[eBook Code] 5-Minute Selling (eBook Code, 1st)

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