{"product_id":"the-60-second-sale-isbn-9781119499763","title":"The 60 Second Sale","description":"\u003cp\u003e\u003cb\u003eEvery sale is made or lost in 60 seconds—make them count\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCold 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.\u003c\/p\u003e \u003cp\u003eSales has changed.\u003c\/p\u003e \u003cp\u003eLegacy sales gimmicks destroy relationships right from the first minute.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eThe 60 Second Sale\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eIn this book you will discover:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eHow to start a sales conversation in 60 seconds\u003c\/li\u003e \u003cli\u003eWho to target for immediate income\u003c\/li\u003e \u003cli\u003eA powerful yet easy-to-use system to generate relationship revenue\u003c\/li\u003e \u003cli\u003eFive ways to initiate new relationships\u003c\/li\u003e \u003cli\u003eWhat to say to make sure your business meetings result in money in the bank\u003c\/li\u003e \u003cli\u003eThe secret to getting a “yes” every time, even in the most competitive sales environment\u003c\/li\u003e \u003cli\u003eThe winning mindset that removes the stress, uncertainty, and fear from income generation\u003c\/li\u003e \u003cli\u003eAnd so many other effective business growth strategies, your competition won’t know what hit them\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eBusiness 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.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eThe 60 Second Sale\u003c\/i\u003e is a fail-proof system for succeeding in today’s relationship-focused sales environment.\u003c\/p\u003e \u003cp\u003eHow to Use This Book ix\u003c\/p\u003e \u003cp\u003eIntroduction: Who is This Guy? Why Should I Read This Book? xv\u003c\/p\u003e \u003cp\u003eChapter 1 It Was Never about the Pen 1\u003c\/p\u003e \u003cp\u003eChapter 2 The First 60 Seconds Sets the Tone for a Lifetime 15\u003c\/p\u003e \u003cp\u003eChapter 3 The RaporMax® System 31\u003c\/p\u003e \u003cp\u003eChapter 4 Get MAD, Get Clients, Get Money 53\u003c\/p\u003e \u003cp\u003eChapter 5 Forget the Frat Boy Approach – Convert with a Honeypot 65\u003c\/p\u003e \u003cp\u003eChapter 6 Put Your Mouth Where the Money is 87\u003c\/p\u003e \u003cp\u003eChapter 7 Premier Positioning through Publishing 103\u003c\/p\u003e \u003cp\u003eChapter 8 A Place for Your Stuff: Primary Internet Presence 115\u003c\/p\u003e \u003cp\u003eChapter 9 Anti-Social Media 127\u003c\/p\u003e \u003cp\u003eChapter 10 ACTION Speaks Louder Than Words 139\u003c\/p\u003e \u003cp\u003eChapter 11 How to Be Great at Networking Even If You Hate People 157\u003c\/p\u003e \u003cp\u003eChapter 12 Qualified Prospects Become Quality Clients 175\u003c\/p\u003e \u003cp\u003eChapter 13 Open a Door and Close the Deal 191\u003c\/p\u003e \u003cp\u003eChapter 14 The End of the Beginning 205\u003c\/p\u003e \u003cp\u003eParting Shots: Seven Mistakes Sales Leaders Make 209\u003c\/p\u003e \u003cp\u003eGlossary 213\u003c\/p\u003e \u003cp\u003eAcknowledgments 217\u003c\/p\u003e \u003cp\u003eAbout the Author 219\u003c\/p\u003e \u003cp\u003eIndex 221\u003c\/p\u003e \u003cp\u003e\u003cb\u003eDAVE LORENZO\u003c\/b\u003e is an author, professional speaker, and business strategy consultant. \u003c\/p\u003e\u003cp\u003e 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. \u003c\/p\u003e\u003cp\u003e Dave received his MBA from Pace University. He also holds a Masters’ of Science in Strategic Communications from Columbia University in New York City. \u003c\/p\u003e  \u003cp\u003eTraditional sales techniques such as cold calling or pushing your way into an office or a living room create an atmosphere of negativity that must be overcome before it’s possible to close a deal. These outdated sales gimmicks destroy relationships right from the first minute. Salespeople need to abandon yesterday’s tired and ineffective tactics. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe 60 Second Sale\u003c\/i\u003e 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, build relationships, and make more money in a way that leverages your natural strengths. You get to be yourself and build your business. \u003c\/p\u003e\u003cp\u003eBusiness relationships are built one minute at a time. From introduction to agreement, 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. \u003c\/p\u003e\u003cp\u003e Once you adopt the 60 Second Sales System, you will have the ability to target your ideal client, control how you approach them, and position yourself as a reliable and helpful expert. \u003c\/p\u003e\u003cp\u003e Dave Lorenzo has written the hands-on guide to help you create a high-value opportunity, right now, close deals quickly, and grow relationships into multi-million-dollar business opportunities. \u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990150365413,"sku":"NP9781119499763","price":25.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119499763.jpg?v=1761786695","url":"https:\/\/k12savings.com\/es\/products\/the-60-second-sale-isbn-9781119499763","provider":"K12savings","version":"1.0","type":"link"}