How to Use This Book

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 big‐ticket 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 fast‐talking, 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 step‐by‐step 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 relationship‐based approach toward sales. Helping people feels good. Helping people in exchange for financial compensation feels good and helps you enjoy life.

Why 60 Seconds?

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 21‐question 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!

You will discover my proprietary tool for converting every speaking engagement, article, and advertisement into leads. Deploying that tool takes only 60 seconds.

You will also uncover one change that will stop people cold from saying no to you and get them to say yes. That change takes only 60 seconds to implement.

But wait, here's the most important thing....

Each chapter has actions you should take immediately upon its completion. Chapter 14, “The End of the Beginning,” is a guide to making more money based on the principles included in this book. Follow this guide and you will get off to a fast start implementing the information you've discovered. I've even included a video course that corresponds to the book. Visit: http://DoThisSellMore.com to enroll for FREE.

What Now?

The first time you go through this book, read it from beginning to end. Pick out one thing and give it a try.

The second time, go through the book and take the recommended actions at the end of each chapter. Be methodical.

Afterward, use this book as a guide to keep you on track throughout your sales career. It is both a reference and an operations manual. They can drop you into any city, no money in your pocket, with just this book and the clothes on your back, and in 24 hours you'll sell enough to put a roof over your head and food in your belly.

25 Actionable Items from The 60 Second Sale

Below is a quick reference guide to the actionable information contained in these pages. You will use this information throughout your career to open doors, deepen relationships, and make more money.

1. Three guidelines for connecting with people in 60 seconds – Chapter 1
2. Script for starting a relationship‐based sales conversation – Chapter 2
3. Relationship Report CardTM: A forecasting tool to predict your financial future – Chapter 2
4. Memory jogger with seven categories of people who can expand your natural network – Chapter 2
5. Email, direct mail, telephone, and voice mail scripts to initiate contact with people with whom you've lost touch – Chapter 3
6. Template for content calendar to be used for email and print newsletters as well as website content – Chapter 3
7. Interview questions to help you identify your ideal client, ideal message, and the ideal way to deliver that message – Chapter 4
8. Seven‐step guide to creating an engagement device called a “honeypot” designed to get people to reach out to you to start a relationship – Chapter 5
9. Eleven‐step process for attracting new clients through public speaking – Chapter 6
10. Five‐step guide to creating articles that will help you connect with new clients through publishing – Chapter 7
11. Four types of content you must have on your website and how to use them – Chapter 8
12. Five formulas for great advertising headlines and great email subject lines – Chapter 10
13. Six steps for writing an advertisement that motivates people to call you – Chapter 10
14. Five types of testimonials and how to get them from your clients every time you ask – Chapter 10
15. Script for starting a conversation at a networking event – Chapter 11
16. Five‐step process for follow‐up after an introduction at a networking event – Chapter 11
17. Script for an email introduction between two of your contacts – Chapter 11
18. Guide to selecting appropriate networking groups – Chapter 11
19. Five steps to making networking groups more productive – Chapter 11
20. The step‐by‐step process for qualifying new clients and making sure they can pay – Chapter 12
21. The qualifying script that will change your business forever – Chapter 12
22. The five things that you must include in an orientation packet to pre‐sell your client – Chapter 12
23. Three ways to communicate the value you provide to your client – Chapter 13
24. Two sample proposal templates offering options to ensure you get a “yes” every time – Chapter 13
25. A checklist for starting an action‐oriented sales program today – Chapter 14

If you have any questions or you need help, reach out to me:

Website:

DaveLorenzo.com

YouTube:

YouTube.com/DaveLorenzo

Facebook:

@TheDaveLorenzo

Twitter:

@TheDaveLorenzo

Instagram:

@TheDaveLorenzo

Phone:

888.444.5150

If you'd like to put your business growth on the fast track, here are some ways I can help:

• Sales Team Training: I develop customized programs for sales teams of all sizes. Together we assess your team's strengths and employ a blend of technology and hands‐on instruction to enable sustainable, organic growth.
• One‐on‐one Executive Coaching: Business leaders turn to me for strategic guidance on revenue growth or...