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Selling Boldly with Alex Goldfayn #209

Alex Goldfayn is the author of the book Selling Boldly: Applying the New Science of Positive Psychology to Dramatically Increase Your Confidence, Happiness, and Sales. In this episode we interview Alex on why people avoid the phone, fail to ask for the business, or referrals because of FEAR. We discuss ways to deal with this fear, and then teach them exactly what to do — and how — to make more money for their themselves and their family quickly selling boldy.

Happiness Makes Sales

Fear stops sellers from making money. They hesitate cold calling, stepping on toes, and taking up a prospects time. The psychology of positive selling creates optimism, confidence, boldness, and proactivity. Through awareness you can know profoundly, how good you are and behave accordingly. Alex shared some examples:

Examples

1. In one story Alex noticed how the help at a  airport coffee shop proactively asks customers if they want water. The coffee shop has found that 90% people agree to buy $5 bottle of water when they sell $3 cup of coffee. What’s your bottle of water?
2. Another story had three contractors bid an insulation job. Only one followed up, the most expensive contractor. He got the job. People want to people who are looking out for them. Prove it and follow up. 

Relationship calling is not cold calling, If you focus on building a relationship, the fear of picking up the phone will dissipate.

Fear is the Enemy of Sales

The way to address fear is to ask your happy customers what they like about you. People arehappy to share. This input will reframe your view on the value you bring to the market. It’s important to do this when they’re NOT angry. Our customers are happy with us for the most part. 90% of customers are happy, only a small few are perpetually angry.

Things Customers Might Tell You : You’re always there for me, you save me time, you do what you say, you returns my calls

How To Leverage

Avoid the trap of email, call your customers up and listen. They will speak more warmly about you, then you do. Your customer will sell you better than you do. You are better than you think. People want to buy from positive, enthusiastic vendors. If you can bring hopefulness and a sense that anything is possible, people pay really good money for that.

How To Find Alex Goldfayn