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

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. Cover 1 Title Page 5 Copyright Page 6 Contents 11 Preface Winter Is Coming 15 Part I Mind Your Mindset 19 Chapter 1 Rise and Survive 21 Chapter 2 Put Your Swimsuit On 25 Chapter 3 Be Right Now 29 Chapter 4 The Only Three Things You Control 33 Chapter 5 Stop Wishing Things Were Easier; Start Making Yourself Better 35 Chapter 6 Be Grateful for Adversity 37 Chapter 7 Dig for Ponies 43 Chapter 8 You Cannot Afford the Luxury of a Negative Thought 47 Chapter 9 The Trouble with Doom Scrolling 49 Chapter 10 Don’t Get into Buckets with Crabs 53 Chapter 11 Invest in Yourself 55 Chapter 12 Set NEW Goals 57 Chapter 13 This Ain’t Easy Street 61 Part II The Pipe Is Life 65 Chapter 14 Talk with People 67 Chapter 15 Become a Relentless, Fanatical Prospector 69 Chapter 16 Be the Squirrel 73 Chapter 17 Persistence Always Finds a Way to Win 75 Chapter 18 Go Where the Money Is 79 Chapter 19 Seven Steps to Building Effective Prospecting Sequences 85 Targeted Lists 86 Communication Channels 86 Cadence 87 Touches 88 Duration 89 Pace 89 Messaging 90 Chapter 20 Message Matters 91 Chapter 21 When You Hit the Wall of Rejection, Keep Going 95 Chapter 22 All Prospecting Objections Can Be Anticipated 99 Chapter 23 Do a Little Bit of Prospecting, Every Day 105 Chapter 24 One More Call 107 Part III Time Discipline 111 Chapter 25 Protect the Golden Hours 113 Chapter 26 Work Harder, Longer, and Smarter 115 Chapter 27 Own It! 117 Chapter 28 Three Choices for Your Time 121 Chapter 29 Eat the Frog 125 Chapter 30 Leverage High-Intensity Activity Sprints 129 Part IV Sell Better 133 Chapter 31 Don’t Bring Charm to a Gunfight 135 Chapter 32 It’s the Sales Process, Stupid 139 Chapter 33 Qualify Better 141 Chapter 34 Deal with Decision Makers 145 Chapter 35 Advance with Micro-Commitments 151 Chapter 36 Keep the Faith 155 Chapter 37 Discover Better 159 Chapter 38 Emotional Experience Matters 163 Chapter 39 Listen Better 167 Chapter 40 Sell Outcomes 173 Chapter 41 Close Better 177 Chapter 42 Stop Obsessing over Objections 181 Chapter 43 Disrupt Decision Deferment 185 Chapter 44 Control Your Emotions 191 Chapter 45 Be Bigger on the Inside Than You Are on the Outside 195 Part V Protect Your Turf 199 Chapter 46 Manage Your Accounts 201 Chapter 47 Be Responsive 205 Chapter 48 Develop Account Retention Plans 207 Chapter 49 Protect Your Prices 213 Chapter 50 Be Proactive 219 Part VI Protect Your Career 223 Chapter 51 Don’t Complain 225 Chapter 52 Be Indispensable 229 Chapter 53 Go the Extra Mile 233 Chapter 54 Outperform the Dip 237 Chapter 55 Be Bold 241 Epilogue: Always Trust Your Cape 247 Acknowledgments 249 About the Author 251 EULA 252