustainable levels of business.
#7 GREAT MARKETING
4. Public Relations - essence lies in news worthy things that
attracts attention of the media who cover what you do as
news rather than as paid advertising.
5. Personal Contacts - actually getting on the phone and
talking with decision makers.
6. Trade Shows and Other Market Education - opportunities
to create mass awareness of your company.
7. The Internet - allows companies to rise to prominence in
their industries very rapidly.

21.
08
Superior Visuals
Attract and Close More Buyers by Using
More Compelling Visuals.

22.
Incorporating visual components in your sales
and 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 and
understand.
▲ Let your presentation be curiosity driven - which will happen
if you unfold your story in a way that piques curiosity.
▲Be confident but not overbearing or obnoxious - so the
listener will relate.
▲ Never fail to practice your presentation beforehand. Know
your material inside and out.

23.
09
Dream 100
Tactics to Land Your Dream Buyers.

24.
Make a consistent and constant effort to secure the
business 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:

25.
10
Sales Skills
The Deeper You Go, the More You Will
Sell.

26.
“Develop a highly polished sales process. You
then 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, buyers
will become your friends.
2. Always qualify your buyers - which means finding their needs.
3. Build value around your product and service
4. Create desire - enhance their awareness of how inadequate their
current situation is and the value of the solution you can offer right
away.
5. Overcome their objections
6. Close the sale - ask for a decision, invite them to be decisive.
7. Follow through - make sure everything you promised is
delivered.

27.
11
Client Bonding
How to Keep Your Customers Forever
and Increase Your Profits.

28.
It is always harder to attract new clients than
it is to do more business with the clients you
already 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 will
be mediocre. With a fantastic, structured follow-up, you
will propel yourself so far above your competitors that they
won't be able to touch you or your clients."

29.
12
Set Goals
Setting Goals, Measuring Effectiveness,
and Activating Your Master Plan.

30.
“Setting goals is not simply about writing your
objectives. It's also about achieving things faster
and 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.