5-Minute Selling: The Proven, Simple System That Can Double Your Sales ... Even When You Don't Have Time

ISBN-13: 9781119687658 / Angielski / Twarda / 2020 / 352 str.

Alex Goldfayn

Spis treści

A Note about Selling in the Post-Pandemic World xiAcknowledgments xvAbout the Author xixDownload Your Planners and Trackers xxiPreface: This Book is a System xxiiiPart One: Introducing the 5-Minute Selling System1 What is the 5-Minute Selling System? 22 I Don't Want You to Read This Book, I Want You to Do This Book 163 Take the 5-Minute Selling Two-Week Challenge 24Part Two: Foundational Principles4 90% of Salespeople Sell Reactively 325 The Terrible Impact of Reactive Selling 406 How to Break Out of the Reactive Selling Vicious Circle 467 Comparing Your Proactive Communications Pathways 528 The Key Mindsets to Fuel Your Sales Growth 609 Start Now, and Implement Consistently 7010 Your Wins Will Come Quickly 78Part Three: Implementation11 First, Plan Your Calls and Follow-Ups for the Week 8612 Keep a Quote or Proposal Tracker 9613 Track Your Actions and Successes 10414 What to Do If You Miss a Day 11215 Yes, You Should Leave a Voicemail 11816 Listen, Don't Talk 12617 It Will Never Feel Perfect, so Just Take Action 132Part Four: The 16 Proactive Communications That Will Grow Your Sales18 All About These 16 Actions 14019 Call Your Current and Former Best Customers 14820 Call Your Small and Medium Customers to Make Them Bigger 15821 Call Customers You Haven't Talked to in Three Months or More 16422 Call Customers Who Used to Buy but Stopped 17023 Call Customers Who Just Received an Order 17624 Call Prospects 18425 Expand Your Products and Services with Customers 19626 Ask What Else Your Customers Are Buying from Other Suppliers 20627 Looking Back and Selling Forward: Leverage Order History 21428 Follow Up on Pre-Quote Opportunities 22229 Follow Up on Quotes and Proposals 22830 Ask and Receive: How to Always Ask for the Business 23631 Ask Your Customers What Percent of Their Business You Have 24432 Ask for Referrals 25033 Send Handwritten Notes 26034 Send Weekly High-Value Email Communications 266Part Five: Launch!35 What a Typical 5-Minute Selling Week Looks Like 27436 5-Minute Selling Scripts and Language 28637 The Work is the Magic Bullet 29838 5-Minute Selling Mindset Manifesto 302Index 307

O autorze

ALEX GOLDFAYN grows companies. He is the CEO of the Revenue Growth Consultancy, which works with organizations to implement systems of remote and proactive selling that routinely generates 10%-20% in new overall sales annually. His clients include manufacturers, distributors, and business-to-business service organizations-typically in mature industries-that make the world go around. Alex delivers more than 75 workshops and keynotes yearly.Not only does Alex regularly implement the systems in this book for his clients, but he also applies the approaches in his own firm, one of the highest-grossing and most successful solo consulting practices of any kind in America.www.Goldfayn.com