Selling in a Crisis : 55 Ways to Stay Motivated and Increase Sales in...

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Item specifics

Condition
Brand New: A new, unread, unused book in perfect condition with no missing or damaged pages. See all condition definitionsopens in a new window or tab
ISBN
9781394162352
Category

About this product

Product Identifiers

Publisher
Wiley & Sons, Incorporated, John
ISBN-10
1394162359
ISBN-13
9781394162352
eBay Product ID (ePID)
8057270245

Product Key Features

Book Title
Selling in a Crisis : 55 Ways to Stay Motivated and Increase Sales in Volatile Times
Number of Pages
256 Pages
Language
English
Publication Year
2022
Topic
Sales & Selling / Management, Mentoring & Coaching, Economic Conditions, Sales & Selling / General
Genre
Business & Economics
Author
Jeb Blount
Book Series
Jeb Blount Ser.
Format
Hardcover

Dimensions

Item Height
1.2 in
Item Weight
13.6 Oz
Item Length
8.6 in
Item Width
5.8 in

Additional Product Features

Intended Audience
Trade
Dewey Edition
23
Dewey Decimal
658.85
Table Of Content
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
Synopsis
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: The real secrets to selling more in a crisis The difference between rainmakers and rain barrels and how to find opportunity in adversity Why you must stop swimming naked and put your bathing suit on Why you don't get into buckets with crabs 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 sales secrets of frogs, squirrels, and horses Sutton's Law and why you must go where the money is Why you need more than charm and a great personality to close sales in a crisis The five questions you must answer in the affirmative for every stakeholder How to handle buying commitment objections in a crisis How to protect your turf from competitors and your profits from price decreases Five ways to protect and advancing your career How to be bold and always trust your cape 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.

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