{"product_id":"selling-boldly-isbn-9781119436331","title":"Selling Boldly","description":"\u003cp\u003e\u003cb\u003eWALL STREET JOURNAL BESTSELLER!\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIF YOU'RE IN SALES, FEAR HAS COST YOU MILLIONS OF DOLLARS, AND THIS BOOK IS FOR YOU.\u003c\/p\u003e \u003cp\u003eFear is the reason most salespeople don't like to pick up the phone (salespeople average just \u003ci\u003efour\u003c\/i\u003e hours per week on the phone, and our job is to talk to humans!).\u003c\/p\u003e \u003cp\u003eFear is the reason we don't ask for the business more, even though our customers \u003ci\u003ewant \u003c\/i\u003eto buy from us.\u003c\/p\u003e \u003cp\u003eFear is the reason we don't offer our customers additional products and services, even though they would love to buy more from us.\u003c\/p\u003e \u003cp\u003eThis book deals with that fear.\u003c\/p\u003e \u003cp\u003eYou will learn \u003ci\u003eexactly \u003c\/i\u003ehow 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. \u003ci\u003eSelling Boldly \u003c\/i\u003eis the first book that leverages positive psychology to help you sell more.\u003c\/p\u003e \u003cp\u003eYou'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.\u003c\/p\u003e \u003cp\u003eAlex Goldfayn's clients grow their sales by 10-20% annually, every year, as long as they apply his simple approaches.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eYOU ALREADY KNOW WHAT TO DO\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003eI am not going to teach you much in this book that you don't already know.\u003c\/p\u003e \u003cp\u003eYou're a professional salesperson. You do this for a living. You \u003ci\u003eknow\u003c\/i\u003e, for example, that testimonials and referrals are among the best ways we have to grow sales, right? But do you ask for them enough? Most people don't.\u003c\/p\u003e \u003cp\u003eYou know that calling a customer on the phone is more effective than emailing her, but you still often revert to email.\u003c\/p\u003e \u003cp\u003eYou know your customers buy other products and services that you can help them with, but you don't ask them about these products. You’d like to help them, and they would like more of your help — that is why they've been with you for five or ten or twenty years — but nevertheless we don't ask them.\u003c\/p\u003e \u003cp\u003eThere is a difference between knowing what to do, and actually doing it.\u003c\/p\u003e \u003cp\u003eI know you know.\u003c\/p\u003e \u003cp\u003eWith \u003ci\u003eSelling\u003c\/i\u003e Boldly, we start to do what we already \u003ci\u003eknow\u003c\/i\u003e. We will cover what \u003ci\u003ekeeps \u003c\/i\u003eus from doing these things (fear), how to overcome it (by listening to your happy customers), and how to implement these simple but powerful sales growth techniques (by briefly planning them, also \u003ci\u003edoing \u003c\/i\u003ethem).\u003c\/p\u003e \u003cp\u003eBecause sales growth comes from doing, not knowing.\u003c\/p\u003e \u003cp\u003eToday, we start doing.\u003c\/p\u003e \u003cp\u003eAnd growing.\u003c\/p\u003e \u003cp\u003eThese approaches are laid out in this book, in precise detail, for you to implement in your own work.\u003c\/p\u003e \u003cp\u003eAlex doesn't hold anything back in this manual for selling more.\u003c\/p\u003e \u003cp\u003eWhat's the secret to selling more?\u003c\/p\u003e \u003cp\u003eThere is no secret.\u003c\/p\u003e \u003cp\u003eThere is no magic bullet.\u003c\/p\u003e \u003cp\u003eThere is only the work.\u003c\/p\u003e \u003cp\u003eThere are only the mindsets, and the communications.\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eSelling Boldly\u003c\/i\u003e, Alex teaches readers how to attain these mindsets, and how to implement these communications, so that sales have no choice but to grow!\u003c\/p\u003e \u003cp\u003eAbout the Author xi\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I Fear Is the Greatest Enemy of Sales . . . and Positive Psychology Is the Antidote 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 The Single Greatest Killer of Sales 3\u003c\/p\u003e \u003cp\u003eChapter 2 The Massive Cost of Fear in Sales 11\u003c\/p\u003e \u003cp\u003eChapter 3 The Antidote to Fear: The New Science of Positive Psychology 23\u003c\/p\u003e \u003cp\u003eChapter 4 The Selling Boldly System: Step 1—Get Your Mindset Right; Step 2—Behave Accordingly (Communicate Boldly) 31\u003c\/p\u003e \u003cp\u003eChapter 5 The \u003ci\u003eSelling Boldly\u003c\/i\u003e Toolkit: Planners and Downloads 39\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II The 10 Critical Mindset Shifts for Dramatic Sales Growth 49\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 6 About These Critical Thinking Shifts 51\u003c\/p\u003e \u003cp\u003eChapter 7 Proactive Selling versus Reactive Selling 59\u003c\/p\u003e \u003cp\u003eChapter 8 Confidence versus Fear 69\u003c\/p\u003e \u003cp\u003eChapter 9 Boldness versus Meekness 73\u003c\/p\u003e \u003cp\u003eChapter 10 Optimism versus Pessimism 79\u003c\/p\u003e \u003cp\u003eChapter 11 Gratitude versus Cynicism 85\u003c\/p\u003e \u003cp\u003eChapter 12 Perseverance versus Surrender 91\u003c\/p\u003e \u003cp\u003eChapter 13 Value and Relationship versus Products and Services 99\u003c\/p\u003e \u003cp\u003eChapter 14 Taking Constant Communication Action versus