{"product_id":"selling-in-a-crisis-isbn-9781394162352","title":"Selling in a Crisis","description":"\u003cp\u003e\u003cb\u003eFind the motivation and confidence to stay on top when everything hits the fan\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn 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.\u003c\/p\u003e \u003cp\u003eYet, 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 \u003ci\u003eSelling in a Crisis\u003c\/i\u003e, 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.\u003c\/p\u003e \u003cp\u003eIn 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:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eThe real secrets to selling more in a crisis\u003c\/li\u003e \u003cli\u003eThe difference between rainmakers and rain barrels and how to find opportunity in adversity\u003c\/li\u003e \u003cli\u003eWhy you must stop swimming naked and put your bathing suit on\u003c\/li\u003e \u003cli\u003eWhy you don’t get into buckets with crabs\u003c\/li\u003e \u003cli\u003eHow to be a RIGHT NOW sales professional\u003c\/li\u003e \u003cli\u003e7 Steps of Effective Prospecting Sequences and how to be professionally persistent\u003c\/li\u003e \u003cli\u003eHow to adjust sales messaging to meet the moment\u003c\/li\u003e \u003cli\u003eThe sales secrets of frogs, squirrels, and horses\u003c\/li\u003e \u003cli\u003eSutton’s Law and why you must go where the money is\u003c\/li\u003e \u003cli\u003eWhy you need more than charm and a great personality to close sales in a crisis\u003c\/li\u003e \u003cli\u003eThe five questions you must answer in the affirmative for every stakeholder\u003c\/li\u003e \u003cli\u003eHow to handle buying commitment objections in a crisis\u003c\/li\u003e \u003cli\u003eHow to protect your turf from competitors and your profits from price decreases\u003c\/li\u003e \u003cli\u003eFive ways to protect and advancing your career\u003c\/li\u003e \u003cli\u003eHow to be bold and always trust your cape\u003c\/li\u003e \u003cli\u003eAnd so much more . . .\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eJon 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.\u003c\/p\u003e \u003cp\u003ePreface: Winter Is Coming xiii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1: Mind Your Mindset\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 Rise and Survive 3\u003c\/p\u003e \u003cp\u003e2 Put Your Swimsuit On 7\u003c\/p\u003e \u003cp\u003e3 Be Right Now 11\u003c\/p\u003e \u003cp\u003e4 The Only Three Things You Control 15\u003c\/p\u003e \u003cp\u003e5 Stop Wishing Things Were Easier; Start Making Yourself Better 17\u003c\/p\u003e \u003cp\u003e6 Be Grateful for Adversity 19\u003c\/p\u003e \u003cp\u003e7 Dig for Ponies 25\u003c\/p\u003e \u003cp\u003e8 You Cannot Afford the Luxury of a Negative Thought 29\u003c\/p\u003e \u003cp\u003e9 The Trouble with Doom Scrolling 31\u003c\/p\u003e \u003cp\u003e10 Don’t Get into Buckets with Crabs 35\u003c\/p\u003e \u003cp\u003e11 Invest in Yourself 37\u003c\/p\u003e \u003cp\u003e12 Set NEW Goals 39\u003c\/p\u003e \u003cp\u003e13 This Ain’t Easy Street 43\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2: The Pipe Is Life\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e14 Talk with People 49\u003c\/p\u003e \u003cp\u003e15 Become a Relentless, Fanatical Prospector 51\u003c\/p\u003e \u003cp\u003e16 Be the Squirrel 55\u003c\/p\u003e \u003cp\u003e17 Persistence Always Finds a Way to Win 57\u003c\/p\u003e \u003cp\u003e18 Go Where the Money Is 61\u003c\/p\u003e \u003cp\u003e19 Seven Steps to Building Effective Prospecting Sequences 67\u003c\/p\u003e \u003cp\u003e20 Message Matters 73\u003c\/p\u003e \u003cp\u003e21 When You Hit the Wall of Rejection, Keep Going 77\u003c\/p\u003e \u003cp\u003e22 All Prospecting Objections Can Be Anticipated 81\u003c\/p\u003e \u003cp\u003e23 Do a Little Bit of Prospecting, Every Day 87\u003c\/p\u003e \u003cp\u003e24 One More Call 89\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3: Time Discipline\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e25 Protect the Golden Hours 95\u003c\/p\u003e \u003cp\u003e26 Work Harder, Longer, and Smarter 97\u003c\/p\u003e \u003cp\u003e27 Own It! 99\u003c\/p\u003e \u003cp\u003e28 Three Choices for Your Time 103\u003c\/p\u003e \u003cp\u003e29 Eat the Frog 107\u003c\/p\u003e \u003cp\u003e30 Leverage High-Intensity Activity Sprints 111\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 4: Sell Better\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e31 Don’t Bring Charm to a Gunfight 117\u003c\/p\u003e \u003cp\u003e32 It's the Sales Process, Stupid 121\u003c\/p\u003e \u003cp\u003e33 Qualify Better 123\u003c\/p\u003e \u003cp\u003e34 Deal with Decision Makers 127\u003c\/p\u003e \u003cp\u003e35 Advance with Micro-Commitments 133\u003c\/p\u003e \u003cp\u003e36 Keep the Faith 137\u003c\/p\u003e \u003cp\u003e37 Discover Better 141\u003c\/p\u003e \u003cp\u003e38 Emotional Experience Matters 145\u003c\/p\u003e \u003cp\u003e39 Listen Better 149\u003c\/p\u003e \u003cp\u003e40 Sell Outcomes 155\u003c\/p\u003e \u003cp\u003e41 Close Better 159\u003c\/p\u003e \u003cp\u003e42 Stop