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The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategy

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3.94  ·  Rating Details ·  5,059 Ratings  ·  121 Reviews
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.

Audio, 6 pages
Published August 1st 2007 by Blackstone Audiobooks (first published June 21st 2007)
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Community Reviews

(showing 1-30)
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Maura
Aug 25, 2013 Maura rated it really liked it  ·  review of another edition
Some useful ideas for those of us who aren't in sales. My biggest takeaways:
*dedicate 1 hour per week on areas that need improvement that otherwise wouldn't get attention
*When pitching, always put things in terms of the customer's benefit/point if view, not you or your product's advantages
*Don't waffle when trying to make a sale. A great example was a real estate agent who told a couple about to buy their first house something like "Now buying a house is a big decision and shouldn't be rushed in
...more
Nicholas
Jul 11, 2009 Nicholas rated it really liked it  ·  review of another edition
This review has been hidden because it contains spoilers. To view it, click here.
Roberto Jorda-Cid
Best business book ive read in a long time. This is the type of book that gets you thinking, pumped, and read to take action all at once. No one has the ability Chet Holmes has to make this information be relevant and also help guide you to take action.

This is a book I will re-read as many times until it becomes second nature. The tips, the exercise, and the stories that are intertwined throughout the reading make this a great experience and tool for anyone creating a business, works in sales,
...more
Scott
This book provides a decent overview of sales, with a lot of examples from a successful salesperson. As a forewarning, a large part of my brain is probably devoted to ignoring advertisements and spam, so I have a lot of negative opinions about many sales techniques.

Review of Sales Techniques
Numerous methods and types of sales are discussed, with strategies explained. I have no doubt most businesses would find one or more strategies they haven't thought of. Personally, I reject about half of the
...more
Jason
Feb 19, 2008 Jason rated it it was ok  ·  review of another edition
I promise that this will be the first and last sales book I add to my list. The books author, Chet Holmes, claims to be "Americas greatest sales and marketing executive". That may or may not be the case. Regardless, he does not lack hubris. Just ask him who's the best. Anyway, Chet has developed "12 skill areas" that will help anyone sell stuff better than they ever have before! For our reading convienience he's broken down the 12 skill areas into 12 chapters! You will only need to read these 12 ...more
Bart Van Loon
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 learning you get from it are extremely useful to increase your company sales productivity. I also liked the link the author makes between business and life. Success in either one basically requires a very simil
...more
Chad Warner
Mar 11, 2017 Chad Warner rated it liked it  ·  review of another edition
Recommends it for: salespeople, marketers, entrepreneurs, business owners
Shelves: business, sales, marketing
A world-class marketer and salesman reveals the strategies and tactics behind his success. The material is explained well, with plenty of examples. I found some of the approaches a bit slimy. He says don't lie, but don't tell the whole truth. He advocates leading prospects on, which I find disingenuous. For example, he says you should tell prospects, "We're in touch with your competitors" to imply that you're working with them, when you're really just marketing to them. I don't deny his success ...more
Cory Vance
Oct 13, 2016 Cory Vance rated it it was amazing  ·  review of another edition
An excellent step by step guide to help grow any business. A great guide to be reviewed and studied again and again.
Leobardo
Jul 15, 2017 Leobardo rated it it was amazing  ·  review of another edition
Excelente libro para aprender muy variadas técnicas sobre como vender más y con mejores márgenes. Una obligación tenerlo muy cerca y altamente recomendable releerlo de vez en cuando para recordar los consejos prácticos para atraer muchos más prospectos y cerrar más negocios..
Trevor
Jan 01, 2014 Trevor rated it it was ok  ·  review of another edition
Anecdotes of Holmes' time with Charlie Munger are peppered throughout and are generally entertaining and informative, unfortunately they also become repetitive and somewhat trite. Holmes was obviously a master salesman and an excellent trainer however much of the books' advice is either overly broad (being doggedly persistent helps close deals) or too specific (providing exact phraseology).

Overall I found it an interesting read but my general sense as a non-salesman is that any number of more r
...more
Robert
Great for a sales person if the only thing you care about is numbers. Call 1,000 leads and get 1 sale. Sounds logical then to pump out as many calls as possible or, in his case, have someone else do it. His dedication to system based approach would be more digestible if the purpose instead was to increase or maintain quality and let the numbers come in higher as a by-product.
Camilo Rodriguez
Dec 20, 2016 Camilo Rodriguez rated it it was amazing  ·  review of another edition
Shelves: favorites
Loved Every single chapter! Specially the Stadium
Presentarion concept!
Sean
Learned nothing
Dustan Woodhouse
Re-read this book every 30 days for a year, maybe two years, and if you are not at the top of the game then it is time to find a new game.
Yesenia Gonzalez
"Touch it once"

One of the many great things I learned from this book is the "touch it once" system. Many of us have that one thing you avoid doing. On your desk you may have a project your boss told you to do but you have been avoiding it so you move it from the top of the pile to the bottom of the pile. By the time you know it you have touched it a dozen times without actually doing the task. We may have laundry at home you walk by it and say I will do it this week. Or dishes that pile up. For
...more
Trudy
Feb 13, 2017 Trudy rated it really liked it  ·  review of another edition
Some useful ideas for those of us who aren't in sales. My biggest takeaways:
*dedicate 1 hour per week on areas that need improvement that otherwise wouldn't get attention
*When pitching, always put things in terms of the customer's benefit/point if view, not you or your product's advantages
*Don't waffle when trying to make a sale. A great example was a real estate agent who told a couple about to buy their first house something like "Now buying a house is a big decision and shouldn't be rushed in
...more
Wojciech
Mar 07, 2017 Wojciech rated it it was amazing  ·  review of another edition
Probably the best business book I've read.

