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

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 Income -- Four 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 Lifetime -- How 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.