5-Minute Selling

5-Minute Selling

by Alex Goldfayn
Released August 2020
Publisher(s): Wiley
ISBN: 9781119687658

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Book description

WALL STREET JOURNAL BESTSELLER

Add 50% to 100% to Your Sales—In 5 Minutes Per Day

5-Minute Selling presents a proven, simple process that can double your sales, even if you don't have time for an elaborate new sales system. When you spend your days scrambling to take orders and resolving customer issues, there is little time for new sales techniques. This book is for you. In 5-Minute Selling, Alex Goldfayn describes how thousands of his clients and workshop attendees have generated dramatic annual sales growth with short bursts of action throughout the day. With three-second efforts throughout the day, you can add 50 to 100% to your sales.

The techniques in this book are simple but powerful:

  • You'll learn the power of picking up the phone proactively to call customers and prospects when nothing is wrong, because almost nobody does this
  • You'll get approaches for offering customers additional products and services—and asking about what else they are buying elsewhere—because almost nobody does this either
  • You'll also learn about the low-tech but incredibly effective singular impact of the hand-written note 

In short, 5-Minute Selling is about showing customers and prospects that we care about them more than our competition does with simple, repeated, lightning-fast, high-value, consistent communications.

Don't Read This Book, DO THIS BOOK:

5-Minute Selling lays out a Two-Week Challenge for you implement in your sales work. Follow the detailed process for five minutes per day, for 10 working days (less than one total hour of time), and, like thousands before you, you will begin to see dramatic improvements in your sales growth.

