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
 
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.

List of contents

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

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.

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.

Product details

• Authors: J Blount, Jeb Blount, Blount Jeb
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Released: 31.10.2022
• EAN: 9781394162352
• ISBN: 978-1-394-16235-2
• No. of pages: 256
• Series: Jeb Blount
• Subjects: Non-fiction book > Politics, society, business > Business administration, companies; Social sciences, law, business > Business > Business administration; Verkauf, Krise, Business & management, sales management, Wirtschaft u. Management, Verkaufsleitung