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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 [Paperback]

Chet Holmes (Author), Jay Conrad Levinson (Editor), Michael Gerber (Foreword)
4.5 out of 5 stars  See all reviews (110 customer reviews)
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Editorial Reviews

Review

”Far more than just another sales book.”
— Entrepreneur

“A powerful, entertaining guidebook to mastering the fundamentals that drive thriving sales.”
—Kirkus

“A holistic sales and marketing campaign that works.”
— Booklist

“Chet Holmes is one of the greatest teachers of marketing, sales, and business success in the world today.”
—Brian Tracy, author of The Way to Wealth

“This is by far the best sales book I have ever read, and I have read hundreds.”
—A. Harrison Barnes, CEO, Juriscape

“A classic.”
—Jay Conrad Levinson, author of Guerrilla Marketing

Product Description

Chet Holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference.

The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve—sales, marketing, management, and more.
See all Editorial Reviews

Product Details

  • Paperback: 272 pages
  • Publisher: Portfolio Trade (May 27, 2008)
  • Language: English
  • ISBN-10: 1591842158
  • ISBN-13: 978-1591842156
  • Product Dimensions: 8.3 x 5.5 x 0.8 inches
  • Shipping Weight: 8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (110 customer reviews)
  • Amazon Bestsellers Rank: #3,735 in Books (See Top 100 in Books)
    #1 in  Books > Business & Investing > Marketing & Sales > Sales & Selling > Management
    #3 in  Books > Business & Investing > Marketing & Sales > Sales & Selling > Techniques

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Chet Holmes
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› Visit Amazon's Chet Holmes Page
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
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Inside This Book (learn more)
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I developed this time management system while I was running nine divisions for billionaire Charlie Munger. Read the first page
Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
hiring superstars, sales step, sales skills, ultimate sales machine, mass teleconference, stadium pitch, pigheaded determination, spot quizzes, best buyers, dream clients, dream prospects, buying criteria, core story, marketing weapon
Key Phrases - Capitalized Phrases (CAPs): (learn more)
The Ultimate Sales Machine, The Seven Musts of Marketing, Executing Effective Meetings, Follow-Up Step, Brilliant Strategist, Charlie Munger, United States, Chet Holmes, Time Management Secrets of Billionaires, Exercise Write, Warner Bros, Bill Johnston, Jay Abraham, Rubik's Cube, Emily's Song, New York, Emily Evers, San Francisco, Exercise Look, Carpet Cleaning Company
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Customer Reviews

110 Reviews
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4.5 out of 5 stars (110 customer reviews)
 
 
 
 
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126 of 139 people found the following review helpful:
2.0 out of 5 stars Sales = Pestering?, April 5, 2008
This review is from: The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies (Hardcover)
I am another one who does not understand why this book has gotten so many 5-star reviews. Essentially, I have just finished reading "How to Sell without being a Jerk!" by John Klymshyn and these two books seem to pull at the same topic from two completely different angles.

Chet Holmes take on Sales is, I feel, to wear the client down with repeated calls and sales pitch till they give in. He advocates that someone with High Influence (that is, an ability to empathize with others) and a High Ego (High drive and determination - never say die attitude) is absolutely necessary to be a Superstar Salesperson. At the end of the day, this never say die attitude requires you to push your product (because you feel that it is good for your client, regardless of what he thinks) relentlessly until he gives in and buys from you.

All these is good as long as the product which your client buys works out for him at the end. Alas, I'm into Structured Products Sales in a Private Bank and sometimes we all know that some products do not work out well if the markets are not cooperative! The failure of a product is never covered in any of Chet's materials. All his stories have happy endings - the executive who after 6 months gave in and bought advertisement space (through his relentless selling) and again bought more advertisement space after some more months when the first series of advertisements did not make any impact FINALLY saw the truth in Chet's words when his sales jumped etc etc - Never has Chet's advice been wrong or the products he sold not worked out (or these have been pleasantly omitted).

I think the book has some useful gems to take away and it has helped me address some of the weaknesses in my own selling. However, this 'Take No prisoners' approach may not be for everybody all of the time.

Also, I do not agree with his material on Presentation. He mentioned that it is necessary to have a very dramatic and visual approach to your slides to have your clients at the edge of their seats. In addition, humor is often an effective and useful content to have in your presentation. NOTHING WRONG HERE. However, this presentation style may not be for everyone. I've been trained in presentations and have learnt that doing a presentation with NO SLIDES is also a very effective way to conduct a presentation because then the audience would have to pay attention to you instead of staring at the slides. I'm not saying that one is right and the other wrong - I feel that at the end of the day, YOU would have to decide what is most comfortable ane effective for you and your audience when giving a presentation.

Chet's way is definitely one way to succeed in Sales - he is a living example. But to call his way the Ultimate Sales Machine is just over the top.
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55 of 64 people found the following review helpful:
5.0 out of 5 stars Excellent material, some new and unique ideas, July 26, 2007
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This review is from: The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies (Hardcover)
No matter what business you are in, no matter what product or service you provide, you can benefit from the wisdom of the "Ultimate Sales Machine".

The book starts off where most of the work is needed ... with top management. Everyone today complains of too much to do and too little time. Chet describes how he cut his work days from 16 hours to a normal work day and got more done in the process. The first step is to become proactive rather than reactive. Adopt the mantra, "If you touch it, take action." We let our desks pile up with material that we read, examine and think about but never get around to taking any action on. Develop the habit of touching a letter, memo or report once. Take action and get it off you desk.

