by Alex Goldfayn | Sep 27, 2021 | Blog, Newsletter
This is an excerpt from my new book, Pick Up The Phone & Sell, which published on Wednesday. It is the full text of Chapter 1. As I send you this, there are now 23 reviews posted on Amazon. They are from salespeople, managers, executives and business owners. Go...
by Alex Goldfayn | Sep 24, 2021 | Blog, Newsletter
In my new book, Pick Up The Phone & Sell, I argue that you should make proactive calls the tip of your selling spear. That is, lead with the phone. Make it the first activity in your communications process, not the one you lead up to with other (electronic)...
by Alex Goldfayn | Aug 30, 2021 | Blog, Newsletter
I’ve been traveling again to conference speeches, client workshops, and meetings with prospective clients. In the last week, I’ve had three different flights cancelled. Two others have been delayed by more than three hours. Last night at O’Hare a glance at the flight...
by Alex Goldfayn | Aug 16, 2021 | Blog, Newsletter, Proactive Selling
About 95% of companies — your competition — sell reactively. That is, they await incoming inquiries, orders, and requests, and fill the orders. That’s because these inquiries, requests, and orders (and problems) come in all day long, and unless you...
by Alex Goldfayn | Aug 8, 2021 | Blog, Newsletter
I’ve kept a large vegetable garden for about 20 years, but the last couple of years I’ve engaged in a related but all-encompassing hobby: growing giant pumpkins. As I write this, my two giants are estimated to be 800 pounds and 707 pounds (pic of the...
by Alex Goldfayn | Aug 2, 2021 | Blog, Newsletter
We salespeople worry about offending our customers and prospects. We are fearful about overstepping, over-communicating. We are timid, because we don’t want to annoy. So we stay quiet, out of the way, because “if they need me, they will call me.” But that’s not how to...
