Selling Through Tough Times: Grow Your Profits and Mental Resilience Through any Downturn
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Acknowledgments
Introduction
PART I
TOUGH TIMES
CHAPTER 1 What Are Tough Times?
CHAPTER 2 How Tough Times Impact Our Thoughts and Actions
CHAPTER 3 Redefining Value in Tough Times
CHAPTER 4 Mental Mistakes in Tough Times
CHAPTER 5 Building Mental Strength
CHAPTER 6 Characteristics of Tough Timers
PART II
CRITICAL SELLING ACTIVITIES
CHAPTER 7 Select
CHAPTER 8 Pursue
CHAPTER 9 Discover
CHAPTER 10 Persuade
CHAPTER 11 Partner
CHAPTER 12 Leverage
PART III
SELLING AND LEADERSHIP TACTICS
CHAPTER 13 Generating Luck in Tough Times
CHAPTER 14 Crafting Your Customer Message
CHAPTER 15 Virtual Selling
CHAPTER 16 Leadership Through Tough Times
CHAPTER 17 Final Thoughts
APPENDIX The 30-Day Tough-Timer Challenge
Notes
Index
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.