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The Ultimate Sales Machine | [Chet Holmes]

The Ultimate Sales Machine

The only lasting way to enhance your productivity and growth is to focus on a handful of basic concepts and repeat them week after week - and teach your staff to do the same. This audiobook explains 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 how much you can accomplish.
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Publisher's Summary

There are countless books, seminars, and consultants that offer the secrets to everlasting business success. After heeding their advice, perhaps you manage your time more efficiently, write a compelling pitch letter, or close a few more deals. But after a week or a month, you revert to your old bad habits and mediocre performance, until the next hot new program comes along. The only lasting way to enhance your productivity and growth is to focus on a handful of basic concepts and repeat them week after week - and teach your staff to do the same.

This audiobook explains 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 how much you can accomplish.

©2007 Chet Holmes; (P)2007 Blackstone Audio Inc.

What the Critics Say

"An amazing book that will powerfully change the way you do business. Chet Holmes is a one-of-a-kind talent and this incredibly practical book is the embodiment of his highly successful approach. (Stephen M. R. Covey)
"This is by far the best sales book I have ever read and I have read hundreds. As someone who runs [more than] fifteen companies and employs more than six hundred people, I can honestly say this is a book I will refer to for decades to come." (A. Harrison Barnes, CEO, Juriscape)

What Members Say

Average Customer Rating

4.1 (532 )
5 star
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4.2 (203 )
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Story
4.2 (209 )
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3 star
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2 star
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1 star
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Performance
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  •  
    Sandy holliston, MA, United States 04-28-10
    Sandy holliston, MA, United States 04-28-10
    HELPFUL VOTES
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    "Ok if you are selling carpet cleaning services."

    The book totaling focusing on business to consumer selling. Lots of tips but no real framework or research outside of one guy's experience. I tried to finish it and it was a struggle. Not really a sales book but a list of tricks book.

    32 of 39 people found this review helpful
  •  
    Rand Vollmer 20208 Heritage Point Drive, Tampa, FL 33647 02-24-09
    Rand Vollmer 20208 Heritage Point Drive, Tampa, FL 33647 02-24-09
    HELPFUL VOTES
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    "good info, none new, author ego gets in way"

    It is hard for me to appreciate a self help book written by an author who is so wonderful that he was always the top producer and never lost a client. I am listening to "The Knack" now and for me, it is much better at delivering a message. Unlike Chet Holmes, Norm Brodsky actually uses his own mistakes to inform the listener. There is nothing new in this book, but there are many good ideas which may or may not be appropriate for your type of selling/business.

    11 of 15 people found this review helpful
  •  
    Mark New York, NY, USA 03-11-08
    Mark New York, NY, USA 03-11-08
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    "Pompous"

    I've never listened to such a pompous, condescending audiobook before. The reader's voice only adds to this. There's nothing new here, so get over yourself!

    31 of 44 people found this review helpful
  •  
    Scott United States 01-20-14
    Scott United States 01-20-14 Member Since 2012

    I enjoy reading fantasy, science fiction, and horror the most. To improve, I read about language, psychology, spirituality, and art. I read about computer science and business for professional reasons.

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    "About half useful and half unethical"

    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 strategies for my own business as they involve what I categorize as spam and stalking. Basically, I find methods of advertising to huge numbers people obnoxious if the information wasn't solicited, searched for, or professionally relevant. Am I losing business because of this? Yes. Am I wasting thousands of people's time with their own inboxes, telephones, and computers to obtain one client? No. My guess is this author has probably wasted the equivalent of ten human lifetimes in the amount of time he's made people think about his products and services.

    With that being said, a lot of the ideas are useful suggestions for finding ways to sell products or services, or to enhance an existing businesses sales model. I will personally use a lot of the general ideas to improve both mine and my clients advertising and sales gateways, and use them in a way to respect people's time.

    Unrealistic Numbers
    Another problem I had with the information presented is the same type of problem I have when viewing misleading advertisements. The author was a highly successful salesperson whose sales were for large businesses with huge product investments. Because of this, the example pricing and numbers given were understandably large. However, the way the information was presented mixed these numbers as if to imply regular and small businesses were able to easily achieve such numbers.

    At one point, he even suggested using the best case scenarios for advertising income. Work for this joker and earn $100,000, like one person out of a thousand did one year after a very rare corporate sale. Basically, using the earning from the best out of a thousand or even hundred thousand to lead people astray, without explaining the specific case is very unlikely.

    I am not sure if this was suggested to use in product or service advertisements, as the example was a salesperson to salesperson employment advertisement. From experience, I've learned that following up with advertisements like this lead me to pushy salespeople who have devised other half-truths and lies they aren't willing to put in writing. What I am paying for won't be product or service research, but to be robbed and bamboozled.

    Great Educational Marketing Advice
    In all fairness, the category on educational marketing had some great advice. Businesses that market with great information and studies are the types of businesses I usually find and eventually use.

