book

Selling Boldly

Name: Selling Boldly
Author: Alex Goldfayn
ISBN: 9781119436331

by Alex Goldfayn

April 2018

Beginner

288 pages

5h 5m

English

Wiley

Audiobook available

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Cover
Title Page
About the Author
PART I: Fear Is the Greatest Enemy of Sales … and Positive Psychology Is the Antidote
1 The Single Greatest Killer of Sales
The Coffee ShopThe Insulation ContractorAsking for a ReferralWhy Don't We Ask?The Reason Is the Greatest Single Problem in All of Sales
2 The Massive Cost of Fear in Sales
Fear Is AutomaticHow to Leverage This with Your CustomersWhat We Are Afraid OfIt's Not Just the Fear—It's What We Imagine It Will Lead ToWhat Fear Makes Us DoThe Incredibly Important (and Easy) Work Fear Keeps Us from DoingHow to Deal with FearThe Customers Are Afraid, Too
3 The Antidote to Fear: The New Science of Positive Psychology
The Powerful Impact of Positive Psychology On Sales GrowthYou're Not Doing It Wrong!
4 The Selling Boldly System: Step 1—Get Your Mindset Right; Step 2—Behave Accordingly (Communicate Boldly)
You Already Know What to DoWe Know This WorksThere Are No Secrets
5 The Selling Boldly Toolkit: Planners and Downloads
Guidelines for Using the Selling Boldly Sales PlannersIt Begins with This Mindset PlannerPrepare and Use These Planners Every Two to Four WeeksPrepare and Use Your “The One‐Page Sales Planner” Weekly
PART II: The 10 Critical Mindset Shifts for Dramatic Sales Growth

