by Alex Goldfayn | Mar 7, 2016 | Blog, Evangelist Marketing Minute Newsletter, Focus On Your Value
Let the competition reduce their price. You remind your customers about your great value when they ask you to lower your prices. Let the competition focus on specs and stats. You focus on how the customer will be improved should she buy from you. How you will save her...
by Alex Goldfayn | Feb 29, 2016 | Blog, Evangelist Marketing Minute Newsletter, Focus On Your Value, Proactive Selling
You are not lucky when the customer or prospect picks up the phone; they are lucky to be hearing from you. You could have brought your tremendous value to anybody, and you chose to offer it to them. They are lucky. You are not lucky to have certain customers or...
by Alex Goldfayn | Feb 22, 2016 | Blog, Evangelist Marketing Minute Newsletter, Gratitude, Happiness For Sales Growth
Jerry Seinfeld has a fabulous long-running web series called Comedians in Cars Getting Coffee. Each week there’s a cool old car, and a famous guest with whom he discusses life. The latest season opened with Barack Obama as the guest. In the bowels of the White House,...
by Alex Goldfayn | Feb 15, 2016 | Blog, Communications Is The Key To Selling More, Evangelist Marketing Minute Newsletter
The more your customers and prospects hear from you, the more they buy from you. It never works the other way. We cannot communicate less and sell more. Similarly, the more your salespeople call customers and prospects (rather than email) the more they will sell to...
by Alex Goldfayn | Feb 8, 2016 | Blog, Evangelist Marketing Minute Newsletter, OUR Discomfort, Not the Customers'
The discomfort with asking for testimonials is ours, not our customers’. They know why they’re happy with us, because they think about it consciously every time the competition calls. Our customers are happy to tell us what they love about us, if only we...
by Alex Goldfayn | Feb 1, 2016 | Blog, Evangelist Marketing Minute Newsletter, Perseverance In Sales
We only need one yes. A prospect can tell us no countless times, but just one yes from that prospect, and you’ve succeeded. There is no shame in no. There is not even rejection in no. (As my business advisor Alan Weiss likes to say, “Their job is to buy,...
