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- Herausgeber: John Wiley & Sons
- Kategorie: Fachliteratur
- Serie: Jeb Blount
- Sprache: Englisch
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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Veröffentlichungsjahr: 2022
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Table of Contents
Cover
Title Page
Copyright
Dedication
PREFACE: Winter Is Coming
PART 1: Mind Your Mindset
1 Rise and Survive
2 Put Your Swimsuit On
3 Be Right Now
4 The Only Three Things You Control
5 Stop Wishing Things Were Easier; Start Making Yourself Better
6 Be Grateful for Adversity
7 Dig for Ponies
8 You Cannot Afford the Luxury of a Negative Thought
9 The Trouble with Doom Scrolling
10 Don't Get into Buckets with Crabs
11 Invest in Yourself
12 Set NEW Goals
13 This Ain't Easy Street
PART 2: The Pipe Is Life
14 Talk with People
15 Become a Relentless, Fanatical Prospector
16 Be the Squirrel
17 Persistence Always Finds a Way to Win
18 Go Where the Money Is
19 Seven Steps to Building Effective Prospecting Sequences
Targeted Lists
Communication Channels
Cadence
Touches
Duration
Pace
Messaging
20 Message Matters
21 When You Hit the Wall of Rejection, Keep Going
22 All Prospecting Objections Can Be Anticipated
23 Do a Little Bit of Prospecting, Every Day
24 One More Call
PART 3: Time Discipline
25 Protect the Golden Hours
26 Work Harder, Longer, and Smarter
27 Own It!
28 Three Choices for Your Time
29 Eat the Frog
30 Leverage High-Intensity Activity Sprints
PART 4: Sell Better
31 Don't Bring Charm to a Gunfight
32 It's the Sales Process, Stupid
33 Qualify Better
34 Deal with Decision Makers
35 Advance with Micro-Commitments
36 Keep the Faith
37 Discover Better
38 Emotional Experience Matters
39 Listen Better
40 Sell Outcomes
41 Close Better
42 Stop Obsessing over Objections
43 Disrupt Decision Deferment
44 Control Your Emotions
45 Be Bigger on the Inside Than You Are on the Outside
PART 5: Protect Your Turf
46 Manage Your Accounts
47 Be Responsive
48 Develop Account Retention Plans
49 Protect Your Prices
50 Be Proactive
PART 6: Protect Your Career
51 Don't Complain
52 Be Indispensable
53 Go the Extra Mile
54 Outperform the Dip
55 Be Bold
Epilogue: Always Trust Your Cape
Acknowledgments
About the Author
End User License Agreement
Guide
Cover
Title Page
Copyright
Dedication
Preface: Winter Is Coming
Table of Contents
Begin Reading
Epilogue: Always Trust Your Cape
Acknowledgments
About the Author
End User License Agreement
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More Books by Jeb Blount
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Inked: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal (Wiley 2020)
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Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No (Wiley 2018)
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People Love You: The Real Secret to Delivering Legendary Customer Experiences (Wiley 2013)
People Follow You: The Real Secret to What Matters Most in Leadership (Wiley 2011)
People Buy You: The Real Secret to what Matters Most in Business (Wiley 2010)
SELLING IN A CRISIS
55 WAYS TO STAY MOTIVATED AND INCREASE SALES IN VOLATILE TIMES
JEB BLOUNT
SALESGRAVY.COM
Copyright © 2023 by Jeb Blount. All rights reserved.Published by John Wiley & Sons, Inc., Hoboken, New Jersey.
Published simultaneously in Canada.
No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 750-4470, or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permission.
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Library of Congress Cataloging-in-Publication Data is Available:
ISBN 9781394162352 (Hardback)ISBN 9781394162369 (ePub)ISBN 9781394162376 (ePDF)
COVER DESIGN: PAUL MCCARTHYCOVER ART: GETTY IMAGES / OXINOXI
For Brad Adams. You are one of a kind: a good friend, a wonderful brother-in-law, a master trainer who makes a positive and lasting impact on every participant and customer you engage.
You can't stop the waves, but you can learn to surf.
—JON KABAT-ZINN
Winter is coming. We know what comes with it.
—JON SNOW, GAME OF THRONES
PREFACEWinter Is Coming
Nature runs on a cycle: spring, summer, fall, and winter. There are seasons of abundance and seasons of scarcity, seasons of renewal and seasons of growth.
Look around you. In relationships, business, sports, sales, and life, the principles of renewal, growth, abundance, and scarcity are present in every facet of our existence.
It is the same for the economy, even though most people seem to conveniently forget this basic truth. When the economy is growing, we tend to believe that it will grow indefinitely. We feel invincible as we take on more risk and lower our guard.
During times of growth and abundance, when things are booming, there is the tendency to ignore the basics and abandon fundamentals. We become complacent as we sail on smooth waters.
We assume that we are succeeding because we are so awesome at doing what we do. But as the saying goes, don't confuse a bull market with brains. During cycles of abundance, even the weak can succeed.
