Selling in a crisis : 55 ways to stay motivated and increase sales in volatile times / Jeb Blount.

Format:

Book

Author/Creator:

Blount, Jeb, author.

Series:

Jeb Blount

Language:

English

Subjects (All):

Selling--Psychological aspects.

Selling.

Physical Description:

1 online resource (252 pages)

Place of Publication:

Hoboken, New Jersey : Wiley, [2023]

Summary:

Find the motivation and confidence to stay on top when everything hits the fan In volatile times, it is hard to sell. It seems like every company is on a spending freeze, cutting back, or pushing off making decisions. Buyers become scarce and the competition for the few that are still buying is fierce. People don't want to meet with you, objections are harsher, customers cancel orders and contracts on a whim and pressure you for price decreases. Yet, you are still under the same pressure to make your sales number. If you don't, your income will take a hit. Don't even mention the 401(k) that you are afraid to even look at with the markets in free fall. In this situation, it's natural to feel stressed out and feel demotivated. In Selling in a Crisis, the world's most sought-after sales trainer Jeb Blount delivers an essential blueprint for staying motivated, keeping your pipeline full, increasing sales, retaining your customers, and advancing your career in times of uncertainty and change. In his classic, no-nonsense style, Jeb gives you 55 easy to consume tips, techniques, and tactics that are time-tested and proven to help you stay on top when everything and everyone else is down. You'll also discover: The real secrets to selling more in a crisis The difference between rainmakers and rain barrels and how to find opportunity in adversity Why you must stop swimming naked and put your bathing suit on Why you don't get into buckets with crabs How to be a RIGHT NOW sales professional 7 Steps of Effective Prospecting Sequences and how to be professionally persistent How to adjust sales messaging to meet the moment The sales secrets of frogs, squirrels, and horses Sutton's Law and why you must go where the money is Why you need more than charm and a great personality to close sales in a crisis The five questions you must answer in the affirmative for every stakeholder How to handle buying commitment objections in a crisis How to protect your turf from competitors and your profits from price decreases Five ways to protect and advancing your career How to be bold and always trust your cape And so much more . . . Jon Kabat-Zinn once said, "You can't stop the waves, but you can learn to surf." This is exactly what you'll learn to do in this indispensable guide for sales professionals who are navigating the rough seas of volatility. With each chapter you will find the motivation, inspiration, and confidence catch to rise above the negativity, catch your wave, and take control of your life, career, mindset, and income.

Contents:

Cover

Title Page

Copyright Page

Contents

Preface Winter Is Coming

Part I Mind Your Mindset

Chapter 1 Rise and Survive

Chapter 2 Put Your Swimsuit On

Chapter 3 Be Right Now

Chapter 4 The Only Three Things You Control

Chapter 5 Stop Wishing Things Were Easier

Start Making Yourself Better

Chapter 6 Be Grateful for Adversity

Chapter 7 Dig for Ponies

Chapter 8 You Cannot Afford the Luxury of a Negative Thought

Chapter 9 The Trouble with Doom Scrolling

Chapter 10 Don't Get into Buckets with Crabs

Chapter 11 Invest in Yourself

Chapter 12 Set NEW Goals

Chapter 13 This Ain't Easy Street

Part II The Pipe Is Life

Chapter 14 Talk with People

Chapter 15 Become a Relentless, Fanatical Prospector

Chapter 16 Be the Squirrel

Chapter 17 Persistence Always Finds a Way to Win

Chapter 18 Go Where the Money Is

Chapter 19 Seven Steps to Building Effective Prospecting Sequences

Targeted Lists

Communication Channels

Cadence

Touches

Duration

Pace

Messaging

Chapter 20 Message Matters

Chapter 21 When You Hit the Wall of Rejection, Keep Going

Chapter 22 All Prospecting Objections Can Be Anticipated

Chapter 23 Do a Little Bit of Prospecting, Every Day

Chapter 24 One More Call

Part III Time Discipline

Chapter 25 Protect the Golden Hours

Chapter 26 Work Harder, Longer, and Smarter

Chapter 27 Own It!

Chapter 28 Three Choices for Your Time

Chapter 29 Eat the Frog

Chapter 30 Leverage High-Intensity Activity Sprints

Part IV Sell Better

Chapter 31 Don't Bring Charm to a Gunfight

Chapter 32 It's the Sales Process, Stupid

Chapter 33 Qualify Better

Chapter 34 Deal with Decision Makers

Chapter 35 Advance with Micro-Commitments

Chapter 36 Keep the Faith

Chapter 37 Discover Better

Chapter 38 Emotional Experience Matters.

Chapter 39 Listen Better

Chapter 40 Sell Outcomes

Chapter 41 Close Better

Chapter 42 Stop Obsessing over Objections

Chapter 43 Disrupt Decision Deferment

Chapter 44 Control Your Emotions

Chapter 45 Be Bigger on the Inside Than You Are on the Outside

Part V Protect Your Turf

Chapter 46 Manage Your Accounts

Chapter 47 Be Responsive

Chapter 48 Develop Account Retention Plans

Chapter 49 Protect Your Prices

Chapter 50 Be Proactive

Part VI Protect Your Career

Chapter 51 Don't Complain

Chapter 52 Be Indispensable

Chapter 53 Go the Extra Mile

Chapter 54 Outperform the Dip

Chapter 55 Be Bold

Epilogue: Always Trust Your Cape

Acknowledgments

About the Author

EULA.

Notes:

Description based on print version record.

Other Format:

Print version: Blount, Jeb Selling in a Crisis

ISBN:

9781394162376

1394162375

9781394162369

1394162367

OCLC:

1348477281