Selling Through Tough Times: Grow Your Profits and Mental Resilience Through any Downturn

by Paul Reilly

Overview

An indispensable guide to thriving in a challenging sales environment

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.

Product Details

ISBN-13:	9781264266562
Publisher:	McGraw Hill LLC
Publication date:	10/25/2021
Pages:	288
Sales rank:	1,097,413
Product dimensions:	5.90(w) x 9.10(h) x 1.20(d)

About the Author

Paul Reilly is a speaker, sales trainer, co-author of the sales book Value-Added Selling, Fourth Edition, and host of The Q and A Sales Podcast. Reilly is the president of Tom Reilly Training, specializing in training salespeople and sales managers to sell more profitably.

Table of Contents

Foreword Mike Weinberg ix

Acknowledgments xi

Introduction xiii

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

Notes 245

Index 251