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The 60 Second Sale with David Lorenzo #378

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The 60 Second Sale with David Lorenzo #378

60 Second Sale Dave LorenzoDave Lorenzo is the author of the book the 60 Second Sale – The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye.  In this episode Dave shares the importance of understanding your  Ideal client, seller responsibilities, testimonials, and the importance of having a relationship report card,

Know Your Ideal Client

The most important element of the sales is the first 60 seconds. How do you do this. Dave shared the importance of deeply understanding your ideal client. They will be the model for prospects.  When building relationships have an external orientation that delivers instant value to prospective clients.

Meetings are opportunities to have relationships for a lifetime.

    • Give to your prospects before you ask for anything
    • Identify your ideal client – look at past best clients an choose the best as your model
    • Discover how to contact prospects on scale (ask about trade associates, news, and conferences). Immerse yourself in the world of you ideal client.

Three Responsibilities of Sales People

Too often sales people run into a sale with no preparation. Instead do your homework. Make your clients successful is to understand how you can help people:

    1. Make money
    2. Save money
    3. Reduce risk

Almost all value boils down to these three essentials. If you can address either or multiple concerns the more likely you will have sale success.

Think Long Game

Enterprise deals have many moving parts. It’s possible one of the stakeholders will not want your solution. You may not be able to persuade them to your side. The committee may want a unanimous decision.  But…. sometimes their decisions turn bad.  Deals sour,  decisions play out poorly, and you will be the first to have a second chance. Never burn bridges, play the long game.

60 Second Sale Relationship Report Card

Used to check the status of your relationships. You should be getting letters of recommendations and testimonials every month.  Write testimonials for your clients.  People want to be flattered.

Take Action Advice

Call your clients and check in. Good things will happen.

How To Find David Lorenzo

You can find David on social media as well as his book the 60 Second Sale. 

Get the free workbook and guide at Revenuereportcard.com 

    • Email:  dlorenzo at dlorenzo.com 
    • Website:  DaveLorenzo.com 
    • Phone:  (786) 436-1986 
    • LinkedIn: in/thedavelorenzo 
    • Twitter:  @thedavelorenzo 
    • Facebook:  /TheDaveLorenzoCompany 
    •  Instagram: @thedavelorenzo 
    •  Skype: davidvlorenzo

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Outreach.io

Imagine having a smart assistant, like an Alexa or Siri, join your customer calls, transcribe your conversations during the call, take notes for you, summarize action items and prompt you with relevant information (and coaching from your manager) right in the moment when you need it, not after the fact…

Outreach Kaia (pronounced KAYA) is an intelligent virtual assistant that brings together real-time sales enablement and advanced AI to make every sales rep more effective, every customer conversation more productive and every coaching opportunity more precise— so you can close deals faster.

If you would like to see Kaia in action, schedule a demo at click.outreach.io/salesbabble-kaia today!

 

No matter how well-prepared or experienced you are as a seller, customers will catch you off guard. And you have split-seconds to react.

Unlike traditional conversation intelligence tools, Outreach Kaia is changing the game with true conversation intelligence in real time— giving you exactly the information you need, to handle anything that gets thrown at you.

Say a prospect asks you about a specific product that just launched, that you’re personally still learning the ins-and-outs of. Kaia hears this question, and automatically displays a content card with all of the information you would need to sell that new product right there.

Schedule a demo at click.outreach.io/salesbabble-kaia to see for yourself and watch those deals stack up.

 

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

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