Unbelievable how many useful tips there are (and higher-order strategies!).

I've immediately implemented loads from the book and know will be going back to my notes very often.

Highly recommended!
Morgan
Jul 19, 2017 Morgan rated it it was amazing  ·  review of another edition
Great book for any level of entrepreneur, salesperson, marketer, or business owner. One of the many books that should be re-read on a regular basis to stay fresh on the concepts.
Kerri
May 26, 2017 Kerri rated it it was amazing  ·  review of another edition
Excellent practical advice that suits anyone. My field is not in sales, but we all need to know what Chet tells us in Ultimate Sales Machine.
Dallin Gomez
May 04, 2017 Dallin Gomez rated it it was amazing  ·  review of another edition
This book is fabulous! It has so many awesome things you can apply immediately into any business. RIP Chet. Thanks for the awesome book!
Bukka
Mar 03, 2017 Bukka rated it really liked it  ·  review of another edition
Considered a classic in the sales world, it certainly lives up to the hype. If you've had any sales training in the past decade you'll notice much of it comes from this book. Lots of detail.

My only slight is that it is a bit dated and could use some modernizing. Would be fantastic if the author's daughter (who has since taken over the hugely successful company and multiplied it unbelievably) would write a follow up new edition!
Rajesh Rathore
Mar 04, 2017 Rajesh Rathore rated it it was amazing  ·  review of another edition
I am working on audio podcast of my review of this book.Go Get AND Read it. Soul of the book is in chapter 12. Fake it till you make it. Right before you go to bet and right when you wake up, you are at your most receptive.You must state things as if they are already in existence.
Dale Callahan
Feb 23, 2017 Dale Callahan rated it it was amazing  ·  review of another edition
Great book - even if sales is NOT your role. A lot of great thinking about strategy, goals, and simple daily actions that lead to big successes.
Eric
Jan 01, 2010 Eric rated it it was amazing  ·  review of another edition
The author is a very talented salesman who give a lot of very practical advice on selling in marketing. In my industry, every aspect of my marketing is regulated so many of the techniques he uses can't be used in the financial services industry. However, the concept of selling by educating works well in what I do.

I thought one of the best parts of the book involved how to manage your staff and not allowing "got a minute" meeting. The author points out that if you manage a large staff and a lot o
...more
Chung Chin
In Ultimate Sales Machine, Chet Holmes, karate master and sales guru lays down business advices to grow your business. Although the title is "Ultimate Sales Machine", the author touches on more than sales - he also talks about time management, executing effective meetings and also corporate training.

The book is written in a sort of conversational, light-breezy feel that seems like the author is talking to you. Some may like it, some may not. I am OK with it and would have preferred it to be more
...more
Jerry Smith
Feb 19, 2013 Jerry Smith rated it really liked it  ·  review of another edition
Shelves: business, 2013-read
Lots of interesting and common sense advice here for businesses looking to build, as the title says, the Ultimate Sales machine. Much of the material here supports similarly enlightened methodology I have learned in the past from Sandler Sales Institute and others, but there are new ideas here and different ideas from those I have worked with in the past so it made for good reading and useful advice.

One of his key points is the necessity for a big ego to be successful in ensuring you stay the co
...more
Brad Mills
Feb 08, 2017 Brad Mills rated it really liked it  ·  review of another edition
Great book for sales organizations and larger companies - not so practical or relevant for entrepreneurs and one man bands.

I picked up some great nuggets from the book, like creating an educational "training" session for potential clients.

However the majority of the book is about the policies and procedures that you must put in place to turn your sales organization into a well oiled closing machine.
Heath
Sep 19, 2010 Heath rated it it was amazing  ·  review of another edition
Shelves: to-read-again
I have read many books about sales and business over my life and I wasn't ever able to find one the really explained things in a clear format with sufficient case studies and examples - until now. This is by far the best book I have read on how to structure your time, business, and sales efforts so that they all truly work in concert to become a Sales Machine. Chet's approach seems, at first, to be very arrogant & pompous but you soon realize that his approach comes from the level of confide ...more
Scott Wozniak
This book is a deep diving into building a sales department in your company. It's full of practical advice and interesting stories. And it will work. But it is old school (faxes are advised at one point in the follow up because they stand out from email clutter) and hard nosed (he only hires arrogant salespeople). Some of it I totally agree with, especially his assertion that the key to success is pig-headed determination and hard work. But I think because he's been successful he feels justified ...more
Cheryl
Apr 14, 2010 Cheryl rated it liked it  ·  review of another edition
I never read business books for pleasure but I had to read this for work and so also had to suspend my certainty and open my mind (in other words, check my ego at the door). There's actually a lot of good stuff in here if you can get past the ego. Nothing really earth-shattering/mind altering but good solid sales and basic marketing stuff that unfortunately gets read, trained and then put on the back shelf. Remember it's always about the implementation. So whether you're just starting out or nee ...more
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“Use market data, not product data. Set the buying criteria in your favor. Find the “smoking gun,” the one thing that undeniably positions you over every one else. Make sure you hit their pain points. Include your own pitch for your product or ser vice only after you have covered the education thoroughly.” 1 likes
“The one who gives the market the most and best information will always slaughter the one who just wants to sell products or services.” 1 likes
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