by Alex Goldfayn | Nov 12, 2020 | Blog, Mindset, Sales Coaching
Always ask for the business, or pivot to the next yes. It’s not always easy, so here are 10 ways you can do it: 1) Should we write it up? 2) How many would you like? 3) When could you get me a PO? 4) I can get this to you Tuesday or Thursday, which do you...
by Alex Goldfayn | Nov 11, 2020 | Blog, Sales Coaching
Most salespeople get stuck in a reactive selling cycle that looks like this: Receive an incoming customer problem Solve the problem Receive another incoming customer problem Solve the problem That continues to happen day in and day out. The problem is, when...
by Alex Goldfayn | Nov 9, 2020 | Blog, Sales Coaching
The majority of salespeople don’t want to pay for their own sales training, and this shocked me. I ran a poll last week asking how much salespeople invested in their own training. Some spent $50 – $250 per year. Some spent $250 – $500 per year. Some...
by Alex Goldfayn | Oct 19, 2020 | Blog, Sales Coaching
Asking for a referral should be a conversation and not a single question like, “do you have a referral for me?” Here is your starting question: “Who do you know, like yourself, who I can help as I help you?” Ask the question and wait. Be silent. Let your customers...
by Alex Goldfayn | Oct 12, 2020 | Blog, Sales Coaching
A lot of people I talk to tell me that as long as someone can “talk the talk,” then they’ll be good at sales. This couldn’t be further from the truth though. The best salespeople are actually much better listeners than they are talkers....
by Alex Goldfayn | Oct 9, 2020 | Blog, Perseverance, Sales Coaching
Perseverance is twice as important to success as talent is. The great psychologist Martin Seligman found this in his research. It’s why less talented salespeople often out-perform more talented ones. – They don’t give up. – They keep trying....
