The Ultimate Sales Machine...

I am listening to the audio version of it at present. It is great. I am going to buy the book version as well. What is you experience from reading it?

Some of his insights are great: the one, for instance, where he states that at any time only 3% are ready to buy, 7% have niggling issues with their current product, 30% are open, 30% are indifferent and 30% are not fussed either way. He notes this as his contact experience in front of audiences.

In one example, he states he was in front of 1200 CEOs and asked how many were thinking about buying a car - about 30 hands went up; then, how many are in the market for tyres - 30 different hands went up; then, how many for furniture - again, 30 different hands went up, and so on. And this is his regular experience. Therefore what he proposes is a sales strategy based on this regular experience with a typical market.

He is incessant about plans, policies and procedures, a notion he got from Gerber's E-Myth. But Holmes has proven its use in corporate business.