We also let the small interruptions rule our day. Eliminate these pesky interruptions by scheduling "got a minute" sessions. Also hold regular staff meetings where general questions can be answered for the benefit of everyone.

Most of us are good at making "to do" lists. Chet's offers some excellent advice. Never have more than six items on your list. Make sure those are the most important things for you to get done. Leave the minor tasks off your list and only work on those things on your list.

The book is divided into twelve chapters or steps which if you implement all the steps will totally transform your organization. Chet stresses the importance of strategic thinking as opposed to the reactive style of most managers.

He has a very interesting and unique approach to hiring superstars. Age and background are not relevant. Results are the only thing that counts. While his approach is a little bold and many people will be reluctant to try it, it is very difficult to argue with success.

The book is well written and contains plenty of exercises. There are some original ideas and you will certainly benefit if you choose to implement some of his ideas.

He gives lots of good ideas about how to create your ultimate sales machine. In the final analysis, his best advice is "pigheaded determination", Whatever you are doing, if you give up when you meet a little resistance, you will never achieve the level of success you are capable of achieving.

The book is filled with good ideas that can really make a difference in your business - but only if you follow them with pigheaded determination.
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28 of 35 people found the following review helpful:
5.0 out of 5 stars Even if you think you already know this material, Holmes presents it in a fresh and compelling way, June 26, 2007
This review is from: The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies (Hardcover)
Chet Holmes knows his material very well and has the ability to not only say it concisely, but he can also present it in clear and memorable ways. He packs a whole lot of information into 245 pages and I am certain you can find more than enough useful information here to justify the price of the book.

The title refers to the book's emphasis on fashioning your entire organization to support your sales and marketing efforts rather than just having a sales department. This makes a great deal of sense to me. Holmes starts with making sure that you, the reader and leader of your organization, are managing your own time most efficiently. The principles he lays down here also have resonance with the principles he will present later.

Holmes also demonstrates the values and benefits of deep and ongoing training of all your employees. Some companies consider it a luxury and cut back on it the moment any trouble occurs. This is a mistake, according to the author. Training gets everyone on the same page, helps them be more efficient, and, when handled properly, motivates them to higher performance.

Meetings consume way too much time. We all know that. Holmes shows you how to use them to greater effect in less time. He also talks about how you need to become a brilliant strategist and a great tactician. This is more easily said than done, but with what he provides you here, improvements are possible.

Holmes then talks about hiring superstars rather than just staffing your departments, how to get the best buyers (not just customers), the seven musts of marketing - how to turbocharge your efforts, using compelling visuals to close more sales, and the nitty-gritty day-to-day work of going after those best buyers he talked about earlier.

He then talks about deep selling, client bonding, and how to put it all together.

Each chapter not only has its topic, it usually has a list of steps or a checklist, and a concluding section to summarize the points made and guides for implementation.

It is a good read, a great reminder for those who are already experienced in this area, and will be a revelation for those who are coming to running their own companies or sales efforts for the first time.
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Most Recent Customer Reviews

5.0 out of 5 stars ABSOLUTELY STELLAR! Every person in every business needs to read this!
Weeding through the hundreds of business books that are released to the market every year can be a daunting task, so let me help you a bit: Every so often a book comes out that... Read more
Published 2 days ago by Nicholas Garcia

5.0 out of 5 stars Great Perspective, Different Insights
This is a great book on how to sell and develop some good manager skills specifically and other than that it's a good book in general. Read more
Published 9 days ago by A. Walsh

1.0 out of 5 stars Hypocricy
I am a 30 year Sales veteran. I've built business and served my community. This book reads well, I have recent experience with Chet Holmes International and Business Breakthroughs... Read more
Published 18 days ago by Business Professional

5.0 out of 5 stars Top 5
This book is clearly one that belongs in every businessman's library - quite simply one of the top 5 business books out there. Read more
Published 20 days ago by M.L.

5.0 out of 5 stars This book covers it all
As a martial arts school owner, coach and consultant, I'm always on the lookout for cutting-edge information and strategies that'll help me get to the next level. Read more
Published 1 month ago by Dwight Woods

4.0 out of 5 stars Sales review
Enjoyed this book on tape in the library, and purchased the book through Amazon.

The book puts together a nice high level path for anyone looking to build a sales... Read more
Published 1 month ago by James F. Murray

5.0 out of 5 stars This is an excellent business book
This book along with either of Jay Abraham's books, ANY of Brian Tracy's books and Cold Calling Techniques: That Really Work! Read more
Published 2 months ago by wjwallis

5.0 out of 5 stars Helped Me.
This book is a condensed version of some of Chet's much bigger, much more expensive products. I spent several thousand dollars on a larger information product of Chet's, years... Read more
Published 3 months ago by Nace Hagemann

2.0 out of 5 stars BORING READING
SHOULD HAVE SPENT MORE TIME ON WRITING AND LESS ON ADVERTISING THIS BOOK
YAWN BIG TIME!
Published 4 months ago by Daniel J. Roberts

5.0 out of 5 stars Sales Execution at It's Best
Everyone knows Warren Buffet buys the companies. Most people know Charlie Munger runs the companies. Read more
Published 4 months ago by Shaun Heneghan

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