The Ultimate Sales Machine

Excellent material, some new and unique ideas
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.

Solid Practical Advice on Creating A Sales System.
In reading many of the negative reviews for this book, I am struck by the focus either on the closing approach (aggressive) or the “it’s all just common sense”. I completely disagree. The book itself is a valuable resource, particularly for the non-sales executive looking to establish, manage or improve a sales process.By focusing on the 12 key strategies here, perhaps most importantly hiring the right sales people and providing the right follow up and follow through, an organization will be dramatically improved. The adage that holmes notes – do 12 things 4000 times well rather than 4000 things 12 times, is a truism in business – and the 12 things he recommends are basic and fundamental and often ignored or neglected for the next exciting thing.The book gives practical and actionable steps to develop a sales machine in your organization. Note – I did not say easy – but practical and actionable. Focus on fundamentals, hone them, improve, rinse and repeat. A good book and a good read.

Lots of great strategic and tactical advice.I like how the book focuses on building relationships as well as the tactics of the closing process.I especially like how the last few chapters focused more on mindset vs just pure sales.

The quality is not of standards and not satisfied I checked and requested for replacement as soon as got it will update it ..Anyone looking for buying this consider this possibilityEdited:They replaced

It’s an interesting book, for sales people that works actively this book can support a sort of refresh of the basic step to be a great sales manager