Blog

Spread Optimism

Some people aren’t happy unless they are unhappy. In sales, these are the customers who complain the most. No matter what you do, they complain. With others around — and especially in a group setting —  they complain even more. Louder. They are even more cynical. For there is an opportunity to contagion others, and…

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The Fear of Appearing Needy

I was in Beverly Hills last week keynoting two events in the financial industry. At both sessions, the audiences were financial advisors who sold insurance products. Feedback was extremely positive, as it tends to be for my live work, but one person’s comments stood out. After my session, he came to me and spoke at…

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Easy Listening

I hope you’re having nice a Labor Day weekend. Today is the last day before the fall selling season kicks into high gear. As such, here is some easy listening from my new podcast to help you make the most of the coming months: How to Ask for Referrals So You Get Them Two-Thirds of the Time.…

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Back to Basics

Happy Monday, it’s the last unofficial week of summer! Let’s get back to basics today as you get ready to push the gas in the upcoming months — which are some of the most productive selling months of the year. If you want to sell more, pick up the phone and call people you know.…

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Create Memorable Experiences for Your Prospects

My kids are ten-year-old twins, and they do everything together. So we have an annual late-summer tradition where I travel, one-on-one, with each child. These trips have become fabulous experiences and memories, and “the other twin” does some special activities with my wife at home while we’re gone. I’m just back from such a trip…

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How Fear and Over-Planning Hurt Your Sales

If you find yourself knowing you should do something in your personal or professional life, but are avoiding taking that action, the reason is almost always fear. Listen to my just-released podcast episode (10 minutes) on this dreaded 4-letter word that kills action, and, in turn, sales. How does fear make us avoid taking action?…

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When You Email And When You Call

When you Email:  Did the email arrive? You don’t know. Did it land in the inbox or spam folder? You don’t know. Did the customer open it? You don’t know. Did the customer read it? You don’t know. Did it register in the customer’s brain? You don’t know. Did they like what you sent? Did…

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Read This Before Your Next Sales Call

I know how valuable I am to my customers. I help them immensely, and my customers have been with me for years because of this. I am not lucky that this customer has taken this meeting or call, rather, they are lucky I am calling them. I could be with anybody today, but I chose them. Conversely,…

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Halftime, 2019

Today is July 1, precisely the middle of 2019. It’s halftime, the perfect time for some reflection and proactive planning. How was your first half? Think in terms of not only sales results, but because sales results are the final indicator (as opposed to leading), consider also your first half activity levels: proposals and quotes…

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The Incredibly High Cost of Fear in Sales

By Alex Goldfayn Here are the reasons we don’t offer customers additional products and services even though they need them. These are also the reasons we email instead of call; why we don’t ask for the business on every phone call; and why we don’t religiously ask for (and share) testimonials and referrals: We don’t…

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