Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times
- 3h 7m 17s
- Jeb Blount
- Gildan Media
- 2022
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 fifty-five 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; 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 five questions you must answer in the affirmative for every stakeholder; five ways to protect and advance your career; 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.
About the Author
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.
In this Audiobook
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PREFACE: Winter Is Coming
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Chapter 1 - Rise and Survive
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Chapter 2 - Put Your Swimsuit On
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Chapter 3 - Be Right Now
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Chapter 4 - The Only Three Things You Control
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Chapter 5 - Stop Wishing Things Were Easier; Start Making Yourself Better
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Chapter 6 - Be Grateful for Adversity
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Chapter 7 - Dig for Ponies
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Chapter 8 - You Cannot Afford the Luxury of a Negative Thought
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Chapter 9 - The Trouble with Doom Scrolling
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Chapter 10 - Don’t Get into Buckets with Crabs
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Chapter 11 - Invest in Yourself
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Chapter 12 - Set NEW Goals
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Chapter 13 - This Ain’t Easy Street
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Chapter 14 - Talk with People
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Chapter 15 - Become a Relentless, Fanatical Prospector
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Chapter 16 - Be the Squirrel
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Chapter 17 - Persistence Always Finds a Way to Win
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Chapter 18 - Go Where the Money Is
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Chapter 19 - Seven Steps to Building Effective Prospecting Sequences
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Chapter 20 - Message Matters
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Chapter 21 - When You Hit the Wall of Rejection, Keep Going
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Chapter 22 - All Prospecting Objections Can Be Anticipated
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Chapter 23 - Do a Little Bit of Prospecting, Every Day
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Chapter 24 - One More Call
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Chapter 25 - Protect the Golden Hours
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Chapter 26 - Work Harder, Longer, and Smarter
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Chapter 27 - Own It!
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Chapter 28 - Three Choices for Your Time
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Chapter 29 - Eat the Frog
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Chapter 30 - Leverage High-Intensity Activity Sprints
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Chapter 31 - Don’t Bring Charm to a Gunfight
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Chapter 32 - It's the Sales Process, Stupid
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Chapter 33 - Qualify Better
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Chapter 34 - Deal with Decision Makers
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Chapter 35 - Advance with Micro-Commitments
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Chapter 36 - Keep the Faith
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Chapter 37 - Discover Better
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Chapter 38 - Emotional Experience Matters
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Chapter 39 - Listen Better
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Chapter 40 - Sell Outcomes
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Chapter 41 - Close Better
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Chapter 42 - Stop Obsessing over Objections
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Chapter 43 - Disrupt Decision Deferment
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Chapter 44 - Control Your Emotions
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Chapter 45 - Be Bigger on the Inside Than You Are on the Outside
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Chapter 46 - Manage Your Accounts
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Chapter 47 - Be Responsive
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Chapter 48 - Develop Account Retention Plans
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Chapter 49 - Protect Your Prices
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Chapter 50 - Be Proactive
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Chapter 51 - Don’t Complain
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Chapter 52 - Be Indispensable
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Chapter 53 - Go the Extra Mile
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Chapter 54 - Outperform the Dip
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Chapter 55 - Be Bold
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Epilogue: Always Trust Your Cape
