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5-Minute Selling

The Proven, Simple System That Can Double Your Sales ... Even When You Don't Have Time

Goldfayn, Alex


1. Auflage August 2020
352 Seiten, Hardcover

ISBN: 978-1-119-68765-8
John Wiley & Sons

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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.

A Note about Selling in the Post-Pandemic World xi

Acknowledgments xv

About the Author xix

Download Your Planners and Trackers xxi

Preface: This Book is a System xxiii

Part One: Introducing the 5-Minute Selling System

1 What is the 5-Minute Selling System? 2

2 I Don't Want You to Read This Book, I Want You to Do This Book 16

3 Take the 5-Minute Selling Two-Week Challenge 24

Part Two: Foundational Principles

4 90% of Salespeople Sell Reactively 32

5 The Terrible Impact of Reactive Selling 40

6 How to Break Out of the Reactive Selling Vicious Circle 46

7 Comparing Your Proactive Communications Pathways 52

8 The Key Mindsets to Fuel Your Sales Growth 60

9 Start Now, and Implement Consistently 70

10 Your Wins Will Come Quickly 78

Part Three: Implementation

11 First, Plan Your Calls and Follow-Ups for the Week 86

12 Keep a Quote or Proposal Tracker 96

13 Track Your Actions and Successes 104

14 What to Do If You Miss a Day 112

15 Yes, You Should Leave a Voicemail 118

16 Listen, Don't Talk 126

17 It Will Never Feel Perfect, so Just Take Action 132

Part Four: The 16 Proactive Communications That Will Grow Your Sales

18 All About These 16 Actions 140

19 Call Your Current and Former Best Customers 148

20 Call Your Small and Medium Customers to Make Them Bigger 158

21 Call Customers You Haven't Talked to in Three Months or More 164

22 Call Customers Who Used to Buy but Stopped 170

23 Call Customers Who Just Received an Order 176

24 Call Prospects 184

25 Expand Your Products and Services with Customers 196

26 Ask What Else Your Customers Are Buying from Other Suppliers 206

27 Looking Back and Selling Forward: Leverage Order History 214

28 Follow Up on Pre-Quote Opportunities 222

29 Follow Up on Quotes and Proposals 228

30 Ask and Receive: How to Always Ask for the Business 236

31 Ask Your Customers What Percent of Their Business You Have 244

32 Ask for Referrals 250

33 Send Handwritten Notes 260

34 Send Weekly High-Value Email Communications 266

Part Five: Launch!

35 What a Typical 5-Minute Selling Week Looks Like 274

36 5-Minute Selling Scripts and Language 286

37 The Work is the Magic Bullet 298

38 5-Minute Selling Mindset Manifesto 302

Index 307
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.