The 60 Second Sale, 1, The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye by Lorenzo, David V. -- Read -- Imperial Library of Trantor

Index

Cover Table of Contents How to Use This Book Introduction: Who Is This Guy? Why Should I Read This Book?

How This Whole Thing Got Started Selling Is Helping, and I Love to Help People The Wake‐Up Call

Chapter 1: It Was Never about the Pen

60 Second Summary What's in This Chapter for You? The Dumbest Sales Interview Question in History Office Supplies by Referral Only External Orientation: Relationships, Not Transactions Somebody Call Security Why Relationship‐Based Sales? Five Reasons Four Types of Income You Need a System 60 Second Actions

Chapter 2: The First 60 Seconds Sets the Tone for a Lifetime

60 Second Summary What's in This Chapter for You? The Old Way: Show Up and Throw Up Clarity of Purpose: Start a Relationship How to Start a Sales Conversation in 60 Seconds Five Million Reasons to Be a Resource Every Interaction Is an Opportunity of a Lifetime How to Track and Forecast Relationship Growth Measurement and Forecasting Relationship Report Card™ 60 Second Actions

Chapter 3: The RaporMax® System

60 Second Summary What's in This Chapter for You? Can Your Grandma Describe What You Do? Your Natural Network The Natural Network Memory Jogger Reaching Out to Your Network When You Need Money Right Now RaporMax® System for Generating Business While You Sleep 60 Second Actions

Chapter 4: Get MAD, Get Clients, Get Money

60 Second Summary What's in This Chapter for You? Match the Message to the Audience How to Find People Who Will Say YES to a Deal IRT 21 Delivery System 60 Second Actions

Chapter 5: Forget the Frat Boy Approach – Convert with a Honeypot

60 Second Summary What's in This Chapter for You? Know the People in Your Database Round Up the Suspects and Convert Them Using a Honeypot to Convert Suspects to Prospects A Word about Your Natural Network and Continuing Communication 60 Second Actions

Chapter 6: Put Your Mouth Where the Money Is

60 Second Summary What's in This Chapter for You? One Speech, Two‐Dozen Relationships, and a Lifetime of Value Credibility, Visibility, and Differentiation How to Handle Questions How to Attract Speaking Engagements Be Clear on Your Purpose 60 Second Actions

Chapter 7: Premier Positioning through Publishing

60 Second Summary What's in This Chapter for You? Publish and Smell the Money Five Steps to Attracting New Prospects through Publishing Advanced Publishing Strategy 60 Second Actions

Chapter 8: A Place for Your Stuff: Primary Internet Presence

60 Second Summary What's in This Chapter for You? You Need a Website Primary Internet Presence Frank Rodriguez: Website Case Study 60 Second Actions

Chapter 9: Anti‐Social Media

60 Second Summary What's in This Chapter for You? Is This How We Make Friends Now? Don't Start Fights on Social Media How to Develop Relationships with Social Media What about Everything Else? 60 Second Actions

Chapter 10: ACTION Speaks Louder Than Words

60 Second Summary What's in This Chapter for You? The Best Ad Is What They Say About You Branding Is Expensive ACTIONTM Advertising Types of Ads How to Pay for Ads Natural ACTIONTM Ads – Testimonials The Secret to Getting Great Testimonials Client Evaluation You Are the Real Product 60 Second Actions

Chapter 11: How to Be Great at Networking Even If You Hate People

60 Second Summary What's in This Chapter for You? Speed Networking: A Fast Trip to Nowhere The Ultimate Guide to Networking Give the Way You Want to Receive How to Select the Best Groups for Business Networking Client Trade Associations How to Make Business Networking Groups Productive 60 Second Actions

Chapter 12: Qualified Prospects Become Quality Clients

60 Second Summary What's in This Chapter for You? “Everyone” Is Not Your Client Who Else Loves to Buy a Car? Money, Money, Money Qualifying Process The Qualifying Script That Will Change Your Business Forever 60 Second Actions

Chapter 13: Open a Door and Close the Deal

60 Second Summary What's in This Chapter for You? WNABETM Time to Talk about Money 60 Second Actions

Chapter 14: The End of the Beginning

Harsh Reality Action Checklist Just Do One Thing Confused, Stuck, or Have an Idea?

Parting Shots: Seven Mistakes Sales Leaders Make

An Open Letter to a Sales Manager Seven Mistakes Sales Leaders Make That Screw Everything Up

Glossary Acknowledgments About the Author Index End User License Agreement