Selling through tough times : grow your profits and mental resilience through any downturn / Paul Reilly.

Format:

Book

Author/Creator:

Reilly, Paul (Sales training consultant), author.

Language:

English

Subjects (All):

Selling--Psychological aspects.

Selling.

Resilience (Personality trait).

Physical Description:

1 online resource (228 pages)

Place of Publication:

New York : McGraw-Hill Education, [2022]

Summary:

"A timely and indispensable guide to thriving in a challenging sales environment-while hanging on to profits As a salesperson and sales manager, you know that it's harder to sell in tough times-whether it's a global pandemic, recession, or industry-wide challenge. But somehow there are always successful "tough-timers" that not only survive, but thrive through tough times. What do they have-and what do they know-that keeps them on top? In Selling Through Tough Times, Paul Reilly lays it out in clear and straightforward terms: Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this timely and indispensable guide, you'll discover how to develop the right mindset and adapt your skills to prevail in a challenging climate. Reilly's plan includes immediate action items (including six Daily Mental Flex activities) to longer-range strategies. The principles of selling are constant, but tactics change in tough times. Reilly's tactical plan includes redefining value in customer terms, repositioning products and services for tough times, and different persuasion tactics. You'll learn how to select and pursue the right opportunities, discover needs, persuade effectively, win more deals, and-crucially-protect profit, by embracing the "tough-timers" mental attitude and executing the critical selling activities"-- Provided by publisher.

Contents:

What are tough times

The impact of tough times

Redefining value in tough times

Mental mistakes in tough times

Building mental strength

Characteristics of tough timers

Daily mental flex

Section 2. Critical selling activities

Select

Pursue

Discover

Persuade

Partner

Leverage

Section 3. Selling and leadership tactics

Generating luck in tough times

Crafting your customer message

Virtual selling

Leadership through tough times

Final thoughts

The 30-day tough timer challenge.

Notes:

Description based on print version record.

ISBN:

9781264266579

126426657X

OCLC:

1266906243