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

1. Chapter 1
2. Chapter 3
3. Chapter 5
4. Chapter 6
5. Chapter 7
6. Chapter 8
7. Chapter 9
8. Chapter 10
9. Chapter 11

DAVID V. LORENZO

Copyright 2018 by John Wiley & Sons, Inc. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

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Library of Congress CataloginginPublication Data

Names: Lorenzo, David V., author.

Title: The 60 second sale : the ultimate system for building lifelong client relationships in the blink of an eye / by David V. Lorenzo.

Other titles: Sixty second sale

Description: Hoboken, New Jersey : John Wiley & Sons, Inc., [2018] | Includes index. |

Identifiers: LCCN 2018014787 (print) | LCCN 2018015990 (ebook) | ISBN 9781119499787 (epub) | ISBN 9781119499817 (pdf) | ISBN 9781119499763 (cloth)

Subjects: LCSH: Selling. | Customer relations. | Sales management.

Classification: LCC HF5438.25 (ebook) | LCC HF5438.25 .L67 2018 (print) | DDC 658.85dc23

LC record available at https://lccn.loc.gov/2018014787

Cover Design: Wiley

To Mr. Ralph

You were right.

This book is written as if I am sitting across the table from you, giving you advice. This is the same way I've advised my clients and mentored members of my own sales teams over the years. The guidance dispensed is the same strategy, the same tactics, and the same tools I use each day in my own business. Everything in here works.

If you are skeptical, that's fine. I understand.

Pick out one thing from this program and give it a try. Put it into practice and give it maximum effort. When it works, try something else. Eventually, the system will win you over.

There are two types of people on Planet Earth.

Type 1: People who believe that selling is pushing yourself and your product/service on someone who doesn't need it.

These people hate engaging in the process of selecting a bigticket item like buying a car or a diamond ring. They hate it because they fear they will be forced into a bad decision by a fasttalking, slick salesperson.

They can never imagine themselves selling anything to anyone because the concept of asking strangers for money is unbelievably uncomfortable for them. Besides, they hate lying to people and they believe that's the only way to get someone to buy something by telling the prospective client what they want to hear.

Type 2: People who believe selling is helping people.

These folks develop relationships with everyone. They learn their prospective clients' desires. They learn what their prospective clients want to achieve for their family. They learn what their prospective clients hate and what they fear.

Type 2 people focus on relationships. When you have a relationship with someone and they need help, you feel compelled to help them.

I have three objectives for this book:

1. To give you a stepbystep guide you can follow to open doors, deepen relationships, and make more money.
2. To help get you home on time for dinner every night. I want you to make a great living and live a great life. This system will help you use the awesome power of leverage to open doors and deepen relationships. That means you don't have to be personally involved in every little detail.
3. To convert as many people as possible from Type 1 to Type 2. It is more personally rewarding to take a relationshipbased approach toward sales. Helping people feels good. Helping people in exchange for financial compensation feels good and helps you enjoy life.

This book helps you create the atmosphere that allows you to close deals in 60 seconds.

Many people, upon hearing the title of this book, remark that they've never sold anything in 60 seconds. People who say that are wrong. When you have a relationship with someone, a relationship based on trust, people buy from you in 60 seconds. You'll recognize this as you work through this system.

But wait, there's more

I've included scripts to help you along the way. One of those scripts will help you start a conversation that will lead to a relationship in 60 seconds.

I've also provided email and letter templates to help you engage people, so they will reach out to you and ask you to do business with them. Using these templates and sending them out takes 60 seconds.

Also included is a 21question interview to help you get inside the mind of your ideal client. It will help you find out what they read, what groups they belong to, and why they do what they do. If you want to meet them and sell to them, you can go where they go, write what they read, and enable them to do what they do. If you do those things, they will buy from you in 60 seconds.

But wait, there's still more

You will be introduced to a system that drives clients to you while you sleep. That doesn't even take 60 seconds it takes none of your time!