Alex Goldfayn - Pick Up The Phone and Sell

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ALEX GOLDFAYN Wall Street Journal Bestselling Author of 5-Minute Selling

HOW PROACTIVE CALLS TO CUSTOMERS AND PROSPECTS CAN DOUBLE YOUR SALES

Copyright © 2022 by Alex Goldfayn. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the Web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions.

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages.

For general information on our other products and services or for technical support, please contact our Customer Care Department within the United States at (800) 762-2974, outside the United States at (317) 572-3993 or fax (317) 572-4002.

Wiley publishes in a variety of print and electronic formats and by print-on-demand. Some material included with standard print versions of this book may not be included in e-books or in print-on-demand. If this book refers to media such as a CD or DVD that is not included in the version you purchased, you may download this material at http://booksupport.wiley.com. For more information about Wiley products, visit www.wiley.com.

Library of Congress Cataloging-in-Publication Data is Available:

ISBN 9781119814603 (Hardcover)

ISBN 9781119814641 (ePDF)

ISBN 9781119814658 (ePub)

Cover design: PAUL MCCARTHY

To my mom, Jane Goldfayn, who makes proactive calls to me every single day .

She was the first writer in the family .

This is the most obvious book I've ever written.

You're reading my fifth book on sales growth, but none has been as clearly necessary and important to write as this one. Especially now, in a post-pandemic world, where we cannot see our customers nearly as much as we previously could.

In the selling profession, only the phone is so universally understood to be the key to success and, at the same time, so widely avoided. A surprisingly large number of salespeople even dread it.