As a sales professional, you know that it’s harder to sell in tough times—whether it’s a recession, industry-wide challenge, or global pandemic. You may also have noticed that some salespeople and managers not only survive, but thrive through tough times. How do they do it? What do they do to thrive through adversity?
Paul Reilly explains it all in Selling Through Tough Times: Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this eye-opening and indispensable guide, he shows how to develop the right mindset and adapt your skills to prevail in even the most challenging selling climate. His plan includes both immediate, hands-on action plans (including six Daily Mental Flex activities) as well as longer-range strategies to ensure you (and your team) never get caught on the back foot again.
While the principals of selling are constant, Reilly demonstrates how changing your tactics in tough times will not only help you through current difficulties, but help you emerge stronger. You’ll discover how to redefine value in customer terms, reposition products and services, and how to employ different persuasion tactics. You’ll also learn how to select and pursue the right opportunities, win more deals, and—crucially—protect profit by embracing the “tough timers” mental attitude.
Tough times are inevitable and often unpredictable. But in Selling Through Tough Times, you’ll find the tools and mindset you need to power through them—and come out on top.
|Publisher:||McGraw Hill LLC|
|Product dimensions:||5.90(w) x 9.10(h) x 1.20(d)|
About the Author
Table of Contents
Foreword Mike Weinberg ix
Part I Tough Times
Chapter 1 What Are Tough Times? 3
Chapter 2 How Tough Times Impact Our Thoughts and Actions 15
Chapter 3 Redefining Value in Tough Times 31
Chapter 4 Mental Mistakes in Tough Times 45
Chapter 5 Building Mental Strength 61
Chapter 6 Characteristics of Tough Timers 77
Part II Critical Selling Activities
Chapter 7 Select 97
Chapter 8 Pursue 111
Chapter 9 Discover 131
Chapter 10 Persuade 149
Chapter 11 Partner 171
Chapter 12 Leverage 187
Part III Selling and Leadership Tactics
Chapter 13 Generating Luck in Tough Times 203
Chapter 14 Crafting Your Customer Message 211
Chapter 15 Virtual Selling 219
Chapter 16 Leadership Through Tough Times 227
Chapter 17 Final Thoughts 237
Appendix The 30-Day Tough-Timer Challenge 241