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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:
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.
JEB BLOUNT is an acclaimed trainer and international bestselling author of fourteen books, including, Virtual Training, Virtual Selling, Fanatical Prospecting, Sales EQ, People Follow You, and Inked. Through his global training organization Sales Gravy, Jeb and his team help companies of all sizes accelerate sales productivity and revenue growth fast.
Preface: Winter Is Coming xiii
Part 1: Mind Your Mindset
1 Rise and Survive 3
2 Put Your Swimsuit On 7
3 Be Right Now 11
4 The Only Three Things You Control 15
5 Stop Wishing Things Were Easier; Start Making Yourself Better 17
6 Be Grateful for Adversity 19
7 Dig for Ponies 25
8 You Cannot Afford the Luxury of a Negative Thought 29
9 The Trouble with Doom Scrolling 31
10 Don’t Get into Buckets with Crabs 35
11 Invest in Yourself 37
12 Set NEW Goals 39
13 This Ain’t Easy Street 43
Part 2: The Pipe Is Life
14 Talk with People 49
15 Become a Relentless, Fanatical Prospector 51
16 Be the Squirrel 55
17 Persistence Always Finds a Way to Win 57
18 Go Where the Money Is 61
19 Seven Steps to Building Effective Prospecting Sequences 67
20 Message Matters 73
21 When You Hit the Wall of Rejection, Keep Going 77
22 All Prospecting Objections Can Be Anticipated 81
23 Do a Little Bit of Prospecting, Every Day 87
24 One More Call 89
Part 3: Time Discipline
25 Protect the Golden Hours 95
26 Work Harder, Longer, and Smarter 97
27 Own It! 99
28 Three Choices for Your Time 103
29 Eat the Frog 107
30 Leverage High-Intensity Activity Sprints 111
Part 4: Sell Better
31 Don’t Bring Charm to a Gunfight 117
32 It's the Sales Process, Stupid 121
33 Qualify Better 123
34 Deal with Decision Makers 127
35 Advance with Micro-Commitments 133
36 Keep the Faith 137
37 Discover Better 141
38 Emotional Experience Matters 145
39 Listen Better 149
40 Sell Outcomes 155
41 Close Better 159
42 Stop Obsessing over Objections 163
43 Disrupt Decision Deferment 167
44 Control Your Emotions 173
45 Be Bigger on the Inside Than You Are on the Outside 177
Part 5: Protect Your Turf
46 Manage Your Accounts 183
47 Be Responsive 187
48 Develop Account Retention Plans 189
49 Protect Your Prices 195
50 Be Proactive 201
Part 6: Protect Your Career
51 Don’t Complain 207
52 Be Indispensable 211
53 Go the Extra Mile 215
54 Outperform the Dip 219
55 Be Bold 223
Epilogue: Always Trust Your Cape 229
Acknowledgments 231
About the Author 233
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