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

ISBN-13: 9781119499763 / Angielski / Twarda / 2018 / 256 str.

Dave Lorenzo

Opis

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.

Spis treści

How to Use This Book 4

Introduction: Who the is this guy? Why should I read this book? 9

Chapter 1: It Was Never About The Pen 17

Chapter 2: The First 60 Seconds Set The Tone for a Lifetime 33

Chapter 3: The RaporMax® System          58

Chapter 4: Get Mad, Get Clients, Get Money  93

Chapter 5: Forget the Frat Boy Convert with a Honeypot 131

Chapter 6: Put Your Mouth Where The Money Is 145

Chapter 7: Premier Positioning Through Publishing 171

Chapter 8: A Place For Your Stuff: Primary Internet Presence 187

Chapter 9: Anti Social–Media 203

Chapter 10: ACTION Speaks Louder Than Words 219

Chapter 11: How To Be Great At Networking Even If You Hate People 247

Chapter 12: Qualified Prospects Become Quality Clients 274

Chapter 13: Open A Door And Close The Deal  294

Chapter 14: The End Of The Beginning 315

Parting Shots: Seven Mistakes Sales Leaders Make 320

Glossary 325

Acknowledgements 331

About The Author 333

Index

O autorze

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.

Blurb

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