6 About These Critical Thinking Shifts
These Mindsets Snowball, Building on Each OtherYou Have a Choice“The Selling Boldly Mindset Planner”
7 Proactive Selling versus Reactive Selling
Default Brain versus Focused BrainAre You Hunting or Gathering?Busting Out of the Vicious, Reactive Selling CircleReactive Selling versus Proactive SellingHow to Become Proactive
8 Confidence versus Fear
Where Confidence Comes From
9 Boldness versus Meekness
What Bold People DoMeekness is Unfair to the CustomerRemember, It's Your Choice
10 Optimism versus Pessimism
Optimism Makes MoneyHow to Be Optimistic
11 Gratitude versus Cynicism
The Power of GratitudeWe Can Choose to Be Grateful Right NowWhat Salespeople Can Be Grateful ForWe Get to Struggle Here
12 Perseverance versus Surrender
The Power of PerseveranceIt's Not Our Job to Give UpPersevering in the Face of AdversityMy Children's Trees
13 Value and Relationship versus Products and Services
Focusing on Value versus Products and ServicesHow Do You Know What Your Value Is?
14 Taking Constant Communication Action versus Overplanning and Underexecuting
Doing Things versus Thinking About Doing ThemWe Need Action, Not Perfection
15 Making It Look Easy versus Laboring
How to Make It Look Easy
16 Plan‐Driven versus Inquiry‐Driven
PART III: How to Develop the Selling Boldly Mindset
17 Why Feedback from Happy Customers Is the Key to Developing the Selling Boldly Mindset
Why Happy Customers Don't CallWhat Happens When We Talk Only to Unhappy CustomersWhat Talking to Happy Customers Does to UsJust Ask, and They Will Tell You
18 How to Get Testimonials from Your Happy Customers
The Purpose of These ConversationsFirst, We Need the Happy CustomersHow to Conduct the InterviewsThe Single Most Important QuestionOther Questions to Ask During the InterviewQuantify and EmotionalizeObtain Permission to Use These CommentsA Note on LanguageUse Silence
19 Transcript of Actual Customer Interviews
The CustomerWhat HappenedThe Testimonials
20 How to Use Testimonials Internally to Change Your Mindset and Your Culture
Who Should See These Testimonials?We Must Marinate in This Positivity
PART IV: From Mindset to Technique: Powerful Sales Growth Actions
21 About These Communications
They Are All CommunicationsI Know You Know ThisDon't Overcomplicate ItUse “Easy” LanguageDo You Have a Few Seconds?It Doesn't Take Money to Make MoneyWhat If My Day Is Totally Reactive?Repeatedly and SystematicallyIt's Impossible to OvercommunicateSimple, But Not EasyDesigned to Set You ApartQuick WinsGive Customers and Prospects a Backscratcher
22 Focus on What You Can Control
Sports Are Like SalesFocus on What You Can Control in Sales Too
23 Silence Is Money
Here's What I Mean by SilenceWhy We Are Not SilentHow to Be Silent
24 Don't Forget about the Prospects
Why Prospects Are Sales Growth Gold
25 Use the Phone Proactively
Four Hours a WeekTelephone ScenesNobody Calls AnymoreWhy Don't We Call?All the Good That Happens When We CallYou Don't Increase Phone Hours by Trying to Spend More Hours on the PhoneLeave That Voicemail!Who to Call?What to SaySet the Calls Up If You WishYour Objections to Making Calls and My Responses
26 Always Ask for the Business
27 Tell Your Customers What Else They Can Buy from You
Customers Niche Us, and We Niche ThemHow to Tell Your Customers about What Else You Can Sell to ThemHow to Ask This QuestionA Whopping 20 Percent of DYKs CloseDo YOU Know What You Can Sell to Your Customers?Planning Your DYKsColumn 1: The DYK Complete ListColumns 2 and 3: DYK If/ThenColumn 4: DYK Top 10How to Use This PlannerMore DYKs = More Sales
28 Let Your Customers Tell You What Else They Buy
How to Plan These
29 Following Up Will Make You Rich
So You've Sent a Quote or ProposalThe System Is the Key
30 Sell with Your Testimonials: Show Your Prospects How Happy Your Customers Are
What the Testimonials Should Look LikeActive and Passive Testimonial SharingActive Testimonial SharingDon't Underestimate the Power of Aspiration That These Testimonials CreateYour Objection and My Response
31 “What Percent of Your Business Do We Have?”
Why Would the Customer Give You This Information?
32 People Love Giving Referrals—But We Hate Asking
Why Customers Love to Give ReferralsThere Are Two Different Kinds of ReferralsHow to Ask for a ReferralThe Who, the How, and the WhenThe Finer Points of Referral AskingUsing the Selling Boldly “Referral Planner”
33 The Power of Handwritten Notes
“You Would Have Lost Us if You Hadn't Sent This Note”Why Handwritten Notes Are So EffectiveFind a Routine for Your NotesSend Human Notes, Not Thank‐You Notes
34 The Post‐Delivery Call
35 Putting It All Together with the “The One‐Page Sales Planner”
Start on the Planning SideNow Turn the Page to the Schedule Side
36 For Owners, CEOs, Executives, and Managers: This Is How to Implement Selling Boldly at Your Company
Nobody Likes ChangeHow to Implement Change with Customer‐Facing People EffectivelyThe Two Greatest Differentiators between My Clients Who Grow the Most, and Those Who Grow the Least
37 Now, Go Help More People More
Acknowledgments
Appendix: 100 Questions to Ask Your Customers and Prospects (and Yourself)
Headline: 100 Revenue Growth QuestionsFirst, Some Questions to Ask YourselfQuestions for Your Customers and ProspectsTo Increase Sales per CustomerTo Get TestimonialsTo Use TestimonialsTo Ask for ReferralsTo Ask for the BusinessTo Follow Up on Quotes and ProposalsTo Check In Proactively by PhoneTo Follow Up after Delivery or Conclusion of WorkAnd the Three Most Important Questions, from Me to You
Index
End User License Agreement

Overview

IF YOU’RE IN SALES, FEAR HAS COST YOU MILLIONS OF DOLLARS, AND THIS BOOK IS FOR YOU.

Fear is the reason most salespeople

don’t like to pick up the phone (salespeople average just four hours

per week on the phone, and our job is to talk to humans!).

Fear is the reason we don’t ask for the business more, even though our

customers want to buy from us.

Fear is the reason we don’t offer our customers additional products and services, even though they would love

to buy more from us.

This book deals with that fear.

You will learn exactly how to overcome this destructive fear in sales, and replace it with confidence, optimism, gratitude, joy, and proactive sales work. These are the powerful principles in the new field of positive psychology which are transforming how we work and succeed. Selling Boldly is the first book that leverages positive psychology to help you

sell more.

You’ll also learn a series of fast, simple sales-growth techniques—like how to add on to existing orders; and how to close 20% more quotes and proposals instantly; and how to properly ask for and receive referrals—that will grow your sales…dramatically and quickly.

Alex Goldfayn’s clients grow their sales by 10-20% annually, every year, as long as they apply his simple approaches.

IF YOU’RE IN SALES, FEAR HAS COST YOU MILLIONS OF DOLLARS, AND THIS BOOK IS FOR YOU.

Fear is the reason most salespeople don’t like to pick up the phone (salespeople average just four hours per week on the phone, and our job is to talk to humans!).

Fear is the reason we don’t ask for the business more, even though our customers want to buy from us.

Fear is the reason we don’t offer our customers additional products and services, even though they would love to

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