The 60 Second Sale: The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye - Hardcover

Lorenzo, David V

Hardcover

ISBN 10: 1119499763 ISBN 13: 9781119499763

Publisher: Wiley, 2018

Synopsis

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.

About this title

From the Author:

This Book Makes You Money Right From The StartPeople want practical information they can use IMMEDIATELY to open doors, develop relationships, and make more money. 
That's why I put this checklist right in the beginning of The 60 Second Sale book. The list contains 25 things you can do to immediately increase sales. 
Here they are:

25 Actionable Items from The 60 Second Sale1). Three guidelines for connecting with people in 60 seconds - Chapter 1
2). Script for starting a relationship-based sales conversation - Chapter 2
3). Relationship Report Card: A forecasting tool to predict your financial future - Chapter 2
4). Memory jogger with seven categories of people who can expand your natural network - Chapter 2
5). Email, direct mail, telephone and voice mail scripts to initiate contact with people with whom you've lost touch - Chapter 3
6). Template for content calendar to be used for email and print newsletters as well as website content - Chapter 3
7). Interview questions to help you identify your ideal client, ideal message, and ideal way to deliver that message - Chapter 4
8). Seven-step guide to creating an engagement device called a "Honeypot" designed to get people to reach out to you to start a relationship - Chapter 5
9). Eleven-step process for attracting new clients through public speaking - Chapter 6
10). Five-step guide to creating articles that will help you connect with new clients through publishing - Chapter 7
11). Four types of content you must have on your website and how to use them - Chapter 8
12). Five formulas for great advertising headlines and great email subject lines - Chapter 10
13). Six steps for writing an advertisement that motivates people to call you - Chapter 10
14). Five types of testimonials and how to get them from your clients' every time you ask - Chapter 10
15). Script for starting a conversation at a networking event - Chapter 11 
16). Five-step process for follow-up after an introduction at a networking event - Chapter 11
17). Script for an email introduction between two of your contacts - Chapter 11
18). Guide to selecting appropriate networking groups - Chapter 11
19). Five steps to making networking groups more productive - Chapter 11
20). The step-by-step process for qualifying new clients and making sure they can pay - Chapter 12
21). The qualifying script that will change your business forever - Chapter 12 
22). The five things that you must include in an orientation packet to pre-sell your client - Chapter 12
23). Three ways to communicate the value you provide to your client - Chapter 13
24). Two sample proposal templates offering options to insure you get a "yes" every time - Chapter 13  
25). A checklist for starting an action-oriented sales program today - Chapter 14

Buy the book today. 
 Look at this list and pick something you want to do. 
 Take action. 
 Make money. 
 Repeat. 
 You don't have to read an entire book to get a great return on your investment from it.

From the Back Cover:

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

About this edition

• Publisher: Wiley
• Publication date: 2018
• ISBN 10: 1119499763
• ISBN 13: 9781119499763
• Binding: Hardcover
• Number of pages: 256