Blog

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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Focus on What We Can Control

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…

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Silence is Money

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…

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Derby Lessons in Perseverance

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…

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Call Friendlies

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…

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Thousand of Failures

We’re moving homes, and my wife has been on a shredding mission. While reviewing file boxes that have not been opened in many years, she came across my first business headshots, taken about 20 years ago. As a working adult, I’ve never had a job, never had a paycheck paid by somebody else. Because I’ve…

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