You?ll get approaches for offering customers additional products and services?
Table of Contents
A Note about Selling in the Post-Pandemic World xi
Acknowledgments xv
About the Author xix
Download Your Planners and Trackers xxi
Preface: This Book is a System xxiii
Part One: Introducing the 5-Minute Selling System
1 What is the 5-Minute Selling System? 2
2 I Don’t Want You to Read This Book, I Want You to Do This Book 16
3 Take the 5-Minute Selling Two-Week Challenge 24
Part Two: Foundational Principles
4 90% of Salespeople Sell Reactively 32
5 The Terrible Impact of Reactive Selling 40
6 How to Break Out of the Reactive Selling Vicious Circle 46
7 Comparing Your Proactive Communications Pathways 52
8 The Key Mindsets to Fuel Your Sales Growth 60
9 Start Now, and Implement Consistently 70
10 Your Wins Will Come Quickly 78
Part Three: Implementation
11 First, Plan Your Calls and Follow-Ups for the Week 86
12 Keep a Quote or Proposal Tracker 96
13 Track Your Actions and Successes 104
14 What to Do If You Miss a Day 112
15 Yes, You Should Leave a Voicemail 118
16 Listen, Don’t Talk 126
17 It Will Never Feel Perfect, so Just Take Action 132
Part Four: The 16 Proactive Communications That Will Grow Your Sales
18 All About These 16 Actions 140
19 Call Your Current and Former Best Customers 148
20 Call Your Small and Medium Customers to Make Them Bigger 158
21 Call Customers You Haven’t Talked to in Three Months or More 164
22 Call Customers Who Used to Buy but Stopped 170
23 Call Customers Who Just Received an Order 176
24 Call Prospects 184
25 Expand Your Products and Services with Customers 196
26 Ask What Else Your Customers Are Buying from Other Suppliers 206
27 Looking Back and Selling Forward: Leverage Order History 214
28 Follow Up on Pre-Quote Opportunities 222
29 Follow Up on Quotes and Proposals 228
30 Ask and Receive: How to Always Ask for the Business 236
31 Ask Your Customers What Percent of Their Business You Have 244
32 Ask for Referrals 250
33 Send Handwritten Notes 260
34 Send Weekly High-Value Email Communications 266
Part Five: Launch!
35 What a Typical 5-Minute Selling Week Looks Like 274
36 5-Minute Selling Scripts and Language 286
37 The Work is the Magic Bullet 298
38 5-Minute Selling Mindset Manifesto 302
Index 307
