Summary: The Ultimate Sales Machine Chet Holmes

Send them a follow-up letter after they have purchased – which provides something personal from one of your meetings or some piece of information you promised to send them. Include some compliments in your note.

In my experience, most businesspeople don’t take the time to plan and take action because all 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. Time management is critical.

One of the most strategic things you can do is to find market data that makes your product or service more important.

The twelve building blocks which you must have in place if your company is to succeed long term are:

Teach everyone how to manage their time.
Have training happening on a consistent basis.
Get everyone to use meetings effectively.
Have good strategies and great tactics.
Accelerate growth by hiring superstars.
Instead of trying to sell everyone, be selective.
Harness the seven must do’s of marketing.
Integrate compelling visuals into your processes.
Make a concerted effort to get the best buyers.
Develop a highly polished sales process.
Keep your clients forever to boost profits.
Set ongoing goals and measure your progress.