The 60 Second SaleThe Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye
Every sale is made or lost in 60 seconds—make them count Cold calling and pushing your way into an office or a living room creates an atmosphere of adversity and distrust you must overcome before you close the deal. With those tired tactics, you’re swimming upstream, against a strong current, with a bag of rocks tied to your waist. Sales has changed. Legacy sales gimmicks destroy relationships right from the first minute. The 60 Second Sale is a turnkey system for building profitable, lifelong relationships. Whether you work with affluent consumers or sell to senior executives in FORTUNE 500 companies, this step-by-step guide will help you open doors, close deals, and make more money in a way that leverages your natural strengths. That’s the magnificence of the 60 second sale system. You get to be yourself and build your business. In this book you will discover: How to start a sales conversation in 60 seconds Who to target for immediate income A powerful yet easy-to-use system to generate relationship revenue Five ways to initiate new relationships What to say to make sure your business meetings result in money in the bank The secret to getting a “yes” every time, even in the most competitive sales environment The winning mindset that removes the stress, uncertainty, and fear from income generation And so many other effective business growth strategies, your competition won’t know what hit them Business relationships are built one minute at a time. From introduction to closing, every 60 seconds you have an opportunity to strengthen your relationship or destroy it. Isn’t it time you started leveraging your expertise, demonstrating your value, and building trust with your clients? When you do, they buy into who you are and how you can help them – right from the first minute. The 60 Second Sale is a fail-proof system for succeeding in today’s relationship-focused sales environment.
How to Use This Book ix Introduction: Who Is This Guy? Why Should I Read This Book? xv Chapter 1 It Was Never about the Pen 1 Chapter 2 The First 60 Seconds Sets the Tone for a Lifetime 15 Chapter 3 The RaporMax® System 31 Chapter 4 Get MAD, Get Clients, Get Money 53 Chapter 5 Forget the Frat Boy Approach – Convert with a Honeypot 65 Chapter 6 Put Your Mouth Where the Money Is 87 Chapter 7 Premier Positioning through Publishing 103 Chapter 8 A Place for Your Stuff: Primary Internet Presence 115 Chapter 9 Anti-Social Media 127 Chapter 10 ACTION Speaks Louder Than Words 139 Chapter 11 How to Be Great at Networking Even If You Hate People 157 Chapter 12 Quali?ed Prospects Become Quality Clients 175 Chapter 13 Open a Door and Close the Deal 191 Chapter 14 The End of the Beginning 205 Parting Shots: Seven Mistakes Sales Leaders Make 209 Glossary 213 Acknowledgments 217 About the Author 219 Index 221
DAVE LORENZO is an author, professional speaker, and business strategy consultant. Dave does three things: He works with business leaders to develop sales strategy and drive revenue growth. He develops and delivers speeches and training programs that increase sales. He coaches entrepreneurs, sales executives, and professionals on relationship-based sales strategy. Dave received his MBA from Pace University. He also holds a Masters' of Science in Strategic Communications from Columbia University in New York City.
Traditional sales techniques such as cold calling or pushing your way into an office or a living room create an atmosphere of negativity that must be overcome before it's possible to close a deal. These outdated sales gimmicks destroy relationships right from the first minute. Salespeople need to abandon yesterday's tired and ineffective tactics. The 60 Second Sale is a turnkey system for building profitable, lifelong relationships. Whether you work with affluent consumers or sell to senior executives in FORTUNE 500 companies, this step-by-step guide will help you open doors, build relationships, and make more money in a way that leverages your natural strengths. You get to be yourself and build your business. Business relationships are built one minute at a time. From introduction to agreement, every 60 seconds you have an opportunity to strengthen your relationship or destroy it. Isn't it time you started leveraging your expertise, demonstrating your value, and building trust with your clients? When you do, they buy into who you are and how you can help them – right from the first minute. Once you adopt the 60 Second Sales System, you will have the ability to target your ideal client, control how you approach them, and position yourself as a reliable and helpful expert. Dave Lorenzo has written the hands-on guide to help you create a high-value opportunity, right now, close deals quickly, and grow relationships into multi-million-dollar business opportunities.
THE ULTIMATE SYSTEM FOR OPENING DOORS, BUILDING RELATIONSHIPS, AND MAKING MORE MONEY "This is a powerful, practical book based on years of experience that will enable you to make more sales, earn more money, and enjoy greater success than ever before!" —BRIAN TRACY, sales teacher, trainer, expert and author of The Psychology of Selling, more than 1,000,000 copies sold in 39 languages "All things being equal relationships win. All things being unequal, relationships still win. Read The 60 Second Sale and learn how to make all things unequal and build a competitive advantage." —ANTHONY IANNARINO, author of The Lost Art of Closing: Winning the 10 Commitments That Drive Sales "The 60 Second Sale shows you how to get inside the mind of the buyer, keep their needs front and center, and help them become more successful. This makes you their natural choice. It's brilliant!" —MARK ROBERGE, senior lecturer, Harvard Business School, author, The Sales Acceleration Formula "Mastering the complex sale requires making an emotional connection, understanding your client, and deepening client relationships based on trust and mutual respect. Dave Lorenzo's book is a step-by-step guide to those critical conversations enabling you to connect with clients for life!" —JEFF THULL, author of Mastering the Complex Sale, CEO, Prime Resource Group "The 60 Second Sale is a field manual for anyone who wants to connect with prospects and develop deep profitable relationships with clients – FAST!" —JEB BLOUNT, author of Sales EQ, CEO of Sales Gravy
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