Table of contents

  1. COVER
  2. ACKNOWLEDGMENTS
  3. ABOUT THE AUTHOR
  4. PREFACE: THIS BOOK IS A SYSTEM
  5. PART ONE: INTRODUCING THE 5-MINUTE SELLING SYSTEM
    1. CHAPTER 1: WHAT IS THE 5-MINUTE SELLING SYSTEM?
      1. THE PROACTIVE COMMUNICATIONS
      2. QUICKLY PLANNING YOUR UPCOMING WEEK OF PROACTIVE OUTREACH
      3. QUICKLY TRACKING
      4. THE SYSTEM IS THE KEY TO YOUR SALES GROWTH
      5. BUT IS FIVE MINUTES PER DAY REALLY ENOUGH?
    2. CHAPTER 2: I DON'T WANT YOU TO READ THIS BOOK, I WANT YOU TO DO THIS BOOK
      1. WHY I WROTE THIS BOOK
      2. WHAT'S THE BEST TIME TO IMPLEMENT YOUR 5-MINUTE SELLING TECHNIQUES?
      3. ON A SILVER PLATTER, HERE IS HOW TO MAKE MORE MONEY
      4. HOW MANY CALLS SHOULD YOU DO?
      5. I'M ASKING YOU TO GIVE IT TWO WEEKS
      6. NOW, LET'S GO SELL MORE, IN FIVE MINUTES A DAY
    3. CHAPTER 3: TAKE THE 5-MINUTE SELLING TWO-WEEK CHALLENGE
  6. PART TWO: FOUNDATIONAL PRINCIPLES
    1. CHAPTER 4: 90% OF SALESPEOPLE SELL REACTIVELY
      1. BUT THESE ARE ONLY 10—20% OF YOUR CUSTOMERS
      2. WHY DOES THIS HAPPEN?
      3. THE TERRIBLE THINGS THAT HAPPEN WHEN WE SELL REACTIVELY
      4. THE BUSINESS IMPACT OF OUR SALES REACTIVITY
    2. CHAPTER 5: THE TERRIBLE IMPACT OF REACTIVE SELLING
      1. THIS IS HOW ALL OF THE COMPETITION THINKS
    3. CHAPTER 6: HOW TO BREAK OUT OF THE REACTIVE SELLING VICIOUS CIRCLE
      1. TESTIMONIAL CALLS
      2. PROACTIVE SALES CALLS
    4. CHAPTER 7: COMPARING YOUR PROACTIVE COMMUNICATIONS PATHWAYS
      1. IN-PERSON MEETINGS
      2. TELEPHONE CALLS
      3. TEXT MESSAGES
      4. EMAIL
      5. THE ONLY TWO ACCEPTABLE USES OF EMAIL IN SALES
      6. AND SO, WE FOCUS ON THE TELEPHONE
    5. CHAPTER 8: THE KEY MINDSETS TO FUEL YOUR SALES GROWTH
      1. THESE MINDSETS CAN BE LEARNED AND DEVELOPED BY TALKING TO YOUR HAPPY CUSTOMERS
      2. THESE MINDSETS ARE CONTAGIOUS
      3. KEY MINDSETS THAT WILL FUEL YOUR SALES GROWTH
    6. CHAPTER 9: START NOW, AND IMPLEMENT CONSISTENTLY
      1. WHY THE SYSTEM IS SO MUCH MORE IMPORTANT THAN THE ACTIONS
      2. THE START IS THE SECOND-MOST-IMPORTANT THING
    7. CHAPTER 10: YOUR WINS WILL COME QUICKLY
      1. NEW CLOSED SALES
      2. NEW OPENED SALES
      3. SALES PROGRESSED TOWARD A CLOSE
      4. BRAND-NEW CUSTOMERS
      5. NEW PROSPECTS
      6. THE INCREDIBLE POWER OF REPEAT PURCHASES AND REPEAT CUSTOMERS
  7. PART THREE: IMPLEMENTATION
    1. CHAPTER 11: FIRST PLAN YOUR CALLS AND FOLLOW-UPS FOR THE WEEK
      1. USING THE PROACTIVE CALL PLANNER
      2. NOW, FILL OUT YOUR FOLLOW-UP PLANNER
      3. KEEP THESE PLANNERS WHERE YOU CAN SEE THEM THROUGHOUT THE WEEK
      4. NOW, COMMUNICATE
    2. CHAPTER 12: KEEP A QUOTE OR PROPOSAL TRACKER
      1. HERE'S YOUR QUOTE TRACKER
      2. A QUOTE TRACKER SUCCESS STORY
      3. ANOTHER QUOTE TRACKER SUCCESS STORY
      4. YOU'VE ALREADY DONE 99% OF THE WORK
    3. CHAPTER 13: TRACK YOUR ACTIONS AND SUCCESSES
    4. CHAPTER 14: WHAT TO DO IF YOU MISS A DAY
    5. CHAPTER 15: YES, YOU SHOULD LEAVE A VOICEMAIL
    6. CHAPTER 16: LISTEN, DON'T TALK
      1. MACRO-LISTENING
      2. MICRO-LISTENING
    7. CHAPTER 17: IT WILL NEVER FEEL PERFECT, SO JUST TAKE ACTION
      1. QUANTITY TRUMPS QUALITY
      2. YOU'LL NEVER FEEL LIKE YOU'RE PERFECTLY READY
  8. PART FOUR: THE 16 PROACTIVE COMMUNICATIONS THAT WILL GROW YOUR SALES
    1. CHAPTER 18: ALL ABOUT THESE 16 ACTIONS
      1. THE PILLARS OF YOUR 5-MINUTE SELLING SYSTEM
    2. CHAPTER 19: CALL YOUR CURRENT AND FORMER BEST CUSTOMERS
      1. TOP 10 CURRENT CUSTOMERS
      2. TOP 10 FORMER BEST CUSTOMERS
    3. CHAPTER 20: CALL YOUR SMALL AND MEDIUM CUSTOMERS TO MAKE THEM BIGGER
      1. WHICH MID-SIZED CUSTOMERS TO CALL
      2. WHICH SMALL CUSTOMERS TO CALL
