[PDF] Selling Through Tough Times Grow Your Profits And Mental Resilience Through Any Downturn eBook

Author : Paul Reilly
Publisher : McGraw Hill Professional
Page : 289 pages
File Size : 33,6 MB
Release : 2021-09-28
Category : Business & Economics
ISBN : 126426657X

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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.

Author : Tom Hopkins
Publisher : Business Plus
Page : 156 pages
File Size : 29,43 MB
Release : 2010-02-15
Category : Business & Economics
ISBN : 0446558508

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Tough Times can be brought on by any number of factors: a down economy, Mother Nature, shifts in customers' needs, national tragedy--the list goes on and on. These types of changes can be extremely disruptive, even paralyzing, when we're not prepared for them. While many see no other option than to "sit tight" and "ride things out" when crisis strikes, true career professionals in selling understand that the only way to deal with adversity is to meet it head-on. That's why a positive attitude and a proactive approach to problem-solving are two of the most essential ingredients for success in selling--and why those who embrace them not only to survive but thrive, even in the most difficult of circumstances. Now, in his latest book, Selling in Tough Times, world-renowned selling expert Tom Hopkins puts his real-world , in-the-trenches experience to work and shares his plan to reverse the momentum of tough times--and even capitalize on them. With exercises to help you discover previously overlooked opportunities and eliminate waste, along with out-of-the-box methods for recruiting new customers and key tips on how to solidify your existing business, Hopkins gives you powerful ways to spur sales now and for years to come. Learn how to: Mine your client list to generate new leads Keep--and reward--your current customers so that they're loyal for life. Reduce the sales resistance that plagues tough times with tactics that overcome consumers' fears. Woo clients from your competition with 12 new strategies specially tailored for tough times. Cycles will come and go, but the principles of great selling and those who live by them stand firm. Find out how you can achieve your maximum selling potential, whatever the business climate, in Selling in Tough Times today.

Author : Alan J. Patricof
Publisher : Simon and Schuster
Page : 219 pages
File Size : 15,13 MB
Release : 2022-05-03
Category : Business & Economics
ISBN : 1637582943

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As featured in The Wall Street Journal! One of Business Insider’s “5 Best Leadership Books I Read This Year” for 2022! A look back at entrepreneurial growth and venture capital in the last half century by one of the leading figures in the industry. Extensive media and online coverage of the business arena, news of start-ups, mergers, and deals are familiar headlines these days. But that wasn’t always the case. The early years of venture capital were a far cry from today’s very public dealings. Alan Patricof, one of the pioneers of the venture arena, offers a behind-the-scenes look at the past fifty years of the industry. From buying stock in Apple when its market valuation was only $60 million to founding New York Magazine to investing in AOL, Audible, and more recently, Axios, his discerning approach to finding companies is almost peerless. All of Patricof’s investments—from Xerox to Venmo—share certain qualities. Each company had sound product with wide appeal, the economics were solid, and the management team was talented and committed to seeing their visions come to fruition.

Author : Dave Lakhani
Publisher : John Wiley & Sons
Page : 256 pages
File Size : 12,30 MB
Release : 2009-06-09
Category : Business & Economics
ISBN : 0470504897

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The most effective sales strategies for tough economic times Today's selling environment is tough, and only getting tougher. The old tactics are no longer working, and the current economy is only making selling more difficult. You need sales tactics and strategies that work now and fast . . . even when no one wants to buy-and tactics and strategies that will work even better when they do want to buy. How to Sell When Nobody's Buying is a practical, effective guide to selling even in the toughest of times. This book is packed with new information about creating sales opportunities. Most sales strategies taught today are based on outdated information from ten, twenty, even thirty years ago and they simply don't work today. You'll find the tools and information you need to gain confidence, create powerful alliances, profitable social networks, and drive your profits to unprecedented highs. Whether you sell business-to-business or direct to the consumer, whether you sell real estate or retail, this is the sales guide for you. Features effective, simple strategies for selling in tough economic times Offers free or low-cost prospecting tools that bring in customers by the herd Includes case studies from top salespeople that reveal new ways to bring in customers From sales guru Dave Lakhani, author of Persuasion, Subliminal Persuasion, and The Power of an Hour These days, you need all the help you can get to sell effectively. If you want to increase your sales and drive your business forward-no matter what the economy or your industry does-learn How to Sell When Nobody's Buying.

Author : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 13,43 MB
Release : 2006-06-20
Category : Selling
ISBN : 0785288066

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Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Author : Stephan Schiffman
Publisher : Simon and Schuster
Page : 134 pages
File Size : 24,77 MB
Release : 2009-05-18
Category : Business & Economics
ISBN : 144051979X

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Times are tough all over. Wall Street is shivering and consumer confidence is dropping like a rock. Yet it's possible for the enterprising salesperson to still gain prospects, sign new clients, and close the deal. All it takes is persistence, energy, some new thinking, and the advice of Stephan Schiffman, American's top corporate sales trainer. Schiffman shows you how to: Treat customers individually Make life easier for customers in bad times Show that bad times won't last forever Reorient their thinking now to prepare for the future Across America, the sales landscape is changing swiftly. But even in an economic downturn, salespeople can survive—and thrive! The key to success is to learn how to sell when no one is buying.

