The 60 Second Sale

The 60 Second Sale

by David V. Lorenzo
Released July 2018
Publisher(s): Wiley
ISBN: 9781119499763

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Book description

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.

Table of contents

  1. Cover
  2. How to Use This Book
  3. Introduction: Who Is This Guy? Why Should I Read This Book?
    1. How This Whole Thing Got Started
    2. Selling Is Helping, and I Love to Help People
    3. The Wake‐Up Call
  4. Chapter 1: It Was Never about the Pen
    1. 60 Second Summary
    2. What's in This Chapter for You?
    3. The Dumbest Sales Interview Question in History
    4. Office Supplies by Referral Only
    5. External Orientation: Relationships, Not Transactions
    6. Somebody Call Security
    7. Why Relationship‐Based Sales? Five Reasons
    8. Four Types of Income
    9. You Need a System
    10. 60 Second Actions
  5. Chapter 2: The First 60 Seconds Sets the Tone for a Lifetime
    1. 60 Second Summary
    2. What's in This Chapter for You?
    3. The Old Way: Show Up and Throw Up
    4. Clarity of Purpose: Start a Relationship
    5. How to Start a Sales Conversation in 60 Seconds
    6. Five Million Reasons to Be a Resource
    7. Every Interaction Is an Opportunity of a Lifetime
    8. How to Track and Forecast Relationship Growth
    9. Measurement and Forecasting
    10. Relationship Report Card™
    11. 60 Second Actions
  6. Chapter 3: The RaporMax® System
    1. 60 Second Summary
    2. What's in This Chapter for You?
    3. Can Your Grandma Describe What You Do?
    4. Your Natural Network
    5. The Natural Network Memory Jogger
    6. Reaching Out to Your Network
    7. When You Need Money Right Now
    8. RaporMax® System for Generating Business While You Sleep
    9. 60 Second Actions
  7. Chapter 4: Get MAD, Get Clients, Get Money
    1. 60 Second Summary
    2. What's in This Chapter for You?
    3. Match the Message to the Audience
    4. How to Find People Who Will Say YES to a Deal
    5. IRT 21
    6. Delivery System
    7. 60 Second Actions
  8. Chapter 5: Forget the Frat Boy Approach – Convert with a Honeypot
    1. 60 Second Summary
    2. What's in This Chapter for You?
    3. Know the People in Your Database
    4. Round Up the Suspects and Convert Them
    5. Using a Honeypot to Convert Suspects to Prospects
    6. A Word about Your Natural Network and Continuing Communication
    7. 60 Second Actions
  9. Chapter 6: Put Your Mouth Where the Money Is
    1. 60 Second Summary
    2. What's in This Chapter for You?
    3. One Speech, Two‐Dozen Relationships, and a Lifetime of Value
    4. Credibility, Visibility, and Differentiation
    5. How to Handle Questions
    6. How to Attract Speaking Engagements
    7. Be Clear on Your Purpose
    8. 60 Second Actions
  10. Chapter 7: Premier Positioning through Publishing
    1. 60 Second Summary
    2. What's in This Chapter for You?
    3. Publish and Smell the Money
    4. Five Steps to Attracting New Prospects through Publishing
    5. Advanced Publishing Strategy
    6. 60 Second Actions
  11. Chapter 8: A Place for Your Stuff: Primary Internet Presence
    1. 60 Second Summary
    2. What's in This Chapter for You?
    3. You Need a Website
    4. Primary Internet Presence
    5. Frank Rodriguez: Website Case Study
    6. 60 Second Actions
  12. Chapter 9: Anti‐Social Media
    1. 60 Second Summary
    2. What's in This Chapter for You?
    3. Is This How We Make Friends Now?
    4. Don't Start Fights on Social Media
    5. How to Develop Relationships with Social Media
    6. What about Everything Else?
    7. 60 Second Actions
  13. Chapter 10: ACTION Speaks Louder Than Words
    1. 60 Second Summary
    2. What's in This Chapter for You?
    3. The Best Ad Is What They Say About You
    4. Branding Is Expensive
    5. ACTIONTM Advertising
    6. Types of Ads
    7. How to Pay for Ads
    8. Natural ACTIONTM Ads – Testimonials
    9. The Secret to Getting Great Testimonials
    10. Client Evaluation
    11. You Are the Real Product
    12. 60 Second Actions
  14. Chapter 11: How to Be Great at Networking Even If You Hate People
    1. 60 Second Summary
    2. What's in This Chapter for You?
    3. Speed Networking: A Fast Trip to Nowhere
    4. The Ultimate Guide to Networking
    5. Give the Way You Want to Receive
    6. How to Select the Best Groups for Business Networking
    7. Client Trade Associations
    8. How to Make Business Networking Groups Productive
    9. 60 Second Actions
  15. Chapter 12: Qualified Prospects Become Quality Clients
    1. 60 Second Summary
    2. What's in This Chapter for You?
    3. “Everyone” Is Not Your Client
    4. Who Else Loves to Buy a Car?
    5. Money, Money, Money
    6. Qualifying Process
    7. The Qualifying Script That Will Change Your Business Forever
    8. 60 Second Actions
  16. Chapter 13: Open a Door and Close the Deal
    1. 60 Second Summary
    2. What's in This Chapter for You?
    3. WNABETM
    4. Time to Talk about Money
    5. 60 Second Actions
  17. Chapter 14: The End of the Beginning
    1. Harsh Reality
    2. Action Checklist
    3. Just Do One Thing
    4. Confused, Stuck, or Have an Idea?
  18. Parting Shots: Seven Mistakes Sales Leaders Make
    1. An Open Letter to a Sales Manager
    2. Seven Mistakes Sales Leaders Make That Screw Everything Up
  19. Glossary
  20. Acknowledgments
  21. About the Author
  22. Index
  23. End User License Agreement

Product information

  • Title: The 60 Second Sale
  • Author(s): David V. Lorenzo
  • Release date: July 2018
  • Publisher(s): Wiley
  • ISBN: 9781119499763