    Television, Radio, Billboard, and Newspaper Advertising
    Great advice on some ways to format advertisements for these mediums. Although I personally ignore most advertisements, when being entertained, I do find some ads humorous or interesting as a consumer at times.

    Website Advertising
    His descriptions of a website and his model were decent. He described a main site, with free articles, and compared it with a web site with one feature, a sign-up box. He mentioned more people filled out the sign-up box on the website without other information, but the article website had more traffic.

    Interesting to note, although I'd never design a website with only an email sign-up box and product offering. I think it would be very ineffective for anyone but a person who already has a large following. One benefit of a website is to bring in unknown people and provide unique information and services, and perhaps sell stuff also. Website technology isn't designed only to force people sent there to sign up for a constant barrage of a salespersons spam.

    Telemarketing
    An entire section was the author bragging about how he would repeatedly call and harass tons of people on the phone, and get a few responses and sales. He had a full methodology on mind controlling secretaries over the phone to have them go back and forth to talk to their bosses.

    1 of 1 people found this review helpful
  •  
    Dustin Granite Bay, CA, United States 02-10-12
    Dustin Granite Bay, CA, United States 02-10-12 Member Since 2010
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    "Basic 101 stuff"
    Would you recommend this book to a friend? Why or why not?

    Not really.


    How would you have changed the story to make it more enjoyable?

    It should have been read by the author.


    What did you like about the performance? What did you dislike?

    It all sounded old fashioned, and a little cheesy - that's the best I can describe it. The one nugget I took away was to do a few things thousands of times, rather than thousands of things a few times.


    Who do you think would benefit most from listening to The Ultimate Sales Machine?

    If this is your very first sales book, you might like it. If you've read one or two before, there's nothing new here.


    Any additional comments?

    Overall it was cookie cutter, sales 101 material. It scratched the surface of just about every aspect of business, but there was no meat on the bones.

    3 of 4 people found this review helpful
  •  
    Larry Murrieta, CA, USA 03-14-08
    Larry Murrieta, CA, USA 03-14-08
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    "Beeter Narration Please"

    The narrator was TERRIBLE otherwise the book was very good.

    11 of 16 people found this review helpful
  •  
    John Houston, TX, USA 02-06-09
    John Houston, TX, USA 02-06-09
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    "I want to kill the narrator"

    The material is very good but Anthony Heald's voice is REALLY annoying. I wish I could return the selection I hate his voice that much. He sounds like a winney, gay, John Lithegow. Nothing against Mr Lithegow, who is a fine actor and played a gay person once and didn't sound this bad. I can't listen to the material anymore because of this jerk.

    16 of 25 people found this review helpful
  •  
    carrie Tucson, AZ, United States 08-27-12
    carrie Tucson, AZ, United States 08-27-12 Member Since 2012
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    "A must-read for sales success"
    Would you listen to The Ultimate Sales Machine again? Why?

    I have listened to The Ultimate Sales Machine twice and plan on listening to it over and over. I have it on auto replay during my gym workouts.


    What did you like best about this story?

    What I liked best about this story was the step-by-step processes for things such as time management, getting your Dream 100 clients, follow-up, implementation, and more.


    Which character – as performed by Anthony Heald – was your favorite?

    Anthony Heald did a great job of performing the sales manager giving a tough interview to prospective top performing sales hires.


    Was there a moment in the book that particularly moved you?

    The author, Chet Holmes, drives home the importance of "pig-headed determination and discipline" for becoming the ultimate sales machine.


    Any additional comments?

    This book is my sales bible.

    2 of 3 people found this review helpful
  •  
    Justin Columbia, PA, USA 05-30-09
    Justin Columbia, PA, USA 05-30-09 Member Since 2007
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    "Wow. Did I say Wow? Just in case I didn't, WOW!"

    "I probably would've skipped this book if it had not been recommended to me. And that would have been a mistake on my part. Think of the Ultimate Sales Machine as a distillation of numerous other really good books on business and sales. But in the case of this book what you end up with is a great example of the "whole being greater than the sum of the parts".

    One of the major shortcomings I find with business books is that they either focus on a 10,000 foot view or a 100 foot view of how to implement one of those veiws/concepts. The average business book author very rarely has the ability to take the reader back and forth between the two views. With this book Chet Holmes succeeds at giving you BOTH strategic and tactical methods/examples for understanding and implementing the concepts that he covers. I believe that this will be one of the all-time great guides to business.

    7 of 12 people found this review helpful
  •  
    Stephen G. Shearman 01-06-08 Member Since 2007
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    "USM; great, detailed"

    I first thought this was just a "sales improvement" book. It is much more than that. It deals with every aspect of a business, leadership, managment, optimal performance and getting results. The book is very indepth, rich and provides 'take aways' after 'take aways'. I don't suffer fools (books) very well, discriminating about what I read/listen and rate this book as a "must read" to any manager or leader of high performance teams, espcially sales.

    8 of 14 people found this review helpful
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