Alex Goldfayn, author of Pick Up The Phone and Sell: How Proactive Calls to Customers and Prospects Can Double Your Sales.
Alex Goldfayn and Bill Ringle discuss how using this simple system help improve impact and sales for small business leaders.
>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth. My Quest for the Best is a top-rated small business podcast with over 300 episodes of thought-provoking and insightful interviews with today’s top thought leaders and business experts. Host Bill Ringle’s mission with this show is to provide the strategies, insights, and resources that will unlock the growth potential of your business through these powerful conversations.
Top 3 Take-Aways from this Interview
- We are born reactive but we need to be proactive in taking charge of our business and personal lives. This takes effort and commitment but this is something we must do to ensure we are maneuvering ourselves to success.
- A much bigger problem in selling is the resistance to sell rather than the inability to do so.
- Hearing rejection over the phone is more personal which is why many sales people do not like making phone calls. We should not let this fear or any type of fear limit our capacity to succeed. Remember that going through the NOs will lead us to the YESes.
Read the Show Notes from this Episode
- “Whether you think you can, or you think you can’t, you’re right,” this quote by Henry Ford is one of Alex’s favorite. [01:31]
- Fight and flights is reactive to our DNA. [03:38]
- The percentage of salespeople getting rejected is higher. [04:18]
- Another great quote loved by Alex is from Winston Churchill- “Success consists of going from failure to failure without loss of enthusiasm.” [04:25]
- Cold calling is hard which is why it is better to call people who we know, who we have a connection and a relationship with. This does not mean we need to avoid cold calling. [05:42]
- Pick Up the Phone and Sell, the title of his new book, was chosen because they wanted a behavior tittle. [07:14]
- The phone is the most efficient selling tool and yet is the most avoided. This is because rejection over the phone is a more intimate form of rejection. You don’t get this rejection on email. [09:15]
- 80 to 90% of the time, cold calls end up in voicemails. [10:16]
- Alex talks about preparing to make a call. [11:11]
- Paul is a CEO of a firm with a very small group engineers who must sell but has no interest in selling. [17:41]
- Bill and Alex talk about the importance of starting with the easy calls that makes you feel good. [20:11]
- A big obstacle for leaders is that young employees don’t want to make phone calls. [22:06]
- One big mistake leaders do is they simply assume that young people are just not interested in it which is why they don’t put a lot of effort in teaching them how to be good at calling, however, the result is the exact opposite. [22:57]
- Being in the sales world himself, Alex has full understanding that sales people are very busy, which is why his course is direct, not time consuming yet efficient. [23:39]
- Jake is an example of an excellent leader. He does not limit his teaching to words, but actually shows his team how to make excellent phone calls by showing them himself. [24:54]
- A great phrase by one of Alex’s clients, a COO- “Weaponize the phone.” [25:56]
- My Quest for the Best Lightning Round begins. [24”42]
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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.
Contact Info and Social Media for Alex Goldfayn
Resources Mentioned During the Interview
Below are key people, places, books, quotes, websites and other resources that we discussed so you can explore further.