Pick Up The Phone and Sell: How Proactive Calls to Customers and Prospects Can Double Your Sales

Alex Goldfayn provides real world advice with tactics that will help you improve your sales. The strategies and scripts really work. He is right--customers want to talk with you when you ask them how you can help them!PS...I have tripled my active (i.e. real) pipeline leads by making 5 calls a day.

I've followed Alex Goldfayn for many years,. The best thing about Alex's advice is it focuses on the actionable and the possible. It's great to have big dreams but you also have to act to make those dreams happen. That's where Goldfayn thrives, with actionable advice that works."Pick Up the Phone and Sell" isn't just a title; it's an action. In today's tough business climate, it's imperative to maintain strong business bonds, especially with so many people working remotely. This is book excels at providing step-by-step activities that will have an immediate impact on your sales.The book is chock-full of success stories, tips and ready-to-use templates to map out and track daily and weekly activity. The book focuses on the highest priority people to call and how to quickly organize phone calls. A great book for busy people who don't have time to read business books.

If it were only 2/3 of its original length, even better.p.s. Below please find some favorite passages of mine fyi.How do salespeople achieve growth? Centrally, with the phone. By letting customers and prospects hear from them proactively. By being patient. By being interested. By demonstrating that they care. Pg6What do we do about this fear of making calls?1. Realize it.2. Understand that all of the things we imagine happening are highly unlikely to occur.3. Realize that the worst that can happen is not so bad.4. Make the first proactive callAsk for the business. “When can I expect the PO?” “How many do you want?” “When would you like me to start?” pg177You should never end a call without agreeing on the next interaction. Pg178Think of silence as a technique you should practice in every conversation you have with a customer or prospect. Pg182The customer should talk at least 75% of the time. Pg183

This is another great book by Alex Goldfayn. It provides a perfect solution for the ever changing landscape that salespeople have found themselves in over the past year and a half. The planners and scripts are an added bonus to keep track of your work and find which customers and prospects may need some attention. Through the teachings of this book I’ve learned to start every business day considering who can buy from me and my company and following through on my new mantra, “pick up the phone and sell!”

I love this book. I have been in sales and sales management for 40 years. I’m currently managing a sales team that ranges from one year experience to 33 years of experience. This book highlights the basic usage of the number one sales tool, the telephone. I gave each of my sales reps a copy of this book and reinforce it daily for them to utilize the phone to work closely with customers and get results. Even with 40 years of experience, this book reminds me to pick up the phone. We eat the frog every day, and it tastes delicious. Read this book and get results. Most sales reps do not pick up the phone. Be a stand out sales person and read this book. This is the key to success and wealth.Aloha. Happy selling…

I found Alex by listening to a pod cast from a speaker I saw in person and was instantly hooked. Alex has put forth a book that lines out how to be better. Sales organizations talk about how to be consultative vs. transactional for long term sales, this book shows you a process that can help you achieve long term success if you care to do this. Being in sales for a few years, and I know I should do this, and this book set it up so simply that, that if I choose to not do this, I throw money out the window. Alex created a very readable book that can any sales person can grow their skills and sales from. Highly recommend picking this up, reading it and applying to your daily sales routine.

I first heard Alex speak at an executive retreat for leaders of professional design firms. While many of my peers wondered why this guy was talking about sales, I realized that what he spoke about applied directly to what landscape architects, architects and engineers do for their clients each day. We work hard to help our clients achieve their goals by selling them what they need.His sales approach applies equally well to professional services as it does to selling tangible goods. Alex teaches you key concepts that are your basis for building your sales. These are that your clients like you, they value you what you do for them, and they want to give you more work if you only ask them for it. Alex’s approach changed mine.Alex’s writing style is to the point. The messages in later chapters reinforce points made earlier in the book. This approach builds your confidence as you read his books. He shares truths that most “Seller-Doers” miss having never taken a sales course or seminar. Alex has helped me gain a new perspective on sales. His new book, “Pick Up The Phone and Sell” teaches you how to use the telephone proactively to sell and earn more. He provides guidance on how to approach different types of calls with different types of clients. This book is a must read for everyone in business.

To me, the main concept in this book is to get us over our fear of using the phone in order to sell our products and services. More applicable to a seller of products and ongoing services than it is for occasionally used professional services. The premise is important, but very simple. Because of this, I feel the author fills up the book with fluff in order to get to 300 pages.

Alex delivers again with a simple system to start using or restart using an awesome sales tool.This book will rekindle your belief in ,and help you discover the potential results of using the phone as a powerfull sales toolSteve Kelsey

The use of the phone for selling has had a bad rap over the years. Especially in the last 3 when people have proposed that “cold calling is dead”. This idea has now been debunked. Of course, the use of the phone isn't always for Cold or Smart Calling and Alex details all the ways it can be used as a highly effective sales tool with those people you know. All this in just a short time period each day.Everything in the book is used by Alex and his customers to grow businesses.He provides a framework for selecting people to call. And includes Planners and Trackers to help discipline yourself to call the right people. He also includes talk tracks to adapt to your own style and help you start.I see these techniques as especially valuable to SMEs and Business Owners because they offer an effective method to follow up with people you already know.Many people have an aversion to using the phone and Alex discusses the importance of mindset and how to alleviate that fear.I have 2 of Alex's other books. This one builds on them with further practical methods to help grow your business.Highly Recommended!

To the point. Well written easy to follow....a no brainer if you if want to be in sales

Only this week, had yet another conversation on the phone about how rare it is to receive calls nowadays and how many professionals are afraid of the phone as a communication tool and a way to build relationships. Every communication method has it's place, but as this book highlights, we have an incredibly powerful tool that nearly every other human being we know also possesses, yet there is a general fear of using it for what it was originally designed for.The author builds on his other excellent publications with this book. I have seen some comments on the scripts. They are, of course, generic. However adapt them and you have good building blocks to start applying the methods in the book. It's not rocket science, indeed in isolation, I am sure most of us know the points the author makes in each chapter. What most of us don't do, is join up the dots of our knowledge into a working system that delivers results.So in short, the parts that are relevant to you, take and apply on a day to day basis. The results do follow.

Never in my life spent money on something more worthless. It reads more like a motivational self help book. Terrible purchase, don't bother buying it.