The Ultimate Sales Machine by Chet Holmes and Michael Gerber Flashcards Preview

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Flashcards in The Ultimate Sales Machine by Chet Holmes and Michael Gerber Deck (355)
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1

If it cost you $100 to get in front of a client 15 years ago, today it’s costing you $300.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

2

“You’re going to understand all the principles I share with you here today, as there’s nothing but logical information here. You’re going to agree with them. You’re going to know that I am right and that these principles will work in your business…. And then you will still not do them. ”.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

3

Mastery is a direct result of pigheaded discipline and determination.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

4

Becoming a master of karate was not about learning 4,000 moves but about doing just a handful of moves 4,000 times.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

5

Being great at sales, for example, requires you to be good at only seven things.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

6

In order to be the Ultimate Sales Machine, you actually have to be great at leading, managing, and marketing.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

7

The missing ingredient for this client and nearly all of the 1,000-plus clients I have worked with directly to improve their businesses is pigheaded discipline and determination.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

8

I later learned that no one should have more than six direct reports,.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

9

Most businesspeople don’t take the time to plan and take action because all of their time is consumed by reacting to the business they’ve already built. To build your business into the Ultimate Sales Machine, you need to be in a primarily proactive mode.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

10

Make the gains small but constant. If you are having the meeting every week and you are making small incremental gains each and every week, think of the profound transformation you’re going to have in 52 weeks. A year from now your company, division, or department can be massively improved.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

11

The Six Steps to Great Time Management.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

12

Step 1: Touch It Once.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

13

If you touch it, take action. That’s the first step to great time management. Don’t open that email or letter until you’re ready to deal with it.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

14

Email can be the death of good time management.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

15

Concentration is like a muscle and it strengthens as you concentrate more.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

16

Step 2: Make Lists Many people make lists as a way to keep organized. If you don’t keep a list, you are most likely a very reactive person. Lists help you stay focused on high priorities and highly productive matters. Keeping a list will double your productivity right away.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

17

The key to being productive is to stick to the six most important things you need to get done that day.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

18

When you want to feel productive, you go to your list and just pick something and do it. It feels good.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

19

Long lists also mean that you will never finish your list. There is a negative psychological impact to not finishing your list. But there is an enormous psychological boost to crossing off that sixth item on your list, especially when all six of them were the most important things you needed to do that day.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

20

So here’s the rule: list the six most important things you need to do and, by hook or by crook, get those six things completed each day.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

21

Step 3: Plan How Much Time You Will Allocate to Each Task.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

22

Do not think about when you will do each task yet. Just determine the amount of time you will realistically dedicate to each task. This is an important step to make sure that the six items on your list can actually be accomplished in a day. If one or more of the items on your list is too big to accomplish in one day, then write down how much time during that day you will dedicate to it. You will take care of bigger projects in manageable chunks of time.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

23

A good guide to go by is that your six most important things should take about six hours.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

24

It must be specific and have a time slot for absolutely every thing. This includes each of the six items on your list as well as time to check email and open mail. Remember, if you are following the first rule and only touching these items once, then you need to have a dedicated period of time each day when you can deal with them.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

25

If you have planned at least two half-hour slots of reactive time, then when you get off track, you’ve actually built in buffers so that you can get back to your schedule. But, most important, stick to that schedule no matter what.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

26

Step 5: Prioritize.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

27

By the end of the day, there is rarely time or energy to take on this chore. Put the most important task first. This simple step will give you a tremendous sense of control and accomplishment.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

28

Every salesperson should have at least 2. 5 hours a day of brand-new prospecting.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

29

Salespeople who are not managing a large list of current clients need to do at least four hours per day of pure cold calling.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

30

If you are a one-person army or a very small company and you, as the entrepreneur, are the main person responsible for growing the company, then you personally must spend at least 2. 5 hours per day growing your company.

The Ultimate Sales Machine by Chet Holmes and Michael Gerber

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