Selling Through Tough Times Grow Your Profits and Mental Resilience Through any Downturn 1st Edition by Reilly Paul 1264266561 9781264266562

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ISBN 10: 1264266561

ISBN 13: 9781264266562

Author: Paul Reilly

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.

Selling Through Tough Times Grow Your Profits and Mental Resilience Through any Downturn 1st Table of contents:

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

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Paul Reilly,Mental,Resilience,Selling