In 5 combined minutes a day, you can grow your sales by 50%.
How does this witchcraft work?
With a little piece of technological wizardry called… the telephone.
In this Takeover episode, host Casey Cheshire speaks with Alex Goldfayn, CEO, global sales consultant, and bestselling author, about the ideas in his new book 5-Minute Selling.
They discuss:
- The 5-minute sales system
- Why most sales strategies don’t stick
- What kind of marketing best supports sales
Growth in 5… 10… 20… 50
The biggest myth Alex wants to crush with his Cubs bat is that it takes a lot of time to grow sales.
It does not.
You can grow your sales in five minutes a day.
“In five combined minutes a day, you can grow your sales by 50%.”
In just five minutes, you can leave 10 voicemails. Or connect with two people.
In five minutes, you can ask 100 digital questions. We know that 20% of digital questions close.
That means 20 new line items of business over 300 seconds of work.
Here’s another technique: Instead of shooting products or services at someone, ask what they need.
Get a list of 24 things your customer needs. Start selling them the items on that list, one thing at a time.
If you ask the customer what they need, no one will ever say, “I don’t want you to make my life easier.”
The point is, in five combined minutes a day, you can grow your sales by 50%.
The 5-minute sales system
If salespeople can double their sales or triple their sales in just five minutes a day using a proven plan…
Why aren’t they doing it?
Sounds a little shamwow. Like so many other ideas that have popped up in sales circles over the years.
Most salespeople have seen new approaches come and go. Every month has its new flavor. None of them seems to stick around.
“If you can get good at using the phone, you’ll be far ahead of everybody else.”
Most change does not address emotions and mindsets. But we know that behavior follows our thinking and our feelings. We cannot outsell our mindset.
If I believe I’m bothering my customer, stepping on their toes, and taking up their time when I call, I’m never going to get through 100 calls a day. But if I believe that I’m very helpful to my customers and they value me, it gets easier to pick up the phone.
Two-thirds of sales success comes from mindset, and only about one third is the actual technique.
Everybody already knows what to do.
We know, for instance, that a phone call outperforms an email. But we send emails anyway.
We know referrals are good for business. But we neglect to ask for them.
We know we should follow up on quotes and proposals. But we’re afraid.
We know that if we ask for more business, we’ll get more business. But we’re uncomfortable being rejected.
Rejection, however, is our bread and butter.
Casey at the bat
Who gets rejected more than sales pros?
Nobody.
Not even baseball players strike out more than we do. In baseball, if you fail just 70% of the time, they put you in the Hall of Fame.
In sales, if you fail 90% of the time, you’re freaking excellent.
We have to walk through all of that rejection, all those discouraging nos, to get to our yeses. It’s uncomfortable, and since we deal with it every damn day, we try hard to avoid it.
“Your wins will come quickly.”
The solution is a phone call.
Dialing the phone and talking to a human being gets us out of the reactive cycle where we fail to sell because we fail to connect.
So make the first call. Don’t panic; you’re gonna have a good conversation. You’re gonna connect with somebody, feel good, and help someone else. They might buy from you, or they might not.
Either way, they’ll be open to a new opportunity.
And you’ll feel good from that.
Riding the wave of energy from the first call, make the next one.
And the next one.
And the next.
Now you’re in a success circle.
The Cubs batted their way out of a 108-year failure cycle in 2016. You can do it in 2021.
In five minutes a day
This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.
