By Alex Goldfayn Here are the reasons we don’t offer customers additional products and services even though they need them. These are also the reasons we email instead of call; why we don’t ask for the business on every phone call; and why we don’t religiously ask for...

The customer may not answer the phone, but we must make the calls anyway. The customer may not buy more products or services when we offer them, but I must offer them anyway. The customer may not give us referrals, but we must ask for them anyway. Because the calling...

Here is in an excerpt from my latest book, the WSJ bestseller, Selling Boldly. This clip from Chapter 3 briefly explores the field of positive psychology and it's powerful impact on sales success. Selling Boldly is currently available at a deeply reduced price...

My latest book, Selling Boldly, is just $12 on Amazon: Please note that the price of my Wall Street Journal bestseller, Selling Boldly, is at a record low on Amazon: It’s currently right at $12 for the hardcover (retail price is $25). Get your copy — and also books...

My wife and I attended the Kentucky Derby on Saturday — our fourth in the last five years. As you’ve probably heard by now, the apparent winner, Maximum Security was controversially disqualified for interfering with some of the other horses. This led to the biggest...

Yesterday, I was speaking for a large group of business coaches and advisors in San Diego. We were talking about making proactive phone calls. Because the only time your customers hear from suppliers is when something is wrong. When there is a problem. Or when they...

We’re moving homes, and my wife has been on a shredding mission. While reviewing file boxes that have not been opened in many years, she came across my first business headshots, taken about 20 years ago. As a working adult, I’ve never had a job, never had a paycheck...

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...

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....

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...