The Ultimate Sales Machine - Chet Holmes [133]
success: key to; offering help for
superstars: age and background of; exercises about; hiring; interviewing; managing; and one-person armies; personality of; prescreening; rewarding
synthesis
tactics: definition of; and key to success; to land dream clients; and types of executives
tasks: performance of; time allocated to each; See also lists; priorities
technology training
teleconferences
telephone: and follow-up; implementing new procedure for; workshops by
television
testing
thanking prospects
“three Ps” throwing things away
time management: as building block; courses in; and emergencies; exercises about; and flexible time; Holmes’s epiphany concerning; and key to success; and productivity; six steps to; and training
tonality
top performers; See also superstars
touch it once rule
Tracy, Brian
trade associations
trade shows
training: benefits of; as building block; classroom-style; consistent; crisis; about Dream 100 concept; Eker-Holmes collaboration for; environment for; exercises about; and follow-up goals of; ; mportance of; mandatory; manuals for; methods and tools for; one-shot; and performance; as proactive; and productivity; quality; and reactive mode; and repetition; and sales skills; and standards; technology; and time management; tribal method of; visual aids for; See also workshops
trust
Ultimate Sales Machine: characteristics of; mind-set of; repetition as key in
United Multi-Family
USP (unique selling proposition)
value, building
visual aids: importance of; and training; See also presentations
vlinklive.com
Wal-Mart
Web seminars
Web sites
Wells Fargo Bank
working smarter
workshops: benefits of; CEOs at; continuing; first; for generating solutions; goal writing; and hiring superstars; implementing ideas from; improvement; and key to success; leadership at; and one-person armies; and sales skills; scheduling of; and size of company; steps to outstanding; by telephone; and “three Ps”; and training; See also training
“Wow” facts/statistics
Xerox
zapdata.com
Table of Contents
Acknowledgments
A Note to the Reader
Foreword: When Words Are Never Enough
Preface
Introduction
1.
Time Management Secrets of Billionaires How to Maximize Your Productivity and Help Your People Do the Same
2.
Instituting Higher Standards and Regular Training Preprogram Your Organization to Run Like a Finely Tuned Machine
3.
Executing Effective Meetings How to Work Together to Improve Every Aspect of Your Company Using Workshop Training
4.
Becoming a Brilliant Strategist How to Get Up to Nine Times More Impact from Every Move You Make
5.
Hiring Superstars How to Accelerate Your Growth by Using High-Octane Talent at Every Level
6.
The High Art of Getting the Best Buyers The Fastest, Least Expensive Way to Dramatically Increase Sales
7.
The Seven Musts of Marketing Turbocharge Every Aspect of Your Primary Marketing Efforts
8.
The Eyes Have It Attract and Close More Buyers by Using More Compelling Visuals, Plus the Biggest Mistakes Everyone Makes When Presenting
9.
The Nitty-Gritty of Getting the Best Buyers Step-by-Step, Day-by-Day Tactics to Land Your Dream Clients
10.
Sales Skills The Deeper You Go, the More You Will Sell
11.
Follow-up and Client Bonding Skills How to Keep Clients Forever and Dramatically Increase Your Profits
12.
All Systems Go Setting Goals, Measuring Effectiveness, and Activating Your Master Plan
Notes
Index