Jeb Blount

Selling in a Crisis

55 Ways to Stay Motivated and Increase Sales in Volatile Times

• Gebundenes Buch

Produktbeschreibung

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 ofuncertainty 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.

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Produktdetails

• Jeb Blount
• Verlag: Wiley / Wiley & Sons
• Artikelnr. des Verlages: 1W394162350
• 1. Auflage
• Seitenzahl: 256
• Erscheinungstermin: 31. Oktober 2022
• Englisch
• Abmessung: 219mm x 141mm x 26mm
• Gewicht: 458g
• ISBN-13: 9781394162352
• ISBN-10: 1394162359
• Artikelnr.: 64696480

Autorenporträt

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.

Inhaltsangabe

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