Author : Jeb Blount
Publisher : John Wiley & Sons
Page : 266 pages
File Size : 17,41 MB
Release : 2022-10-25
Category : Business & Economics
ISBN : 1394162359

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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.

Author : Napoleon Hill
Publisher : John Wiley and Sons
Page : 278 pages
File Size : 50,11 MB
Release : 2009-12-15
Category : Business & Economics
ISBN : 0470570172

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TIMELESS WISDOM from the ORIGINAL PHILOSOPHER of PERSONAL SUCCESS "No matter who you are or what you do, you are a salesperson. Every time you speak to someone, share an opinion or explain an idea, you are selling your most powerful asset . . . you! In How to Sell Your Way Through Life, Napoleon Hill shares valuable lessons and proven techniques to help you become a true master of sales." SHARON LECHTER, Coauthor of Think and Grow Rich: Three Feet from Gold; Member of the President's Advisory Council on Financial Literacy "These proven, time-tested principles may forever change your life." GREG S. REID, Coauthor of Think and Grow Rich: Three Feet from Gold; Author of The Millionaire Mentor "Napoleon Hill's Think and Grow Rich and Laws of Success are timeless classics that have improved the lives of millions of people, including my own. Now, we all get the chance to savor more of his profound wisdom in How to Sell Your Way Through Life. It is a collection of simple truths that will forever change the way you see yourself." BILL BARTMANN, Billionaire Business Coach and Bestselling Author of Bailout Riches (www.billbartman.com) Napoleon Hill, author of the mega-bestseller Think and Grow Rich, pioneered the idea that successful individuals share certain qualities, and that examining and emulating these qualities can guide you to extraordinary achievements. Written in the depths of the Great Depression, How to Sell Your Way Through Life explores a crucial component of Achievement: your ability to make the sale. Ringing eerily true in today's uncertain times, Hill's work takes a practical look at how, regardless of our occupation, we must all be salespeople at key points in our lives. Hill breaks down concrete instances of how the Master Salesman seizes advantages and opportunities, giving you tools you can use to effectively sell yourself and your ideas. Featuring a new Foreword from leadership legend Ken Blanchard, this book is a classic that gives you one beautifully simple principle and the proven tools to make it work for you.

Author : Matthew Aaron
Publisher :
Page : 134 pages
File Size : 41,82 MB
Release : 2009-02
Category : Business & Economics
ISBN : 9780981708812

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Are you worried about the economy? Is the thought of brining in new business in this environment keeping you up at night? Do you wish you knew how to survive and thrive in a recession? If so, this is the book for you. Selling in a Recession is the definitive guide for any salesperson, sales manager, business owner, or self-employed professional who needs an edge in this tough economy. Written in a brief, easy to understand format, its designed to fill you in on everything you need to know about finding business in a recession, including: What a recession really means Where to find new customers How to negotiate in a tough economy And ways to actually increase your income You wont find academic discussions or feel-good messages in these pages, but you will find real-world advice on how to tackle a recession head-on. Times might be tough, but with the right skills and mindset, you can not only survive, but come out the other side with more customers than ever! This book is a real life-saver for any salesperson working in this tough market. -Brian Tracy, author of The Psychology of Selling "Matthew has uncovered the secrets to selling in this tougher economy. If you haven't read Selling in a Recession, then you're probably losing business to someone who has. Matthew has uncovered the secrets to selling in this tougher economy." -Jim Pancero, author of You Can Always Sell More "If EVER there was a right message at the right time, surely it's Matthew Aaron's new book Selling In A Recession. Recessions are when great salespeople can actually prosper and create opportunity if they're willing to make some simple changes in thinking and strategy. This book can help you do it!" -Joe Calloway, author of Becoming A Category of One "Recessions always produce the sweet smell of success for salespeople who are paying attention. Read Matthew Aaron's book and learn how to be one of the survivors!" -Ed Brodow, author of Negotiation Boot Camp "The single best resource available for any salesperson facing a stiff economy." -Carl Henry, sales coach and author of The MODERN Sales System "If you're in sales, then stop worrying about the economy and pick up a copy of this book now! -Debbie Allen, author of Confessions of Shameless Self Promoters If you're in sales you need to read: Selling in a Recession: 21 Tips and Strategies to Grow Your Business in a Tough Economy by Matthew Aaron. This insightful and easy to read book will not only help you to think about the current economy with new eyes, it will also help your sales. -Shawna Schuh, Certified Speaking Professional and Profitable People Skills expert "This book is a must read immediately. Things are a challenge in this economy all of us with the responsibility to sell. Matt helps us not only understand the situation but tell us what to do specifically, now." -Thomas J. Winninger, best-selling author of Price Wars "The way to identify a 'recession' is to look for a lack of sales. Matthew Aaron shows you how to do exactly the opposite. He shows you how to find the opportunities and make the sales despite the economy. This thoughtfully written book is spot-on with its recommendations and tips. I suggest that you make it your constant companion while growing your sales as others are cowering in fear." -Jim Cathcart, Motivational speaker and Author of Relationship Selling

Author : Giles Hutchins
Publisher : New Society Publishers
Page : 243 pages
File Size : 23,10 MB
Release : 2013-05-07
Category : Business & Economics
ISBN : 0865717370

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The business of biomimicry—companies the way nature intended.