by Alex Goldfayn | Dec 30, 2019 | Blog
I have two quick questions for you on this last Monday of 2019: Which of your selling approaches, ideas or techniques worked particularly well this year (and how can you double up on them next year)? And which of your approaches didn’t generate particularly good...
by Alex Goldfayn | Dec 16, 2019 | Blog
As the year winds down, and we head towards the finish line, don’t slow down. Keep going. In fact, accelerate if you can. Make the extra call. Offer the additional product of service. Ask for the sale an extra time. Finish the year strong, so you can maintain your...
by Alex Goldfayn | Dec 9, 2019 | Blog
Just because a customer wants to buy from you, doesn’t mean they are the right customer for you. So many of my clients’ salespeople get “beaten up” on price and problems every day. That’s when customers call, right? When there is a problem. But there are different...
by Alex Goldfayn | Dec 2, 2019 | Blog
It’s hard to think or plan in terms of decades, but the next one is less than a month away. How do you plan for a decade? Since it’s such a long period of time, I think the best approach to begin by thinking in terms of the big picture: Where do you want to be 10...
by Alex Goldfayn | Dec 2, 2019 | Blog, Gratitude, Mindset
On this Thanksgiving week, here is an excerpt from my WSJ bestseller, Selling Boldly, on the power of gratitude in sales: Gratitude is a feeling of conscious appreciation for what we have (in sales, customers), what we get to try to get (prospects), and even what we...
by Alex Goldfayn | Nov 18, 2019 | Blog
I love U.S. history. I study it and collect it, with a focus on the founding of America. I am fascinated that a group of motivated, ambitious, very young men created the principles, laws, and documents that became (and remain!) the foundation of the United States....
