by Alex Goldfayn | Apr 9, 2019 | Blog
I was with a large distributor client a few days ago doing their all-day kickoff workshop. I spend about two-thirds of these sessions talking about mindset and positivity and optimism. Only about an hour to 90 minutes is spent on the technique, which is easy and...
by Alex Goldfayn | Mar 11, 2019 | Blog
The competition sends emails. Let them. We will use the phone. In fact, the competition sends LinkedIn spam. Let them. We will build relationships. The competition sells from a distance, so as to avoid risking rejection. They sell to avoid making the customer angry....
by Alex Goldfayn | Jan 28, 2019 | Blog
We must do what we say we will do because so many people do not. We must be reliable because the competition is not. We assume they are, but they are not. We must pick up the phone proactively because the competition does not. We think our customers’ phones are...
by Alex Goldfayn | Jan 28, 2019 | Blog
Over the last couple of years, I’ve observed that almost no salespeople keep lists of high-potential customers and prospects to call; quotes and proposals outstanding to follow up on, and products and services to offer. These are three critically important lists, and...
by Alex Goldfayn | Jan 28, 2019 | Blog
Here are the top five reasons you should call your customers and prospects: One: They will buy more. Right now, as you read this, your customers are buying things from the competition which they should be buying from you. In fact, they’d like to buy it from you. Give...
by Alex Goldfayn | Jan 14, 2019 | Blog
As the old saying goes, you can’t win the business you don’t ask for. There have been many moments in my life where I’m ready to buy, and the seller doesn’t ask me to. So I don’t. Sometimes, I have to try to chase the seller down to give him or her my money, and...
