Latest Articles
Latest Articles
Join Me For a Live Webinar This Thursday
Please join me this Thursday at 11AM Central / 12PM Eastern time for a live 30 minute webinar on how proactive phone calls will feed your sales and business machine. Proactive calls to prospects & customers turn: Leads into prospects Prospects into opportunities...
Grow Sales By Focusing On What You Can Control
In the sales profession, there is so much we cannot control. We can't control if our prospect or customer answers the phone, for example, but we can control making our proactive call and leaving a good voicemail. We cannot control if the customer will say yes, but...
There Are 30 Weeks Left To Make Your Year
It's June 1. Twenty-two weeks have passed in 2021, and exactly 30 remain. You have 30 weeks to grow your sales. Thirty weeks to help your customers more. Thirty weeks to make your proactive calls. If you make three calls a day to customers and prospects over these...
Alex Goldfayn’s Kids, Their Trees, and Perseverance In The Sales Profession
What do my kids, their trees, and perseverance in the sales profession have to do with each other? Watch this video, and find out the fascinating reason. Order my latest book, the WSJ bestseller, 5-Minute Selling, book on Amazon US:...
The Definition of Perseverance in Sales
Here is a short excerpt from my upcoming book -- just completed and submitted to my publisher Wiley -- about the definition of perseverance: A good definition of perseverance in sales is to continue to try to help customers in the midst of failure or rejection. Let’s...
4 Simple Truths About Successful Selling
1. Simple is always better. The simplest solution is always the best one, and so is the simplest sale. If your process requires five phone calls, try it in three or four. If you're using 20 slides, how can you simplify to 10 or 12? Simplify to void, which means...
8 Huge Benefits of Making Proactive Calls
A proactive sales phone call is defined as calling a customer or prospect when nothing is wrong. Because nearly every other call your customers get revolves around a problem for them to fix, or an urgency for them to react to. The purpose of these proactive calls is...
Always Ask For The Business
Never end a phone call unless you know what the next step is. I call these pivots to the sale, or, if you're not at that point yet, pivots to the next commitment. Always pivot to the sale or next commitment, on every call. Because unless you clarify specifically...
“Success is going from failure to failure without losing your enthusiasm.”
Winston Churchill said "success is going from failure to failure without losing your enthusiasm." First, this is a rich, complex and profound observation on life in just 11 words. These are the words of a genius. Second, Churchill's statement applies totally and...
Grow Sales By Calling People You Know
There's a lively conversation happening on my LinkedIn post today -- a poll -- about the role of cold calling in the future. Many state that there is simply no need to cold call people, with so much information available to us via powerful resources like LinkedIn. I...