Obsessing over Objections 163\u003c\/p\u003e \u003cp\u003e43 Disrupt Decision Deferment 167\u003c\/p\u003e \u003cp\u003e44 Control Your Emotions 173\u003c\/p\u003e \u003cp\u003e45 Be Bigger on the Inside Than You Are on the Outside 177\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 5: Protect Your Turf\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e46 Manage Your Accounts 183\u003c\/p\u003e \u003cp\u003e47 Be Responsive 187\u003c\/p\u003e \u003cp\u003e48 Develop Account Retention Plans 189\u003c\/p\u003e \u003cp\u003e49 Protect Your Prices 195\u003c\/p\u003e \u003cp\u003e50 Be Proactive 201\u003c\/p\u003e \u003cp\u003ePart 6: Protect Your Career\u003c\/p\u003e \u003cp\u003e51 Don’t Complain 207\u003c\/p\u003e \u003cp\u003e52 Be Indispensable 211\u003c\/p\u003e \u003cp\u003e53 Go the Extra Mile 215\u003c\/p\u003e \u003cp\u003e54 Outperform the Dip 219\u003c\/p\u003e \u003cp\u003e55 Be Bold 223\u003c\/p\u003e \u003cp\u003eEpilogue: Always Trust Your Cape 229\u003c\/p\u003e \u003cp\u003eAcknowledgments 231\u003c\/p\u003e \u003cp\u003eAbout the Author 233\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eJEB BLOUNT\u003c\/b\u003e is an acclaimed trainer and international bestselling author of fourteen books, including, \u003ci\u003eVirtual Training, Virtual Selling, Fanatical Prospecting, Sales EQ, People Follow You,\u003c\/i\u003e and \u003ci\u003eInked\u003c\/i\u003e. Through his global training organization Sales Gravy, Jeb and his team help companies of all sizes accelerate sales productivity and revenue growth fast.  \u003c\/p\u003e\u003cp\u003eHitting your numbers when times are good is challenging enough. But we all experience setbacks, defeats, failures, and times of adversity that knock us down and make us question our commitment to our profession. The strongest among us will use these opportunities to refuse to stay down, get back up, dust themselves off, and run headlong back into the challenge.\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eSelling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times\u003c\/i\u003e, celebrated sales accelerator and leader Jeb Blount delivers an invigorating guide to surviving—and thriving—in times of extreme stress. You'll learn to become indispensable, turn off negative inputs, manage your time and activity, and consistently hit your numbers even when it seems like life itself has it in for you.\u003c\/p\u003e \u003cp\u003eBlount offers time-tested and practical strategies for maintaining a positive attitude towards sales, keeping your enthusiasm, and finding opportunity in the face of adversity. You’ll also discover how to avoid becoming overwhelmed, eliminate self-pity, and stop asking, \"Why me?\" when your circumstances look bleak. The techniques discussed within will help you consistently exceed your activity targets and demonstrate your willingness to work hard and be a team player.\u003c\/p\u003e \u003cp\u003eAn invaluable roadmap for sales professionals attempting to navigate life’s most significant struggles and challenges, \u003ci\u003eSelling in a Crisis\u003c\/i\u003e walks you through how to convert serious adversity into an opportunity to demonstrate your professionalism and sales skill. It's perfect for salespeople, sales team leaders, and anyone else with professional responsibilities that won't wait until difficult times subside.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eLEARN TO SURVIVE—AND THRIVE—DURING CHALLENGING TIMES AS A SALES PROFESSIONAL\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eSelling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times\u003c\/i\u003e is a hands-on guide for sales professionals doing their best to navigate challenging personal and professional struggles even as they do everything they can to hit their numbers and maintain sales performance. In the book, you'll learn how to survive—and thrive—during those days, weeks, and months where everything seems to go wrong all at once.\u003c\/p\u003e \u003cp\u003eThe author explains practical strategies for how to turn setbacks, defeats, adversity, and failure into an opportunity to demonstrate your professionalism and sales skill. You’ll discover how to \"look up and get up\" as you set and achieve activity targets that ensure you’re engaging prospects and advancing deals with the same, or greater, regularity and consistency than your colleagues.\u003c\/p\u003e \u003cp\u003eAn insightful and engaging discussion of how to transform life's most difficult moments into chances to prove your dedication to your work and to your team, \u003ci\u003eSelling in a Crisis\u003c\/i\u003e belongs in the libraries of sales professionals, sales team leaders, managers, and other business leaders responsible for generating revenue.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990005137637,"sku":"NP9781394162352","price":27.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781394162352.jpg?v=1761786185","url":"https:\/\/k12savings.com\/es\/products\/selling-in-a-crisis-isbn-9781394162352","provider":"K12savings","version":"1.0","type":"link"}