Pick Up The Phone and Sell: How Proactive Calls to Customers and Prospects Can Double Your Sales 1st Edition

4.9 out of 5 stars 73 ratings
ISBN-13: 978-1119814603
ISBN-10: 111981460X
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Editorial Reviews

From the Inside Flap

This is a book for salespeople who are more comfortable with email, video calls, social and text messaging than they are with the phone.

Pick Up The Phone and Sell explains why the phone is your most powerful prospecting and selling tool. (Hint: your competitors are using email and other less engaging approaches). This book teaches you techniques and language to supercharge your sales by making proactive calls the tip of your selling spear.

Wall Street Journal bestselling sales author Alex Goldfayn explains:

  • The power of proactive phone calls to customers and prospects—with links to free call planners and trackers at Goldfayn.com
  • How to use simple text messaging as a powerful enhancer of your phone selling
  • The role of social media, including LinkedIn, in boosting phone sales
  • How to overcome “phone fear,” and how to effectively warm up your cold calls

Ninety percent of salespeople are reactive and don’t call. Want to launch yourself instantly into the top 10% of all salespeople? Follow the tactics in this book, and leverage the power of proactive calls.

The rare salesperson who regularly and systematically makes proactive calls gets to stack new sales, one on top of the other, with customer after customer.

Pick Up The Phone and Sell is an indispensable guide to the single most effective—and avoided—tool in the selling profession!

From the Back Cover

Do you know who is afraid to pick up the phone and call their prospects and customers? Your competition!

In the selling profession, only the phone is universally understood to be the key to success and, at the same time, so widely avoided. Many salespeople even dread it. That’s why I wrote Pick Up The Phone And Sell―to arm you with a quick and simple guide for attaining significant sales growth by proactively calling your customers and prospects.

Get good at using the phone, and you will be in rare air in the sales profession. Because the great majority of salespeople are not very good at using the phone. I’d say 90% of salespeople are reactive. We’re very good at answering the phone and solving problems. But not many of us regularly pick up the phone to call customers and prospects proactively, when nothing is wrong. And yet:

  • This is where relationships are built
  • This is where trust is formed
  • This is where you get to help your customers more, and expand your business with them
  • This is where the money is made

Among my clients, the salespeople who most often proactively call customers and prospects are the most successful salespeople in their organizations.

―Alex Goldfayn
www.Goldfayn.com

Product details

  • Publisher ‏ : ‎ Wiley; 1st edition (September 22, 2021)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 336 pages
  • ISBN-10 ‏ : ‎ 111981460X
  • ISBN-13 ‏ : ‎ 978-1119814603
  • Item Weight ‏ : ‎ 1.25 pounds
  • Dimensions ‏ : ‎ 5.6 x 1.2 x 8.4 inches
  • Customer Reviews:
    4.9 out of 5 stars 73 ratings

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Customer reviews

4.9 out of 5 stars
4.9 out of 5
73 global ratings
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Top reviews from the United States

Reviewed in the United States on October 1, 2021
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2 people found this helpful
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Reviewed in the United States on September 25, 2021
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5.0 out of 5 stars A Book That Delivers on the Promise of Being a True Game Changer
By Kelli Richards on September 25, 2021
I've read all of Alex Goldfayn's previous books -- and this may be his best yet. It's astounding how few books there are in the market on the power of making old-fashioned phone calls vs any other sales approach. Phone calls are threatening to go the way of hand-written cards -- and that's a travesty because in the end doing business with others is all about relationships, service, and genuinely caring about our customer's well-being. In this book, Alex offers mindset tips as well as practical tools and strategies for putting into practice a time-tested method that will allow you to stand out from your competitors by using the phone. No one else is making calls (except annoying spammers and scammers), and done the right way using the right approaches and the right messages, it can truly be a game changer.
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One person found this helpful
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Reviewed in the United States on October 14, 2021
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2 people found this helpful
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Reviewed in the United States on November 3, 2021
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Reviewed in the United States on October 5, 2021
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5.0 out of 5 stars Perseverance is a superpower!
By Rachel Lopez on October 5, 2021
After following Alex on LinkedIn for a couple years after hearing him on a podcast, it just so happened that I was fresh into a new sales role when I heard about this new book.

After being away from sales due to a career shift during COVID, this book could not come at a more perfect time to help me get back into the grind of making sales calls!

This book is full of great tips, success stories, and experience to motivate to pick up the phone and sell!

The ideas, mechanics, techniques and concepts are valuable tools that can be adjusted to fit specific industries and tweaked to work for you. 10/10 would recommend!
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Reviewed in the United States on October 21, 2021
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5.0 out of 5 stars Another great actionable book from Alex Goldfayn
By Gary Pageau on October 21, 2021
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.
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Top reviews from other countries

P George
5.0 out of 5 stars Practical ideas for growing your business!
Reviewed in the United Kingdom on October 6, 2021
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5.0 out of 5 stars Practical ideas for growing your business!
Reviewed in the United Kingdom on October 6, 2021
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!
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Kindle Customer
5.0 out of 5 stars Apply, apply, apply....
Reviewed in the United Kingdom on October 7, 2021
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5.0 out of 5 stars Apply, apply, apply....
Reviewed in the United Kingdom on October 7, 2021
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.
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Penn Frank
1.0 out of 5 stars Outdated and self-aggrandising
Reviewed in the United Kingdom on October 6, 2021
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Steve Kelsey
5.0 out of 5 stars READ THIS / START DIALING/ GET RESULTS
Reviewed in Canada on October 7, 2021
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5.0 out of 5 stars READ THIS / START DIALING/ GET RESULTS
Reviewed in Canada on October 7, 2021
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 tool

Steve Kelsey
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Amazon Customer
5.0 out of 5 stars Read it to find out
Reviewed in Canada on October 9, 2021
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