    4. CHAPTER 21: CALL CUSTOMERS YOU HAVEN'T TALKED TO IN THREE MONTHS OR MORE
    5. CHAPTER 22: CALL CUSTOMERS WHO USED TO BUY BUT STOPPED
    6. CHAPTER 23: CALL CUSTOMERS WHO JUST RECEIVED AN ORDER
      1. THIS IS A CUSTOMER SERVICE CALL
      2. WHICH CUSTOMERS' DELIVERIES SHOULD YOU FOLLOW UP ON?
    7. CHAPTER 24: CALL PROSPECTS
      1. WHY EXPERIENCED SALESPEOPLE SPEAK NEARLY EXCLUSIVELY TO CUSTOMERS, NOT PROSPECTS
      2. THE VALUE OF CALLING ON PROSPECTS
      3. HOW DO YOU KNOW WHICH PROSPECTS TO CALL?
      4. CALL PROSPECTS YOU ARE IN ACTIVE BUYING CONVERSATIONS WITH
      5. CALL PROSPECTS YOU KNOW ARE BUYING ELSEWHERE, AND RESCUE THEM FROM THE COMPETITION
      6. CALL PROSPECTS YOU ONCE TALKED TO, BUT WHO NEVER BOUGHT
    8. CHAPTER 25: EXPAND YOUR PRODUCTS AND SERVICES WITH CUSTOMERS
      1. WHAT ELSE CAN YOU SELL YOUR CUSTOMERS?
      2. THE DID YOU KNOW QUESTION
      3. YOU ARE STACKING REPEAT SALES
      4. CUSTOMERS ONLY KNOW ABOUT 20% OF ALL THEY CAN BUY FROM US
      5. PLANTING SEEDS AND TIME
      6. ONE OUT OF FIVE DYK QUESTIONS TURNS INTO A NEW LINE ITEM
      7. YOUR TOP 10 DYK PRODUCTS OR SERVICES
    9. CHAPTER 26: ASK WHAT ELSE YOUR CUSTOMERS ARE BUYING FROM OTHER SUPPLIERS
      1. WHY DO THESE QUESTIONS WORK SO WELL?
    10. CHAPTER 27: LOOKING BACK AND SELLING FORWARD: LEVERAGE ORDER HISTORY
      1. ORDER HISTORY SELLING SUCCESS STORY
    11. CHAPTER 28: FOLLOW UP ON PRE-QUOTE OPPORTUNITIES
      1. PRE-QUOTE OPPORTUNITIES FOLLOW-UP SUCCESS STORY
    12. CHAPTER 29: FOLLOW UP ON QUOTES AND PROPOSALS
    13. CHAPTER 30: ASK AND RECEIVE: HOW TO ALWAYS ASK FOR THE BUSINESS
      1. HERE ARE JUST SOME OF THE WAYS YOU CAN ASK FOR THE BUSINESS
      2. HOW TO PIVOT TO THE NEXT COMMITMENT
    14. CHAPTER 31: ASK YOUR CUSTOMERS WHAT PERCENT OF THEIR BUSINESS YOU HAVE
    15. CHAPTER 32: ASK FOR REFERRALS
      1. WHY WOULD THEY WANT TO REFER ME TO A COMPETITOR?
      2. AFTER YOU ASK, DON'T SAY A WORD
      3. WHAT TO DO IF THE CUSTOMER SAYS THEY'LL GET BACK TO YOU
    16. CHAPTER 33: SEND HANDWRITTEN NOTES
      1. SEND HUMAN NOTES, NOT THANK YOU NOTES
    17. CHAPTER 34: SEND WEEKLY HIGH-VALUE EMAIL COMMUNICATIONS
      1. HERE IS WHAT YOUR EMAIL CAN INCLUDE
  9. PART FIVE: LAUNCH!
    1. CHAPTER 35: WHAT A TYPICAL 5-MINUTE SELLING WEEK LOOKS LIKE
      1. NOW, GO TO WORK
    2. CHAPTER 36: 5-MINUTE SELLING SCRIPTS AND LANGUAGE
      1. FOR CALLING YOUR BEST CUSTOMERS
      2. FOR CALLING YOUR FORMER BEST CUSTOMERS
      3. FOR CALLING SMALL AND MID-SIZED CUSTOMERS
      4. FOR CALLING CUSTOMERS YOU HAVEN'T TALKED TO IN THREE MONTHS OR MORE
      5. FOR CALLING CUSTOMERS WHO USED TO BUY BUT STOPPED
      6. FOR CALLING CUSTOMERS WHO JUST RECEIVED AN ORDER
      7. FOR CALLING PROSPECTS YOU ARE IN ACTIVE BUYING CONVERSATIONS WITH
      8. FOR CALLING PROSPECTS WHO YOU KNOW ARE CURRENTLY BUYING FROM THE COMPETITION
      9. FOR CALLING PROSPECTS YOU ONCE TALKED TO, BUT WHO NEVER BOUGHT
      10. TO ASK THE DYK QUESTION AND EXPAND THE PRODUCTS AND SERVICES YOU SELL TO YOUR CUSTOMERS
      11. TO ASK THE REVERSE DYK QUESTION AND LEARN WHAT ELSE YOUR CUSTOMER BUYS ELSEWHERE
      12. TO EXPAND YOUR PERCENTAGE OF BUSINESS WITH A CUSTOMER
      13. TO SELL BASED ON A CUSTOMER'S ORDER HISTORY
      14. TO FOLLOW UP ON QUOTES (QFU)
      15. TO ASK FOR THE BUSINESS (PIVOT)
      16. TO ASK FOR A REFERRAL (REFER)
      17. TO SEND A HANDWRITTEN NOTE
    3. CHAPTER 37: THE WORK IS THE MAGIC BULLET
    4. CHAPTER 38: 5-MINUTE SELLING MINDSET MANIFESTO
  10. INDEX
  11. END USER LICENSE AGREEMENT

Product information

  • Title: 5-Minute Selling
  • Author(s): Alex Goldfayn
  • Release date: August 2020
  • Publisher(s): Wiley
  • ISBN: 9781119687658