Today's 60-Second Book Brief: The Ultimate Sales Machine by Chet Holmes

The Ultimate

Sales Machine

BY CHET HOLMES

60-SECOND BOOK BRIEFS

In a world where social selling and account based marketing gets all the attention, The Ultimate Sales Machine contains 6 steps to getting new clients that just might change everything for you.

NEW BUSINESS

Create your “Dream 100” list - the people or companies who you would die to have as customers.

FIRST Uber

Tesla

GoogleNike

PepsiDisney

Fedex

GE

AmazonStarbucksCostco

BMW

BoeingNetflixTarget

Alcoa

Choose the “gifts” you are going to send them. These don’t need to be expensive, they just need to be memorable.

SECOND

Create your “Dream 100” letter. This letter should be short, vague, and designed solely to get the prospect to answer the phone when you call.

THIRD Hi Bob, Tim here, and there’s something you need to know to grow your company 159% next quarter. I’m going to call you on Thursday morning. You should answer. It will change your business. Talk to you at 10am Thursday.

Tim

Create your “Dream 100” calendar. Plan on sending something to those prospects at least once per month, ideally once every two weeks.

FOURTH

Do your phone follow up with your “Dream 100.” The purpose of this call is to book an in-person meeting or a webinar to discuss your product with the prospect.

FIFTH

Present your story to the prospect, making sure to focus on a story that touches on their pain points, and how your product or service can solve them.

SIXTH

ZAGZIGZIGZAGZIGZAGZIG ZAGZIGZAGZIGZAG

In sales, it pays to zig when everybody else is zagging.

CREATE YOUR GREATEST WORK

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