Pick Up The Phone and Sell

Unlock the power of a simple phone call to boost your sales with guidance from a world-renowned expert

In Pick Up The Phone and Sell: How Proactive Calls To Customers and Prospects Can Double Your Sales, sales expert, consultant, and Wall Street Journal bestselling author Alex Goldfayn delivers a comprehensive roadmap to one of the most important weapons in any salesperson’s arsenal: the phone.

From the author of Selling Boldly and 5-Minute Selling, the book teaches you techniques to supercharge your sales by making the proactive call the tip of your selling spear. In addition to critical advice on how to call people you don’t know, this timely and important book includes:

• A thorough introduction to the power of a proactive phone call and links to free call planners and trackers at goldfayn.com
• Direction on how to use text messaging as an adjunct to phone sales
• Instructions on the appropriate role of social media, including LinkedIn, in boosting telephone sales
• Guidance on how to stop being afraid of phone calls and how to effectively warm up any cold call.

Perfect for new and experienced salespeople alike, who are more comfortable with email, videoconferencing, social media, and text than they are with the telephone, Pick Up The Phone and Sell is an indispensable guide to one of the most important and lucrative tools in the selling profession.

Part One: Introduction

Ch 1: The Lost Art Of Proactive Calling In The Sales Profession

Ch 2: An Executive Summary: How To Pick Up The Phone & Sell

Ch 3: Lead With The Phone: Make It The Tip of Your Selling Spear

Ch 4: The Phone Is The Single Most Effective & Underused Selling Tool We Have

Ch 5: Why We Avoid The Phone

Ch 6: The Phone Compared To Other Sales Communications Pathways

Ch 7: Planners & Trackers To Help You Pick Up The Phone & Sell

Part Two: Your Mindset & Your Phone

Ch 8: It’s Impossible to Outsell Your Mindset

Ch 9: Fear Is The Enemy of Picking Up The Phone

Ch 10: Let’s Talk About Our Specific Fears Around Phone Selling

Ch 11: Believe In Your Value As Much As Your Customers Do

Ch 12: Perseverance Is A Sales Superpower

Ch 13: The First Phone Call Is The Answer!

Part Three: Cal Tactics, Mechanics and Strategies

Ch 14: How Proactive Calls Can Fit In To Your Sales Process

Ch 15: Pre & Post-Call Communications

Ch 16: What Time of Day Should You Call?

Ch 17: How Many Calls Per Day?

Ch 18: The Power of a Pomodoro Timer

Ch 19: Always Leave a Voicemail: Simple Scripts To Get Your Calls Returned

Ch 20: An Effective Proactive Call Has Three Parts

Ch 21: Silence Will Make You Rich

Ch 22: Why It’s Critical To Log Your Calls

Part Four: Who Should You Call? Mostly, Call People You Know

Ch 23: You Know Hundreds of People Who Can Buy From You — Call Them!

Ch 24: Call Customers Who Can Buy More From You

Ch 25: Call Customers Who Just Received Products Or Services

Ch 26: Call Customers Who Haven’t Made Their Regular Purchase In A While

Ch 27: Call Customers Who Email You Orders & Inquiries

Ch 28: Call Customers Who Have a Quote or Proposal

Ch 29: Call Customers You Haven’t Talked To In Three Months Or More

Ch 30: Call Customers Who Used To Buy From You, But Stopped

Ch 31: Call Customers Who Are House Accounts and Rarely Hear From Your Company

Ch 32: Call Prospects You’ve Talked To, But They Never Bought From You

Part Five: Cold Calls: Calling People You Don’t Know…Yet

Ch 33: An Important Note On Cold Calling

Ch 34: The Benefits of Calling People You Don’t Know…Yet

Ch 35: There Are No Cold Calls, So Stop Thinking About Them This Way

Ch 36: Finding Who To Cold Call

Ch 37: Scripts for Quickly Warming Up Cold Calls

Ch 38: Let’s Focus on What We Can Control

Acknowledgements

About the Author

Index

ALEX GOLDFAYN is a sought-after keynote and workshop speaker on sales growth and the principal of The Revenue Growth Consultancy, which grows the annual sales of client companies by an average of 20%. He is the Wall Street Journal bestselling author of 5-Minute Selling and Selling Boldly, as well as The Revenue Growth Habit and Evangelist Marketing.

This is a book for salespeople who are more comfortable with email, video calls, social and text messaging than they are with the phone.

Pick Up The Phone and Sell explains why the phone is your most powerful prospecting and selling tool. (Hint: your competitors are using email and other less engaging approaches). This book teaches you techniques and language to supercharge your sales by making proactive calls the tip of your selling spear.

Wall Street Journal bestselling sales author Alex Goldfayn explains:

• The power of proactive phone calls to customers and prospects—with links to free call planners and trackers at Goldfayn.com
• How to use simple text messaging as a powerful enhancer of your phone selling
• The role of social media, including LinkedIn, in boosting phone sales
• How to overcome “phone fear,” and how to effectively warm up your cold calls

Ninety percent of salespeople are reactive and don’t call. Want to launch yourself instantly into the top 10% of all salespeople? Follow the tactics in this book, and leverage the power of proactive calls.

The rare salesperson who regularly and systematically makes proactive calls gets to stack new sales, one on top of the other, with customer after customer.

Pick Up The Phone and Sell is an indispensable guide to the single most effective—and avoided—tool in the selling profession!

Do you know who is afraid to pick up the phone and call their prospects and customers? Your competition!

In the selling profession, only the phone is universally understood to be the key to success and, at the same time, so widely avoided. Many salespeople even dread it. That’s why I wrote Pick Up The Phone And Sell—to arm you with a quick and simple guide for attaining significant sales growth by proactively calling your customers and prospects.

Get good at using the phone, and you will be in rare air in the sales profession. Because the great majority of salespeople are not very good at using the phone. I’d say 90% of salespeople are reactive. We’re very good at answering the phone and solving problems. But not many of us regularly pick up the phone to call customers and prospects proactively, when nothing is wrong. And yet:

• This is where relationships are built
• This is where trust is formed
• This is where you get to help your customers more, and expand your business with them
• This is where the money is made

Among my clients, the salespeople who most often proactively call customers and prospects are the most successful salespeople in their organizations.

—Alex Goldfayn
www.Goldfayn.com