Selling in a crisis : 55 ways to stay motivated and increase sales in volatile times

Selling in a crisis 55 ways to stay motivated and increase sales in volatile times

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 fier...

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Detalles Bibliográficos
Otros Autores: Blount, Jeb, author (author)
Formato: Libro electrónico
Idioma:Inglés
Publicado: Hoboken, New Jersey : Wiley [2023]
Colección:Jeb Blount
Materias:
Selling > Psychological aspects.
Ver en Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009703316806719
Tabla de Contenidos:
  • Cover
  • Title Page
  • Copyright Page
  • Contents
  • Preface Winter Is Coming
  • Part I Mind Your Mindset
  • Chapter 1 Rise and Survive
  • Chapter 2 Put Your Swimsuit On
  • Chapter 3 Be Right Now
  • Chapter 4 The Only Three Things You Control
  • Chapter 5 Stop Wishing Things Were Easier
  • Start Making Yourself Better
  • Chapter 6 Be Grateful for Adversity
  • Chapter 7 Dig for Ponies
  • Chapter 8 You Cannot Afford the Luxury of a Negative Thought
  • Chapter 9 The Trouble with Doom Scrolling
  • Chapter 10 Don't Get into Buckets with Crabs
  • Chapter 11 Invest in Yourself
  • Chapter 12 Set NEW Goals
  • Chapter 13 This Ain't Easy Street
  • Part II The Pipe Is Life
  • Chapter 14 Talk with People
  • Chapter 15 Become a Relentless, Fanatical Prospector
  • Chapter 16 Be the Squirrel
  • Chapter 17 Persistence Always Finds a Way to Win
  • Chapter 18 Go Where the Money Is
  • Chapter 19 Seven Steps to Building Effective Prospecting Sequences
  • Targeted Lists
  • Communication Channels
  • Cadence
  • Touches
  • Duration
  • Pace
  • Messaging
  • Chapter 20 Message Matters
  • Chapter 21 When You Hit the Wall of Rejection, Keep Going
  • Chapter 22 All Prospecting Objections Can Be Anticipated
  • Chapter 23 Do a Little Bit of Prospecting, Every Day
  • Chapter 24 One More Call
  • Part III Time Discipline
  • Chapter 25 Protect the Golden Hours
  • Chapter 26 Work Harder, Longer, and Smarter
  • Chapter 27 Own It!
  • Chapter 28 Three Choices for Your Time
  • Chapter 29 Eat the Frog
  • Chapter 30 Leverage High-Intensity Activity Sprints
  • Part IV Sell Better
  • Chapter 31 Don't Bring Charm to a Gunfight
  • Chapter 32 It's the Sales Process, Stupid
  • Chapter 33 Qualify Better
  • Chapter 34 Deal with Decision Makers
  • Chapter 35 Advance with Micro-Commitments
  • Chapter 36 Keep the Faith
  • Chapter 37 Discover Better
  • Chapter 38 Emotional Experience Matters.
  • Chapter 39 Listen Better
  • Chapter 40 Sell Outcomes
  • Chapter 41 Close Better
  • Chapter 42 Stop Obsessing over Objections
  • Chapter 43 Disrupt Decision Deferment
  • Chapter 44 Control Your Emotions
  • Chapter 45 Be Bigger on the Inside Than You Are on the Outside
  • Part V Protect Your Turf
  • Chapter 46 Manage Your Accounts
  • Chapter 47 Be Responsive
  • Chapter 48 Develop Account Retention Plans
  • Chapter 49 Protect Your Prices
  • Chapter 50 Be Proactive
  • Part VI Protect Your Career
  • Chapter 51 Don't Complain
  • Chapter 52 Be Indispensable
  • Chapter 53 Go the Extra Mile
  • Chapter 54 Outperform the Dip
  • Chapter 55 Be Bold
  • Epilogue: Always Trust Your Cape
  • Acknowledgments
  • About the Author
  • EULA.

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