Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times

ISBN

Publisher

Imprint

Year Published

Print Length

Format

SKU

9781394162352
Wiley
NA
2022
200 Pages
Paperback
22149

375.00

In stock

Find the motivation and confidence to stay on top when everything hits the fan

Description

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.

Praise and Reviews

Hitting your numbers when times are good is challenging enough. But we all experience setbacks, defeats, failures, and times of adversity that knock us down and make us question our commitment to our profession. The strongest among us will use these opportunities to refuse to stay down, get back up, dust themselves off, and run headlong back into the challenge. In Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times, celebrated sales accelerator and leader Jeb Blount delivers an invigorating guide to surviving—and thriving—in times of extreme stress. You'll learn to become indispensable, turn off negative inputs, manage your time and activity, and consistently hit your numbers even when it seems like life itself has it in for you. Blount offers time-tested and practical strategies for maintaining a positive attitude towards sales, keeping your enthusiasm, and finding opportunity in the face of adversity. You’ll also discover how to avoid becoming overwhelmed, eliminate self-pity, and stop asking, "Why me?" when your circumstances look bleak. The techniques discussed within will help you consistently exceed your activity targets and demonstrate your willingness to work hard and be a team player. An invaluable roadmap for sales professionals attempting to navigate life’s most significant struggles and challenges, Selling in a Crisis walks you through how to convert serious adversity into an opportunity to demonstrate your professionalism and sales skill. It's perfect for salespeople, sales team leaders, and anyone else with professional responsibilities that won't wait until difficult times subside.

About the Author

JEB BLOUNT is an acclaimed trainer and international bestselling author of fourteen books, including, Virtual Training, Virtual Selling, Fanatical Prospecting, Sales EQ, People Follow You, and Inked. Through his global training organization Sales Gravy, Jeb and his team help companies of all sizes accelerate sales productivity and revenue growth fast.

Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times

Find the motivation and confidence to stay on top when everything hits the fan

Description

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.

Praise and Reviews

Hitting your numbers when times are good is challenging enough. But we all experience setbacks, defeats, failures, and times of adversity that knock us down and make us question our commitment to our profession. The strongest among us will use these opportunities to refuse to stay down, get back up, dust themselves off, and run headlong back into the challenge. In Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times, celebrated sales accelerator and leader Jeb Blount delivers an invigorating guide to surviving—and thriving—in times of extreme stress. You'll learn to become indispensable, turn off negative inputs, manage your time and activity, and consistently hit your numbers even when it seems like life itself has it in for you. Blount offers time-tested and practical strategies for maintaining a positive attitude towards sales, keeping your enthusiasm, and finding opportunity in the face of adversity. You’ll also discover how to avoid becoming overwhelmed, eliminate self-pity, and stop asking, "Why me?" when your circumstances look bleak. The techniques discussed within will help you consistently exceed your activity targets and demonstrate your willingness to work hard and be a team player. An invaluable roadmap for sales professionals attempting to navigate life’s most significant struggles and challenges, Selling in a Crisis walks you through how to convert serious adversity into an opportunity to demonstrate your professionalism and sales skill. It's perfect for salespeople, sales team leaders, and anyone else with professional responsibilities that won't wait until difficult times subside.

About the Author

JEB BLOUNT is an acclaimed trainer and international bestselling author of fourteen books, including, Virtual Training, Virtual Selling, Fanatical Prospecting, Sales EQ, People Follow You, and Inked. Through his global training organization Sales Gravy, Jeb and his team help companies of all sizes accelerate sales productivity and revenue growth fast.
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