Every sale is made or lost in 60 secondsmake 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. With those tired tactics, youre swimming upstream, against a strong current, with a bag of rocks tied to your waist.

Sales has changed.

Legacy sales gimmicks destroy relationships right from the first minute.

The 60 Second Sale 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. Thats the magnificence of the 60 second sale system. You get to be yourself and build your business.

In this book you will discover:

How to start a sales conversation in 60 secondsWho to target for immediate incomeA powerful yet easy-to-use system to generate relationship revenueFive ways to initiate new relationshipsWhat to say to make sure your business meetings result in money in the bankThe secret to getting a yes every time, even in the most competitive sales environmentThe winning mindset that removes the stress, uncertainty, and fear from income generationAnd so many other effective business growth strategies, your competition wont know what hit them

Business 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.  Isnt 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.

The 60 Second Sale is a fail-proof system for succeeding in todays relationship-focused sales environment.

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.

How to Use This Book ix

Introduction: Who is This Guy? Why Should I Read This Book? xv

Chapter 1 It Was Never about the Pen 1

Chapter 2 The First 60 Seconds Sets the Tone for a Lifetime 15

Chapter 3 The RaporMax® System 31

Chapter 4 Get MAD, Get Clients, Get Money 53

Chapter 5 Forget the Frat Boy Approach Convert with a Honeypot 65

Chapter 6 Put Your Mouth Where the Money is 87

Chapter 7 Premier Positioning through Publishing 103

Chapter 8 A Place for Your Stuff: Primary Internet Presence 115

Chapter 9 Anti-Social Media 127

Chapter 10 ACTION Speaks Louder Than Words 139

Chapter 11 How to Be Great at Networking Even If You Hate People 157

Chapter 12 Qualified Prospects Become Quality Clients 175

Chapter 13 Open a Door and Close the Deal 191

Chapter 14 The End of the Beginning 205

Parting Shots: Seven Mistakes Sales Leaders Make 209

Glossary 213

Acknowledgments 217

About the Author 219

Index 221