Then, as the summer sun fades, trees go dormant, animals head into hibernation and we’re left freezing in the cold without a coat, we act as if we didn’t know better. Winter is always coming, but somehow we choose to forget what comes with it. That is the nature of cycles.
Recessions and economic downturns exist to expose our fragility and to build strength and resolve. They are the swift kick in the rear that sales professionals and business leaders require to get back to the basics and execute at a higher level.
It's a challenge to separate the good salespeople from the mediocre ones when the high tide is lifting all boats. It's low tide that reveals the truth about their skills.
Down cycles punish foolishness and poor judgment, weed out the incompetent, and expose salespeople who have strayed from the fundamentals, while the true rainmakers surge to new heights. Now that winter is here, your challenge is to look at the world through different eyes.
PART 1Mind Your Mindset
1Rise and Survive
In a crisis, getting out of the box is more than some caption on a motivational poster in the conference room. It means life or death for the entire enterprise.
Suddenly, there is a sense of urgency to improve. To get back to the basics. Everyone, from the CEO to the frontline sales professionals and account managers, must learn, adapt, and change. YOU must get better, because survival depends on it. Those who don't, go extinct.
It's natural to wish that things were different. It stinks to worry about where your next sale and commission will come from, where you will find new customers, and how you will hold on to the ones you have. It is depressing to watch your retirement plan shrink, see your customers go out of business, and deal with the never-ending stream of bad news piped through the TV and social media.
The key to outselling a crisis is action. The strong look forward, not backward. Those who quickly adapt and innovate thrive. The determined and persistent win. The rainmakers find a way to make it rain.
In volatile times, the salespeople who rise and survive are the ones who become disciplined, focus on the fundamentals of sales, make smart choices, and maintain a winning mindset. There will certainly be doors that close, but there will be many, many more that open. Your success in capturing these opportunities lies in your willingness to create a new vision for your future, energize yourself, do the hard work, and resolve to look through the windshield rather than in the rearview mirror.
I'm not going to presume to tell you that the fear of losing your customers, job, house, commissions, or retirement account is unfounded. It's not. I'm certainly not going to deliver an empty message telling you that if you just manage your attitude everything else will work out. Though attitude is very important, attitude without smart moves and action will hurt you in this difficult environment.
Instead, my objective is to provide you with actionable advice you can use right now to outsell this crisis. I am going to give you direct, easy-to-consume tips and tactics for staying motivated, protecting your income, advancing your career, gaining a winning edge, and thriving as a sales professional while those around you flounder. You will learn how to build and maintain a winning pipeline, continue to close deals, and retain your customers.
Sales professionals who leverage this crisis to become more efficient and effective – those who are able to do more with less – will have a distinct competitive advantage as the cycles of renewal and growth return.
With the weak culled out of the marketplace and the underperformers cleaned off the payroll, sales excellence will return. Disciplined sales professionals who faithfully execute the fundamentals will outmatch their competitors, take market share, and watch as their incomes soar.
Soon, not only will you outsell the crisis, you will rise from this terrible situation just as the phoenix rises from the ashes – faster, sleeker, and more powerful.
2Put Your Swimsuit On
It was the bottom of the fourth inning in our first game of the season, and our team was up six to nothing. The parents on our side were cheering. Our kids, singing from the dugout, had their shoulders up and their heads held high.
This was a sharp contrast to the mood a month earlier at our first practice. Then the team looked like the kids from the Bad News Bears. We had a deep talent deficit, and things looked bleak. All of the parents geared up for a losing season.
Jody, our coach, saw things differently. At each practice he gave the players the same short speech. He told them that the key to winning in baseball was excelling at pitching strikes, fielding the ball, getting hits, and running bases. He placed intense focus on practicing the basic fundamentals of baseball.
Coach Jody patiently ran the same drills at each practice. Soon, things started to click for our motley crew. As their skills developed, confidence followed. My son learned more about the game of baseball in one month than he had in the previous five years. In just a few short weeks these Bad News Bears had developed into a team of winners.
A month later, in our first game, we trounced the most talented team in the league. As another one of our kids rounded third and slid into home, the opposing coach threw his clipboard to the ground in frustration. He came to the field expecting to win, but could not find a chink in our armor.
The one common characteristic that defines all consistent top performers in any field is focus on, practice of, and adherence to the basic building blocks and fundamentals of their profession.
It is impossible to become a professional baseball player without mastering throwing, catching, running, and hitting. You cannot become a doctor if you have not mastered an understanding of human anatomy. You will never play violin in an orchestra if you haven't mastered notes and scales. Likewise, excellence in sales requires you to master time management, prospecting, qualifying, discovery, listening, advancing, presenting, objections, negotiation, and closing.
Warren Buffett once quipped that “only when the tide goes out do we get to see who has been swimming naked.” During the good times, the failure to honor the fundamentals is masked by the booming economy. Undisciplined, lazy sales reps can float along with the current.
Mediocrity and the failure to respect the fundamentals is magnified in a financial crisis. And once the ocean recedes, if you're skinny-dipping, you will be exposed.
