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

Author: Dave Lorenzo
Publisher: Newark : John Wiley & Sons, Incorporated, 2018.
Edition/Format:   eBook : Document : English
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Lorenzo, Dave
The Sixty Second Sale : The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye
Newark : John Wiley & Sons, Incorporated,c2018
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Dave Lorenzo
ISBN: 9781119499817 111949981X
OCLC Number: 1046614682
Notes: Description based upon print version of record.
Description: 1 online resource (259 p.)
Contents: Cover; Title Page; Copyright; 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; Money on Demand; Confidence; Pride; Painless Process Management Relationship IncomeFour Types of Income; Ad Hoc; Repeat Revenue; Recurring Revenue; Relationship Revenue; 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; Opening Question; Question 1: How's Life?; Question 2: What's It Mean to You?; Question 3: What's Stopping You?; Question 4: How Can I Help?; Five Million Reasons to Be a Resource Every Interaction Is an Opportunity of a LifetimeHow to Track and Forecast Relationship Growth; A Focus on Relationship Growth; Advisory Status; Referability; Frequency of Communication; Client Testimonials; Aggressive Promotion of Client Interests; Commitment to Relationship Intensity; Gratitude; Intimacy; Passion for Service; 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 Group One: Friends, Neighbors, and RelativesGroup Two: Jobs, Current and Past; Group Three: Recreational Activities; Group Four: Professionals; Group Five: People You Pay Regularly; Group Six: People You Pay Occasionally; Group Seven: Other Organizations; Reaching Out to Your Network; Email 1: Initial Contact; Email 2: Sent Two Weeks after Email One; Email 3: Sent Two Weeks after Email Two; Letter 1: Initial Contact; Letter 2: Sent Two Weeks after Letter 1; Letter 3: Sent Two Weeks after Letter 2; Phone Call: Week Seven; Voice Mail; When You Need Money Right Now RaporMax® System for Generating Business While You SleepWeekly Email Newsletter; Week One: The Personal Story or Life Lesson; Week Two: Share Your Opinion on Something That Is in the News; Week Three: Educate Your Audience on an Industry Topic; Week Four: Book Review, Movie Review, or Restaurant Review; Week Five: A Promotional Email for Your Services; 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 --
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