The Ultimate Sales Machine - Chet Holmes [131]
5. “Attorney at Law,” Wikipedia. Available from http://en.wikipedia.org/w/index.php?title=Attorney_at_law&oldid= 93103058 (accessed December 22, 2006).
6. Nichols, Ralph G. “What Can Be Done About Listening?” The Supervisor’s Notebook, vol. 22, no. 1 (Spring 1960). http://www.dartmouth.edu/~acskills/docs/10_bad_listening_habits.doc (accessed December 23, 2006).
7. Wiman, R. Y., and W. C. Mierhenry. “Dales Learning Cone of Experience.” Educational Media, Charles Merrill, 1969.
8. Morton, Jill. Colors That Sell: Tried and Tested Color Schemes. Available from http://www.colorvoodoo.com/cvoodoo9_colorsthatsell.html.
9. Waitley, Denis. Seeds of Greatness: The Ten Best-Kept Secrets of Total Success. New York: Pocket Books, 1984, pp. 123–25.
Index
Abraham, Jay
advertising
affiliate marketing
age
American Art Resources (AAR)
AMF Farms
apologizing
assuming the sale
attacks, in interviews
attitude. See RAS
award ceremonies
background, previous
best-neighborhood strategy
billboards
body language
bonding. See rapport
Business Growth Dynamics
business-to-business
business-to-consumer
buyers/clients: art of getting best; attracting; characteristics of dream; choosing Dream 100; conversion rate of prospects to; databases about; lifetime value of; maximizing existing; and offering help with business; tactics to land dream. See also specific topics
buying criteria
calendars
California Lawyer magazine
call to action
The Carolina Opry (stage show)
case studies
CEO. See executives
change, top-down
charity events
clients. See buyers/clients
clutter factor
cold calls
commercials
commiseration
consumers. See business-to-consumer sales; buyers/clients
contests
cool-off factor
core stories: and business-to-business sales; and education-based strategies; and follow-up; and getting dream buyers; and increasing sales; and key to success; and musts of marketing; and presentations; and sales skills; as strategy
corporate literature. See also promotional pieces
coupons
credibility
crisis training
customer ser vice
demonstration training
desire, creating
direct mail
DISC personality profile
Dream 100 effort: and business-to-business sales; characteristics of; and getting dream clients; and key to success; and measuring effectiveness; and musts of marketing; and penetrating; Hollywood; and perfect-world Dream 100 sell; training about; as way to increase sales
Dream affiliates
driving traffic
education-based marketing: benefits of; and core stories; and follow-up; and key to success; as long-term strategy; and measuring effectiveness; and musts of marketing; in presentations; and sales skills; and tactics to land dream clients
effectiveness, measuring
Eker, Harv
email: deleting; faxes versus; and follow-up; and measuring effectiveness; and musts of marketing; subjects of; and time management; training about
emergencies
Emily’s Song (film)
Empire Research Group
“event training”
executives: briefings for; gatekeepers of; and getting dream buyers; personality profile of; selling to large company; types of; at workshops
exercises: follow-up; getting dream clients; hiring superstars; increasing sales; musts of marketing; presentation; rapport/bonding; RAS; sales skills; strategy; time management; training
failure
faxes
fear: as motivator; of rejections
focus: and follow-up; on goals; and key to success; in presentations; on RAS; and time management; and training; and workshops
follow-up: and bonding with clients; exercises about; and getting dream buyers ; importance of; and key to success; and measuring effectiveness; and musts of marketing; and presentations; prioritizing of; quality of; after sales calls; setting up for great; ten steps to great; and training; and value of clients
free products/ser vices
gatekeepers
Gerber, Michael
getting noticed
gifts
goals: setting; of training
going deeper; See also hot-seats