Selling in a Crisis 55 Ways to Stay Motivated and Increase Sales in Volatile Times
Produktdetaljer
Biografisk notat
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.
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.
Preface: Winter Is Coming xiii
Part 1: Mind Your Mindset
1 Rise and Survive 3
2 Put Your Swimsuit On 7
3 Be Right Now 11
4 The Only Three Things You Control 15
5 Stop Wishing Things Were Easier; Start Making Yourself Better 17
6 Be Grateful for Adversity 19
7 Dig for Ponies 25
8 You Cannot Afford the Luxury of a Negative Thought 29
9 The Trouble with Doom Scrolling 31
10 Don’t Get into Buckets with Crabs 35
11 Invest in Yourself 37
12 Set NEW Goals 39
13 This Ain’t Easy Street 43
Part 2: The Pipe Is Life
14 Talk with People 49
15 Become a Relentless, Fanatical Prospector 51
16 Be the Squirrel 55
17 Persistence Always Finds a Way to Win 57
18 Go Where the Money Is 61
19 Seven Steps to Building Effective Prospecting Sequences 67
20 Message Matters 73
21 When You Hit the Wall of Rejection, Keep Going 77
22 All Prospecting Objections Can Be Anticipated 81
23 Do a Little Bit of Prospecting, Every Day 87
24 One More Call 89
Part 3: Time Discipline
25 Protect the Golden Hours 95
26 Work Harder, Longer, and Smarter 97
27 Own It! 99
28 Three Choices for Your Time 103
29 Eat the Frog 107
30 Leverage High-Intensity Activity Sprints 111
Part 4: Sell Better
31 Don’t Bring Charm to a Gunfight 117
32 It's the Sales Process, Stupid 121
33 Qualify Better 123
34 Deal with Decision Makers 127
35 Advance with Micro-Commitments 133
36 Keep the Faith 137
37 Discover Better 141
38 Emotional Experience Matters 145
39 Listen Better 149
40 Sell Outcomes 155
41 Close Better 159
42 Stop Obsessing over Objections 163
43 Disrupt Decision Deferment 167
44 Control Your Emotions 173
45 Be Bigger on the Inside Than You Are on the Outside 177
Part 5: Protect Your Turf
46 Manage Your Accounts 183
47 Be Responsive 187
48 Develop Account Retention Plans 189
49 Protect Your Prices 195
50 Be Proactive 201
Part 6: Protect Your Career
51 Don’t Complain 207
52 Be Indispensable 211
53 Go the Extra Mile 215
54 Outperform the Dip 219
55 Be Bold 223
Epilogue: Always Trust Your Cape 229
Acknowledgments 231
About the Author 233
LEARN TO SURVIVE—AND THRIVE—DURING CHALLENGING TIMES AS A SALES PROFESSIONAL
Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times is a hands-on guide for sales professionals doing their best to navigate challenging personal and professional struggles even as they do everything they can to hit their numbers and maintain sales performance. In the book, you'll learn how to survive—and thrive—during those days, weeks, and months where everything seems to go wrong all at once.
The author explains practical strategies for how to turn setbacks, defeats, adversity, and failure into an opportunity to demonstrate your professionalism and sales skill. You’ll discover how to "look up and get up" as you set and achieve activity targets that ensure you’re engaging prospects and advancing deals with the same, or greater, regularity and consistency than your colleagues.
An insightful and engaging discussion of how to transform life's most difficult moments into chances to prove your dedication to your work and to your team, Selling in a Crisis belongs in the libraries of sales professionals, sales team leaders, managers, and other business leaders responsible for generating revenue.
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.
Produktdetaljer
Biografisk notat
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.