THE ULTIMATE SALES MACHINE

TURBOCHARGE YOUR BUSINESS WITH

RELENTLESS FOCUS ON 12 KEY STRATEGIES
Chet Holmes

Business Essentials Mastery

To succeed in any business, you must Apply and perfect these strategies
master 3 vital areas: management, with “pigheaded discipline” until
marketing and sales. Use the 12 they’re an integral part of how your
strategies below to build your organization operates.
Ultimate Sales Machine (USM).

BUILDING THE ULTIMATE

SALES MACHINE (USM)

MANAGEMENT

Maximize your resources and help your team to do the same.

Productivity Training

Focus on Key “Impact Areas”. Make Learning Mandatory.

Don’t manage ad-hoc issues. Focus on impact areas Most people won’t voluntarily improve themselves.
that directly affect the bottomline, and set aside 1 Make training a job requirement.
hour weekly to improve each area.

Manage Time with 6 Steps. Reprogram your Organization.

Apply these tips to your whole organization: touch Design regular programs to upgrade employees and
it once, finish 6 key tasks daily, allocate time per solve problems. Focus on a few items each time and
task, pre-schedule time slots, do vital items first and reinforce it with practice & application.
remove what you don’t need.

Meetings Top Producers

Use Workshop-Style Meetings. Hiring Superstars.

During workshops, develop ideas & refine processes Be willing to share your wealth with top producers
with your staff, so you train people & improve your who grow your business. Hire for personal qualities
business at the same time. Have 1 workshop per week (not background).
per business area, focusing on 1 challenge each time.
Document and refine the outcomes to form your Interviewing Superstars.
training manual and policies.
Use the Relax-Probe-Attack strategy to filter out
superstars who are confident, persuasive &
Implement Policies Effectively. persistent to win you over.
Get people to feel the pain, find solutions using
workshops, get top leaders/talents to test, perfect Managing Superstars.
and document the processes, teach using To retain top producers, challenge them and
show-and-tell, refine further, then monitor & compliment them when they meet/exceed the
reward desired results. challenges.

MARKETING SALES

To be a great strategist, you must be able to see the big picture and
implement the strategies at the tactical level.

Buyers Pyramid Find your Ideal Buyers

At any point in time, only 3+7% of prospects are ready For any product/service, there’s a group of ideal clients
to consider your products/services. If you focus only who will buy more, and buy more frequently. The best
on selling your product, you miss out the remaining way to grow your business is to capture these buyers.
90% who’re not yet ready for your products/services. Define your ideal B-to-B or B-to-C clients and your
dream affiliates.

Buying
now “Dream 100 Strategy”
3%
Open to
6-7% buying Secure your ideal buyers with these steps: Identify &
research on your dream client. Select great gifts &
develop accompanying letters with creative messages
30% to grab attention. Map out what to send every 2 weeks
Not thinking about it for the next 3-6 months. Follow up with phone calls to
get an appointment.
30%
Not interested
Presentations
30%
Firmly disinterested

Dos
Education-based marketing
Use compelling visual aids, keep it simple and
To reach the entire pyramid, you must use market fast-paced, use WOW facts/stats and stories. Sell
data (not product data). Use education-based your slides with your headlines, be authoritative,
marketing to (a) capture their interest, build keep the audience curious and build rapport. Focus
rapport and add value, and (b) reset their buying on them, not you.
criteria in your favor.
Don’ts

Smoking Gun & Core Story Do not apologize/thank them for their time, present
sitting down or with hands in your pockets, lose
Invest time and effort to find your “smoking control, read off the slides, or fail to prepare.
gun”—facts that will position you as the obvious
choice—and build your core story about the
benefits to your prospects, supported by Sales Engine
properly-researched market data.

Get your entire team to master these 7 key steps to

Marketing Tools close a sale: Establish rapport, discover & reset buying
criteria, build value around your products/services,
keep adding value, create desire, overcome objections,
Use these 7 key marketing tools to build your USM: close the sale and follow up.
Advertising, direct mail, brochures, personal contact,
market education, PR, and internet. Focus on the ones
with highest Return on Investment. Follow Up

Systemize your processes to bond with clients and

keep them happy. Follow up with letters, phone calls,
card, faxes and emails. Share something of personal
interest monthly. Keep offering help & adding value to
their business. Ease into their personal lives, plan fun
activities involving their family, and aim to eventually
invite them to your home or be invited to theirs.

OPERATING YOUR MACHINE

Focus your efforts on what matters until achieving success is second-nature

to you and your organization.

Apply, Track & Improve

Activate your Organizational USM Trigger your Personal USM

Persevere with pigheaded discipline. Measure and Constantly focus your mind on success—this will
track activities + reward results until it’s part of activate your brain’s RAS to seek solutions &
your organization’s DNA. opportunities.

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