Selling Boldly Applying the New Science of Positive Psychology to Dramatically Increase Your Confidence Happiness and Sales 1st Edition by Alex Goldfayn 1119436355 9781119436355

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ISBN-10 :  1119436355 

ISBN-13 : 9781119436355

Author:  Alex Goldfayn 

WALL STREET JOURNAL BESTSELLER! 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.

Selling Boldly Applying the New Science of Positive Psychology to Dramatically Increase Your Confidence Happiness and Sales 1st Table of contents:

PART I: Fear Is the Greatest Enemy of Sales … and Positive Psychology Is the Antidote
1 The Single Greatest Killer of Sales
The Coffee Shop
The Insulation Contractor
Asking for a Referral
Why 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 Automatic
How to Leverage This with Your Customers
What We Are Afraid Of
It’s Not Just the Fear—It’s What We Imagine It Will Lead To
What Fear Makes Us Do
The Incredibly Important (and Easy) Work Fear Keeps Us from Doing
How to Deal with Fear
The Customers Are Afraid, Too
3 The Antidote to Fear: The New Science of Positive Psychology
The Powerful Impact of Positive Psychology On Sales Growth
You’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 Do
We Know This Works
There Are No Secrets
5 The Selling Boldly Toolkit: Planners and Downloads
Guidelines for Using the Selling Boldly Sales Planners
It Begins with This Mindset Planner
Prepare and Use These Planners Every Two to Four Weeks
Prepare 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 Other
You Have a Choice
“The Selling Boldly Mindset Planner”
7 Proactive Selling versus Reactive Selling
Default Brain versus Focused Brain
Are You Hunting or Gathering?
Busting Out of the Vicious, Reactive Selling Circle
Reactive Selling versus Proactive Selling
How to Become Proactive
8 Confidence versus Fear
Where Confidence Comes From
9 Boldness versus Meekness
What Bold People Do
Meekness is Unfair to the Customer
Remember, It’s Your Choice
10 Optimism versus Pessimism
Optimism Makes Money
How to Be Optimistic
11 Gratitude versus Cynicism
The Power of Gratitude
We Can Choose to Be Grateful Right Now
What Salespeople Can Be Grateful For
We Get to Struggle Here
12 Perseverance versus Surrender
The Power of Perseverance
It’s Not Our Job to Give Up
Persevering in the Face of Adversity
My Children’s Trees
13 Value and Relationship versus Products and Services
Focusing on Value versus Products and Services
How Do You Know What Your Value Is?
14 Taking Constant Communication Action versus Overplanning and Underexecuting
Doing Things versus Thinking About Doing Them
We 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 Call
What Happens When We Talk Only to Unhappy Customers
What Talking to Happy Customers Does to Us
Just Ask, and They Will Tell You
18 How to Get Testimonials from Your Happy Customers
The Purpose of These Conversations
First, We Need the Happy Customers
How to Conduct the Interviews
The Single Most Important Question
Other Questions to Ask During the Interview
Quantify and Emotionalize
Obtain Permission to Use These Comments
A Note on Language
Use Silence
19 Transcript of Actual Customer Interviews
The Customer
What Happened
The 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 Communications
I Know You Know This
Don’t Overcomplicate It
Use “Easy” Language
Do You Have a Few Seconds?
It Doesn’t Take Money to Make Money
What If My Day Is Totally Reactive?
Repeatedly and Systematically
It’s Impossible to Overcommunicate
Simple, But Not Easy
Designed to Set You Apart
Quick Wins
Give Customers and Prospects a Backscratcher
22 Focus on What You Can Control
Sports Are Like Sales
Focus on What You Can Control in Sales Too
23 Silence Is Money
Here’s What I Mean by Silence
Why We Are Not Silent
How to Be Silent
24 Don’t Forget about the Prospects
Why Prospects Are Sales Growth Gold
25 Use the Phone Proactively
Four Hours a Week
Telephone Scenes
Nobody Calls Anymore
Why Don’t We Call?
All the Good That Happens When We Call
You Don’t Increase Phone Hours by Trying to Spend More Hours on the Phone
Leave That Voicemail!
Who to Call?
What to Say
Set the Calls Up If You Wish
Your 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 Them
How to Tell Your Customers about What Else You Can Sell to Them
How to Ask This Question
A Whopping 20 Percent of DYKs Close
Do YOU Know What You Can Sell to Your Customers?
Planning Your DYKs
Column 1: The DYK Complete List
Columns 2 and 3: DYK If/Then
Column 4: DYK Top 10
How to Use This Planner
More 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 Proposal
The System Is the Key
30 Sell with Your Testimonials: Show Your Prospects How Happy Your Customers Are
What the Testimonials Should Look Like
Active and Passive Testimonial Sharing
Active Testimonial Sharing
Don’t Underestimate the Power of Aspiration That These Testimonials Create
Your 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 Referrals
There Are Two Different Kinds of Referrals
How to Ask for a Referral
The Who, the How, and the When
The Finer Points of Referral Asking
Using 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 Effective
Find a Routine for Your Notes
Send 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 Side
Now 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 Change
How to Implement Change with Customer‐Facing People Effectively
The 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 Questions
First, Some Questions to Ask Yourself
Questions for Your Customers and Prospects
To Increase Sales per Customer
To Get Testimonials
To Use Testimonials
To Ask for Referrals
To Ask for the Business
To Follow Up on Quotes and Proposals
To Check In Proactively by Phone
To Follow Up after Delivery or Conclusion of Work
And the Three Most Important Questions, from Me to You

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