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

Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times – Ebook Instant Download/Delivery ISBN(s): 9781394162352,1394162359

Product details:

• ISBN 10: 1394162367
• ISBN 13: 9781394162369
• Author: Jeb Blount

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.

Table contents:

Part 1: Mind Your Mindset

1 Rise and Survive

2 Put Your Swimsuit On

3 Be Right Now

4 The Only Three Things You Control

5 Stop Wishing Things Were Easier; Start Making Yourself Better

6 Be Grateful for Adversity

7 Dig for Ponies

8 You Cannot Afford the Luxury of a Negative Thought

9 The Trouble with Doom Scrolling

10 Don’t Get into Buckets with Crabs

11 Invest in Yourself

12 Set NEW Goals

13 This Ain’t Easy Street

Part 2: The Pipe Is Life

14 Talk with People

15 Become a Relentless, Fanatical Prospector

16 Be the Squirrel

17 Persistence Always Finds a Way to Win

18 Go Where the Money Is

19 Seven Steps to Building Effective Prospecting Sequences

20 Message Matters

21 When You Hit the Wall of Rejection, Keep Going

22 All Prospecting Objections Can Be Anticipated

23 Do a Little Bit of Prospecting, Every Day

24 One More Call

Part 3: Time Discipline

25 Protect the Golden Hours

26 Work Harder, Longer, and Smarter

27 Own It!

28 Three Choices for Your Time

29 Eat the Frog

30 Leverage High-Intensity Activity Sprints

Part 4: Sell Better

31 Don’t Bring Charm to a Gunfight

32 It’s the Sales Process, Stupid

33 Qualify Better

34 Deal with Decision Makers

35 Advance with Micro-Commitments

36 Keep the Faith

37 Discover Better

38 Emotional Experience Matters

39 Listen Better

40 Sell Outcomes

41 Close Better

42 Stop Obsessing over Objections

43 Disrupt Decision Deferment

44 Control Your Emotions

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

Part 5: Protect Your Turf

46 Manage Your Accounts

47 Be Responsive

48 Develop Account Retention Plans

49 Protect Your Prices

50 Be Proactive

Part 6: Protect Your Career

51 Don’t Complain

52 Be Indispensable

53 Go the Extra Mile

54 Outperform the Dip

55 Be Bold

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