Overplanning and Underexecuting 103\u003c\/p\u003e \u003cp\u003eChapter 15 Making It Look Easy versus Laboring 107\u003c\/p\u003e \u003cp\u003eChapter 16 Plan-Driven versus Inquiry-Driven 111\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III How to Develop the Selling Boldly Mindset 115\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 17 Why Feedback from Happy Customers Is the Key to Developing the Selling Boldly Mindset 117\u003c\/p\u003e \u003cp\u003eChapter 18 How to Get Testimonials from Your Happy Customers 123\u003c\/p\u003e \u003cp\u003eChapter 19 Transcript of Actual Customer Interviews 139\u003c\/p\u003e \u003cp\u003eChapter 20 How to Use Testimonials Internally to Change Your Mindset and Your Culture 147\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV From Mindset to Technique: Powerful Sales Growth Actions 151\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 21 About These Communications 153\u003c\/p\u003e \u003cp\u003eChapter 22 Focus on What You Can Control 163\u003c\/p\u003e \u003cp\u003eChapter 23 Silence Is Money 167\u003c\/p\u003e \u003cp\u003eChapter 24 Don’t Forget about the Prospects 171\u003c\/p\u003e \u003cp\u003eChapter 25 Use the Phone Proactively 175\u003c\/p\u003e \u003cp\u003eChapter 26 Always Ask for the Business 191\u003c\/p\u003e \u003cp\u003eChapter 27 Tell Your Customers What Else They Can Buy from You 197\u003c\/p\u003e \u003cp\u003eChapter 28 Let Your Customers Tell You What Else They Buy 205\u003c\/p\u003e \u003cp\u003eChapter 29 Following Up Will Make You Rich 209\u003c\/p\u003e \u003cp\u003eChapter 30 Sell with Your Testimonials: Show Your Prospects How Happy Your Customers Are 213\u003c\/p\u003e \u003cp\u003eChapter 31 “What Percent of Your Business Do We Have?” 221\u003c\/p\u003e \u003cp\u003eChapter 32 People Love Giving Referrals—But We Hate Asking 225\u003c\/p\u003e \u003cp\u003eChapter 33 The Power of Handwritten Notes 233\u003c\/p\u003e \u003cp\u003eChapter 34 The Post-Delivery Call 237\u003c\/p\u003e \u003cp\u003eChapter 35 Putting It All Together with the “The One-Page Sales Planner” 239\u003c\/p\u003e \u003cp\u003eChapter 36 For Owners, CEOs, Executives, and Managers: This Is How to Implement Selling Boldly at Your Company 243\u003c\/p\u003e \u003cp\u003eChapter 37 Now, Go Help More People More 251\u003c\/p\u003e \u003cp\u003eAcknowledgments 253\u003c\/p\u003e \u003cp\u003eAppendix: 100 Questions to Ask Your Customers and Prospects (and Yourself) 255\u003c\/p\u003e \u003cp\u003eIndex 265\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eALEX GOLDFAYN\u003c\/b\u003e is the CEO of The Revenue Growth Consultancy, a seven-figure solo consulting practice which adds 10% to 20% annual sales growth to clients by systematically implementing the mindsets and actions in this book, with layers of accountability, recognition, and reward. Alex does more than 50 speeches and workshops each year, and regularly keynotes large annual association meetings as well as sales kickoff events. \u003c\/p\u003e\u003cp\u003e\u003cb\u003ewww.Goldfayn.com\u003c\/b\u003e   \u003c\/p\u003e\u003cp\u003e\u003cb\u003eIF YOU’RE IN SALES, FEAR HAS COST YOU MILLIONS OF DOLLARS, AND THIS BOOK IS FOR YOU. \u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eFear is the reason most salespeople don’t like to pick up the phone (salespeople average just \u003ci\u003efour\u003c\/i\u003e hours per week on the phone, and our job is to talk to humans!). \u003c\/p\u003e\u003cp\u003eFear is the reason we don’t ask for the business more, even though our customers \u003ci\u003ewant\u003c\/i\u003e to buy from us. \u003c\/p\u003e\u003cp\u003eFear is the reason we don’t offer our customers additional products and services, even though they would love to buy more from us. \u003c\/p\u003e\u003cp\u003eThis book deals with that fear. \u003c\/p\u003e\u003cp\u003eYou will learn \u003ci\u003eexactly\u003c\/i\u003e 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. \u003ci\u003eSelling Boldly\u003c\/i\u003e is the first book that leverages positive psychology to help you sell more. \u003c\/p\u003e\u003cp\u003eYou’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. \u003c\/p\u003e\u003cp\u003eAlex Goldfayn’s clients grow their sales by 10-20% annually, every year, as long as they apply his simple approaches. \u003c\/p\u003e\u003cp\u003eThese approaches are laid out in this book, in precise detail, for you to implement in your own work. \u003c\/p\u003e\u003cp\u003eAlex doesn’t hold anything back in this manual for selling more. \u003c\/p\u003e\u003cp\u003eWhat’s the secret to selling more? \u003c\/p\u003e\u003cp\u003eThere is no secret. \u003c\/p\u003e\u003cp\u003eThere is no magic bullet. \u003c\/p\u003e\u003cp\u003eThere is only the work. \u003c\/p\u003e\u003cp\u003eThere are only the mindsets, and the communications. \u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eSelling Boldly\u003c\/i\u003e, Alex teaches readers how to attain these mindsets, and how to implement these communications, so that sales have no choice but to grow!\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990004547813,"sku":"NP9781119436331","price":27.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119436331.jpg?v=1761786185","url":"https:\/\/k12savings.com\/es\/products\/selling-boldly-isbn-9781119436331","provider":"K12savings","version":"1.0","type":"link"}