The Ultimate Sales Machine - Chet Holmes [132]
Gold Service concept
“got a minute” style
gotomeeting.com
Hallman, Scott
Hill, Napoleon
hiring: and age and background; average cost for bad; discrimination in; exercises about; guidelines for; and interviewing; note about; by one-person armies; and prescreening ; recruiting document for; and rejection of candidates; and rewards; of superstars; and testing
Hollywood
home, invitations to
hoovers.com
Hopkins, Tom
hot-seats
humor
impact areas
implementation: of ideas from workshops; importance of; and strategies
inspection
Internet; See also email; Web sites
interviews
K.I.F.P.
K.I.S.S.
leads, and musts of marketing
learning, levels of
lectures
letters: creating Dream 100; follow-up; and getting dream buyers; personal touch inSee also email
Levinson, Jay
lists
livemeeting.com
lying
Mandossian, Alex
market data
market influence sell
marketing: affiliat; exercises about; ; and getting dream buyers; seven musts of; stacked; and visual aids; See also education-based marketing
Marston, William Moulton
meetings: bad; as building block; effective; follow-up to; and getting dream buyers; importance of; and musts of marketing; and time management; See also workshops
memorization
Miller, Andy
modes of communication
Munger, Charlie
newspapers
objections
objectives, strategic
O’Day, Dan
one-person armies
orientations. See presentations
pain, feeling the
parties, throwing
performance
personal contact, and musts of marketing
personal interest, and follow-up
personality profiles
pigheaded discipline and; determination: and business-to-business sales; and education-based marketing; and “event training”; and getting dream buyers and hiring superstars; importance of; and increasing sales; as key to success; and musts of marketing; and RAS; and sales skills; and strategies; and time management; and training
planning; See also strategy/strategists; “three Ps”
policies: implementing new; and increasing sales; and sales skills; See also “three Ps”
prescreening
preselling
presentations: being upstaged by; color in; and core stories; exercises about; and follow-up; and getting dream buyers; headlines in; importance of; and key to success; and measuring effectiveness mistakes in; modes of communication for; practicing of; rules for effective; and sales skills; and tactics to land dream clients; to executives
priorities
Pro2ProNetwork.com
proactive mode
probing, in interviews
procedures: “conceptual”; and follow-up; and hiring superstar; simplementing new; and increasing sales; and key to success; and measuring effectiveness monitoring of; and sales skills; testing of; See also “three Ps”
product data
productivity
profits, increasing
promotional pieces
public relations
qualifying buyers/clients
questions: and follow-up; and measuring effectiveness; and sales skills
radio
rapport
RAS (reticular activating system)
reactive mode
recruiting document
referrals
rejections
relaxation, in interviews
repetition
respect
retention, information
rewards
risk reversal
role playing
Rubik’s Cube
Rug Renovating
sales: affirmations of; as art form; assuming; closing; as critical to success; environment for; exercises about; increasing; and lifetime value of clients; as science; skills for; steps for; success formula for; See also specific topic
sales performance worksheets
salespeople: backing off by; CEOs of large companies; impact of; and musts of marketing; as resources; as teams; testing of; and time management; tips for; See also superstars
self, defining of
The Shoe Company
show-and-tell
“shy yes” page
Simpson, Alan
smoking gun
“soft yes” sites
solutions speaking engagements
spot quizzes
stacked marketing
stadium pitch. See core stories
standards, performance
Stonyfield Farms
stories, opportunities for
strategy/strategists: becoming brilliant; and core stories; definition of; effective; and implementation of new ideas; and key to success; and objectives souping up; and types of executives; See also specific strategy
subconscious.