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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?…

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…

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,…

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…

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…

The customer may not answer the phone, but we must make the calls anyway. The customer may not buy more products or services when we offer them, but I must offer them anyway. The customer may not give us referrals, but we must ask for them anyway. Because the calling and the offering and the…

Here is in an excerpt from my latest book, the WSJ bestseller, Selling Boldly. This clip from Chapter 3 briefly explores the field of positive psychology and it’s powerful impact on sales success. Selling Boldly is currently available at a deeply reduced price of $12.09 on Amazon. The American Psychological Association was founded more than 125 years…

My latest book, Selling Boldly, is just $12 on Amazon: Please note that the price of my Wall Street Journal bestseller, Selling Boldly, is at a record low on Amazon: It’s currently right at $12 for the hardcover (retail price is $25). Get your copy — and also books for colleagues and co-workers — at this…

My wife and I attended the Kentucky Derby on Saturday — our fourth in the last five years. As you’ve probably heard by now, the apparent winner, Maximum Security was controversially disqualified for interfering with some of the other horses. This led to the biggest long shot in the field — Country House — to…

Yesterday, I was speaking for a large group of business coaches and advisors in San Diego. We were talking about making proactive phone calls. Because the only time your customers hear from suppliers is when something is wrong. When there is a problem. Or when they need to respond to something urgently. So, my advice…