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Ladataan... The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key StrategiesTekijä: Chet Holmes
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Kirjaudu LibraryThingiin nähdäksesi, pidätkö tästä kirjasta vai et. Ei tämänhetkisiä Keskustelu-viestiketjuja tästä kirjasta. Key take aways Step 1: Time Management Take 1 hour each week to brainstorm or enhance a division: sales, operations, billing, marketing (or circulate one a week) Impact areas for My company Operations Accounting Prospecting Marketing Sales Support / supplies Customer experience Salespeople should spend 2.5 hours a day prospecting Step 2: Instituting higher standards and regular training Have a training program. All salespeople complete it regularly. Repetition is key. We retain more information when seeing and hearing it. Use a “bunt down “ method when having trouble getting ahold of someone. Contact the person above them. Step 3: Executing Effective Meetings It is easier to monetize customers higher versus creating new customers. 1:3 buyers will accept “add ons” when offered at point of sale. Step 4: become a brilliant strategist Create brand loyalty by providing customer education. 3% are buying now 7% open to buying 30% not thinking about it 30% don’t think they’re interested 30% know they’re not interested Educational based marketing is the best approach. Step 5: Hire Superstars Use personality assessments to hire superstars Step 6: The art of getting the Best Buyers Have a list of top 100 best buyers and place majority efforts here Step 7: The seven musts of marketing Take a full advertisement page out of a magazine . Send that to prospects. “As seen in Forbes” etc. Look up relevant industry magazines or newsletter to write educational articles and have them publish for free Step 8: use visual components We remember 20% of what we hear, 30% of what we see, but 50% of what we both see in here Stay in your clients face even when things are going bad You may consider asking you in the person you’re selling to to step away from their desk and to remove the barrier between you and their desk. When presenting and someone asks a question, mention you will get to that at the end. Practice your presentation before each meeting Step 9: How to get the dream clients Send/ deliver creative gifts every other week: Creative mail or ideas: Include a flashlight: Don’t be in the dark about… Include a rubix cube: Are you puzzled… Include a compass: are you losing direction? Here’s how to find us Include a tape measure: If you want to measure up to the highest standards Send a tie: We want to be tied into your company Six steps Choose you’re dream 100 Choose the gifts Creat dream 100 letters Create dream 199 calendar Conduct dream 100 follow up calls Present the executive briefing On follow up phone calls: Sound important. Don’t ask receptionist how is your day going Give your a new first . When they ask what it is regards to, “Just tell her/him it’s bill Johnson” I’m sorry, can you tell me what this is in reference too? Did you tell him it’s bill Johnson ? Just tell him I’m from xyz company. That should jog his memory. Keep tone of authority Step 10: The deeper you go the more you’ll sell Make sure to isolate objections Send follow up emails immediately after meeting . • Fax delegated: You got the CEO on the phone and he bunted you to the CFO or HR executive. Send a note saying: "Great speaking to you about the five ways to save money on your company's largest ex- pense, employee benefits. You said you wanted me to talk to Kim Bird, so I will contact her immediately. Why would you send a letter like this? If you did an even half- way decent job of selling your offer, the CEO will now pass your note on to Kimberly and he may even say, “Kimberly, this sounded interesting." Now you know that Kimberly is going to pay attention when you call If you follow the steps Chet provides, you will find huge success when targeting your dream 100 clients. Okay, it's another American book on business and this one is perhaps even more `American' than all the others. Everything is repeated, data is served in very small chunks, the author is shamelessly self-promoting on every single page, etc... BUT I do believe the content of this book and the learnings you get from it are extremely useful to increase your companies sales productivity. I also liked the link the author makes between business and life. Success in either one basically requires a very similar set of skills. The Ultimate Sales Machine is a very practical book with exercises, examples, simply laid out strategies and tactics. The key learning, which I love, however, is the do-this-and-do-that but that `pigheaded discipline and determination' will bring you everywhere you want. And that's a great thought for (business) people to understand. This book gives a great explanation of educational marketing using his stadium pitch analogy. He shows how to attract more of those in your target market that are not interested now but may be in the future. The book goes into business growth and marketing too. I like his focus on marketing to your top 100. While there are many great ideas others appear over the top with his rah-rah never give up attitude, excessive marketing and suggestion to be everyone’s best friend. Also, while educational marketing makes sense he makes it sound like you will be the only company doing it. Even with these negative comments I would still highly recommend this book. In fact this is the second time I read it. näyttää 5/5 ei arvosteluja | lisää arvostelu
This book shows how to tune up virtually every area of your business, systematically, with just a little disciplined focus. Spend an hour per week on each "impact area" of your business and you will be astonished at hoe much you can accomplish. Kirjastojen kuvailuja ei löytynyt. |
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Der Autor und sein Leben dienten mir dabei als Beispiel, wie ich auf keinen Fall werden, wie ich auf keinen Fall sein will.
Alles wird dem nächsten Sale untergeordnet. Er hat überhaupt keine echten Freunde und keine echten Hobbies mehr. Das hat mich für ihn und alle die so leben, traurig gemacht und mir gezeigt, wie es bei mir nicht werden darf.
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