Selling in a Crisis

Selling in a Crisis

by Jeb Blount
Released October 2022
Publisher(s): Wiley
ISBN: 9781394162352

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Book description

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.

Table of contents

  1. Cover
  2. Title Page
  3. Copyright
  4. Dedication
  5. PREFACE: Winter Is Coming
  6. PART 1: Mind Your Mindset
    1. 1 Rise and Survive
    2. 2 Put Your Swimsuit On
    3. 3 Be Right Now
    4. 4 The Only Three Things You Control
    5. 5 Stop Wishing Things Were Easier; Start Making Yourself Better
    6. 6 Be Grateful for Adversity
    7. 7 Dig for Ponies
    8. 8 You Cannot Afford the Luxury of a Negative Thought
    9. 9 The Trouble with Doom Scrolling
    10. 10 Don't Get into Buckets with Crabs
    11. 11 Invest in Yourself
    12. 12 Set NEW Goals
    13. 13 This Ain't Easy Street
  7. PART 2: The Pipe Is Life
    1. 14 Talk with People
    2. 15 Become a Relentless, Fanatical Prospector
    3. 16 Be the Squirrel
    4. 17 Persistence Always Finds a Way to Win
    5. 18 Go Where the Money Is
    6. 19 Seven Steps to Building Effective Prospecting Sequences
      1. Targeted Lists
      2. Communication Channels
      3. Cadence
      4. Touches
      5. Duration
      6. Pace
      7. Messaging
    7. 20 Message Matters
    8. 21 When You Hit the Wall of Rejection, Keep Going
    9. 22 All Prospecting Objections Can Be Anticipated
    10. 23 Do a Little Bit of Prospecting, Every Day
    11. 24 One More Call
  8. PART 3: Time Discipline
    1. 25 Protect the Golden Hours
    2. 26 Work Harder, Longer, and Smarter
    3. 27 Own It!
    4. 28 Three Choices for Your Time
    5. 29 Eat the Frog
    6. 30 Leverage High-Intensity Activity Sprints
  9. PART 4: Sell Better
    1. 31 Don't Bring Charm to a Gunfight
    2. 32 It's the Sales Process, Stupid
    3. 33 Qualify Better
    4. 34 Deal with Decision Makers
    5. 35 Advance with Micro-Commitments
    6. 36 Keep the Faith
    7. 37 Discover Better
    8. 38 Emotional Experience Matters
    9. 39 Listen Better
    10. 40 Sell Outcomes
    11. 41 Close Better
    12. 42 Stop Obsessing over Objections
    13. 43 Disrupt Decision Deferment
    14. 44 Control Your Emotions
    15. 45 Be Bigger on the Inside Than You Are on the Outside
  10. PART 5: Protect Your Turf
    1. 46 Manage Your Accounts
    2. 47 Be Responsive
    3. 48 Develop Account Retention Plans
    4. 49 Protect Your Prices
    5. 50 Be Proactive
  11. PART 6: Protect Your Career
    1. 51 Don't Complain
    2. 52 Be Indispensable
    3. 53 Go the Extra Mile
    4. 54 Outperform the Dip
    5. 55 Be Bold
  12. Epilogue: Always Trust Your Cape
  13. Acknowledgments
  14. About the Author
  15. End User License Agreement

Product information

  • Title: Selling in a Crisis
  • Author(s): Jeb Blount
  • Release date: October 2022
  • Publisher(s): Wiley
  • ISBN: 9781394162352