Chapter 2The First 60 Seconds Sets the Tone for a Lifetime
60 Second Summary
This chapter will help you start new business relationships in the most productive way possible. That not only means more money in your pocket now, it also means more money over the lifetime of your relationship with the client.
The Relationship Report Card™ score is a leading indicator for your success as a sales professional. Take the assessment and determine your rank.
If you are a business leader, you can use the Relationship Report Card™ to measure the success of sales professionals on your team. The higher the score, the deeper the relationships and the more money driven into the organization.
What's in This Chapter for You?
After implementing the concepts in this chapter, you can expect to open new doors to productive, profitable relationships. You will also improve your focus on the day‐to‐day activities that drive relationship growth.
This focus on deepening relationships will be the foundation upon which you will build your new sales system – one which will create an atmosphere where it is possible to make sales in 60 seconds.
The key concept you will discover in this chapter is the Relationship Report Card™. This 10‐question assessment will help you evaluate the strength of your relationship development skills and forecast your ability to establish and grow business relationships.
The Old Way: Show Up and Throw Up
You stand in the doorway of a hotel meeting room. The familiar smell ...
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