BSCAI Webinar Series Nears Finale

BSCAI has partnered with Alex Goldfayn for an interactive webinar series, based on his “Wall Street Journal” bestseller, “Selling Boldly.”

On Wednesday, Oct. 3, Alex will present the third and final installment of the series, “Putting it All Together.” During this interactive webinar, participants will learn how to infuse positivity into their business so their teams can:
1. Know how good they are;
2. Make sales plans quickly; and
3. Execute their plan.

Walk away with monthly, weekly and daily plans that will quickly grow your business.

You do not need to have joined the first two webinars in the series to attend. Registration is $89 for BSCAI members and $189 for non-members.

The Customer is Afraid, Too
Being afraid in sales is normal — for the seller and the customer. Check out this excerpt from Alex Goldfayn, and read the full article on BSCAI’s Contractor Connections, www.bscai.org/contractor-connections-hub.

Fear costs us salespeople a lot of money. Fear is the reason we don’t pick up the phone to call our customer proactively when there is nothing urgent or terrible happening. Fear is the reason we gravitate to email instead of the telephone.

Fear is the reason we don’t tell our customers and prospects what else the can buy from us. Because right now, as you read this, your customers are buying things from the competition that they could buy from you. In fact, they’d probably like to buy if it from you — that’s why they’ve been with you for so many years (or sometimes decades). And of course, you would like to sell this to them. But none of that is possible, because they don’t know.

Why? Because you don’t tell them regularly and consistently what else they can buy from you stemming from fear. Fear is also the reason we don’t ask for the business with every customer we talk to. Fear is why we don’t ask consistently for referrals or testimonials.