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.