270: Alex Goldfayn describes the simple secrets of sales growth

Alex Goldfayn and Bill Ringle discuss the four pillars of effective sales and some of the key reasons that business development and sales people overcomplicate and add inefficiencies into the process, and what you can do about it to improve your sales quickly.

>>> Visit MyQuestforTheBest.com  for complete show notes and more expert advice and inspiring stories to propel your small business growth.

Alex Goldfayn is the author of 5 Minute Selling: The Proven, Simple System That Can Double Your Sales … Even When You Don’t Have Time.

Top 3 Take-Aways from this Interview

  • Selling more, and doing so quickly, is a function of thinking the right way – confidently, boldly, optimistically – and then communicating your optimism systematically to your customers and prospects.
  • Fast sales growth is a function of mindset change and a system of simple behaviors.
  • Call customers and prospects proactively, when you don’t need anything urgently, to see what they are working on and what you can help with.

Tweet-Ready Insights from this Episode

As long as we are in the game — as long as we persevere and keep trying — we have a chance to win the sale. #MQ4B Ep270 with Alex Goldfayn (@alexgoldfayn), author of 5 Minute Selling Click To Tweet The psychology of positive selling creates optimism, confidence, boldness, and proactivity. #MQ4B Ep270 with Alex Goldfayn (@alexgoldfayn), author of 5 Minute Selling Click To Tweet If you focus on building a relationship, the fear of picking up the phone will dissipate. #MQ4B Ep270 with Alex Goldfayn (@alexgoldfayn), author of 5 Minute Selling Click To Tweet Fear is the reason we don’t offer our customers additional products and services, even though they would love to know more and buy more. >> #MQ4B Ep270 with Alex Goldfayn (@alexgoldfayn), author of 5 Minute Selling Click To Tweet The first step in sales is to know how good you are so that you gain confidence, positivity, and boldness. #MQ4B Ep270 with Alex Goldfayn (@alexgoldfayn), author of 5 Minute Selling Click To Tweet The second step in sales is to communicate with customers and prospects more, because the more we communicate, the more we sell. >> #MQ4B Ep270 with Alex Goldfayn (@alexgoldfayn), author of 5 Minute Selling Click To Tweet The way to address fear is to ask your happy customers what they like about you. #MQ4B Ep270 with Alex Goldfayn (@alexgoldfayn), author of 5 Minute Selling Click To Tweet There is a big difference between knowing what to do and actually doing it. #MQ4B Ep270 with Alex Goldfayn (@alexgoldfayn), author of 5 Minute Selling Click To Tweet We need systematic action, implemented consistently, by everyone who faces customers over extended periods of time for positive momentum to grow. #MQ4B Ep270 with Alex Goldfayn (@alexgoldfayn), author of 5 Minute Selling Click To Tweet If you demonstrate to the customer that you care, you are ahead of 99.9% of the competition because almost nobody does that. #MQ4B Ep270 with Alex Goldfayn (@alexgoldfayn), author of 5 Minute Selling Click To Tweet

Interview Insights

Read the Show Notes from this Episode

  • Alex shared how his father, who trained as an electrical engineer and immigrated to the United States and to work as a janitor and restaurant dish washer while learning English before advancing, taught him the values of perseverance and how education unlocks opportunities. [1:30] 
  • Alex discusses the boundaries between marketing and sales. [4:10]
  • What activities occur in marketing vs. sales, so you know when to change your response. [5:15]
  • One of the keys to effective selling it to make contact with your prospects and buyers regularly, and Alex explains how giving speeches and talks plays this role in his business. [9:20]
  • Alex shares his sales strategies. [10:09]
  • The 4 pillars of effective sales: brief but vital routines, a positive, proactive mindset, tactical scripting, and tracking that leads to accountability and momentum. [11:41]
  • One of the biggest objections (source of resistance) to learning a new sales system comes from the mesh of experience and expectations of having experienced sales people put what they are doing in writing and visible to others. [12:28]
  • A success story in implementing the 5-Minute Sales processes and how quickly momentum changes with confidence, good energy, and simple, an effective system. Opportunities must be recorded to be effectively tracked. [12:40]
  • Alex discusses his consulting sales projects. [15:38]
  • My Quest for the Best Lightning Round begins. [19:01]

Expert Bio

Alex is the CEO of the Evangelist Marketing Institute and works with leaders of small and midsized businesses to improve sales measurably, even if you are in a “mature” industry such as distribution and manufacturing.

Client revenues range between $20 million and $2 billion and are almost always multi-generational family businesses. His client list includes companies such as Cisco, Logitech, Lenovo, T-Mobile, Activar, Milwaukee Valve, Columbia Pipe and WinSupply.

Alex is the author of the Wall Street Journal bestseller Selling Boldly as well as The Revenue Growth Habit (selected as the sales book of the year by 800-CEO-Read) and Evangelist Marketing. He lives in the Chicago area with his wife and 10-year-old twins.

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Contact Info for Alex Goldfayn

Social Media Links

Books Authored by Alex


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Resources Mentioned During the Interview

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