On this episode of the Sixty Second Sales Show we welcome Pat Murphy from Heartland Payment Systems. Pat is an expert on relationship-based sales and he gives us the inside scoop on making more money with relationships.

Here is the transcript for this episode:

Hi there, and welcome to another edition of the 60 Second Sales Show. I'm your host, Dave Lorenzo, and we've got a fantastic show for you today. Today we're talking about relationships, that's right, you know that the 60 Second Sale is basically love at first sight for businesses when you connect with someone and you have that instant spark, that spark that connects you and the other person and you know you're going to do business together, that is the essence of the 60 Second Sale. Well, we're going to take it beyond love at first sight. Today we're going to talk about how you can improve your sales process by deepening your relationships with your clients. I know, if you're listening to this, you're used to kicking in doors and connecting with people through brute force, by telling them what you have to offer and showing them how great it's going to be for them and demonstrating to them the power of the solution that you provide. That's fine, if you're doing that now I don't want you to stop doing that yet.

What I'm going to do today is I'm going to demonstrate to you that relationships, powerful relationships are more valuable than the relationships you make when you kick in doors, sell your services and move on. Our focus is on lifetime value, delivering value over the course of your lifetime to your clients, and they in turn will deliver value to you in the form of financial compensation. Of course, before we get into anything, I need to welcome in and offer my thanks and appreciation to everybody's favorite burka wearing producer, Nancy Pop. Good morning Nancy, how are you today?

Good morning Dave. I'm good. How are you?

Awesome. It is great as always to have you hear. I'm doing fine. Thanks for asking. We have a special guest today, but before we introduce him, Nancy, I want to tell you a little story, I want to tell everyone a little story. This weekend was a beautiful weekend here just south of Tamiami Trail in Miami-Dade County, Florida. We had a baseball game with my son on Saturday and then on Sunday I went through the list, the list of things that my wife had for me to do around the house. On that list was a project that I absolutely cannot stand, it's the project ... Well, I'll tell you what happened. In the front of my house we have this fountain. It's this stone structure that has a little pump in it and it spits water out the top and the water overflows from one bowl into the next. It looks good and it sounds good, I guess people think it sounds good, if I stand next to it too long it makes me have to go pee, but that's a different story for a different time.

Anyway, the fountain out in front of the house as broken, and the thing about this project is, if you call a plumber, a plumber is not going to come out and fix the fountain, he's just not going to do it, it's not a big enough job for a plumber and it's not really a plumbing job. If you call a handyman, a handyman's going to give you a really hard time about doing this job because the structure of the fountain itself, it's stone, these pieces of stone are anywhere between 25 pounds and 150 pounds, the base I think is well over 300 pounds, and they have to be lifted up, you've got to take the thing apart in order to get to the pump.

I fixed this once before, I fixed it six months ago and I went through the whole process of calling plumbers, calling handymen, the pool guy, nobody will fix this stupid fountain. We have company coming in the next couple of weeks. As we're recording this this is the middle of November, the holiday season is around the corner, but my son's birthday is on the 20th of November and ...