by Alex Goldfayn | Jun 30, 2022 | Blog, Newsletter
In the last two weeks, I’ve been asked to do a half dozen speeches and appearances about sales growth in a contracting or recessionary economy. That’s because the sales environment of the last several economic boom years is doing a literal 180. During...
by Alex Goldfayn | Jun 30, 2022 | Blog, Newsletter
Today’s message is brief: By the time you send a quote or proposal, you have done 99% of the work. You have built the relationship, serviced the customer (often for years), jumped through hoops, researched and wrote the quote or proposal, and you sent it. But...
by Alex Goldfayn | Jun 14, 2022 | Blog, Newsletter
Think baseball or softball: Every sales communication is a swing of the bat. Every proactive call. Every did you know question, or reverse did you know question. Every quote follow up. Every referral request. Every pivot to the sale, or every time you ask for the...
by Alex Goldfayn | Jun 7, 2022 | Blog, Newsletter
Most salespeople are experts at taking orders and servicing the customer. This makes them more customer service people than salespeople. They build relationships, solve problems, and take orders by email and incoming phone calls. You know what they don’t do? Call...
by Alex Goldfayn | Jun 7, 2022 | Blog, Newsletter
I was interviewing a distributor client’s customer and this is what he said about other suppliers he buys from — my client’s competition: “When they’re busy, they just pick up the phone and slam it down without saying...
