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

by Jeb Blount

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 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.

Genres: Business

256 pages, Hardcover

Published October 18, 2022

Reviews

[Steve Bullington · Rating 5 out of 5]

Sales Pros - I started my career in the midst of a recession and have survived a total of 5 as well as 9/11 and COVID. In all of those experiences, I have found that there are three sales truths:

1. There is a cycle to the financial system. This was not caused by
one event and there is not one event that will end it.

2. There are companies and sales individuals that will not make it
professionally. Companies will fold and sales individuals will
decide this career is not for them.

3. There are companies and sales professionals that will not only
survive but will come out of this cycle better than they were
before.

If you want to be a part of that third truth as a Sales Pro, let me recommend Jeb Blount's newest book Selling In A Crisis. Jeb is one of my favorite authors in any genre and his books have been a go-to, first-day read for me for years.

This is a different book for him. This is not necessarily a step-by-step guide that many of his books have been, this is a daily affirmation of the steps that you as a Sales Pro need to take to thrive in difficult times.

If after reading this book, you feel like there is a gap in your skillset, Jeb then has complete books that will help you dig deep into developing those skills including Fanatical Prospecting, Selling the Price Increase, Objections, Virtual Selling, Inked, Sales EQ and more.

My favorite line in this book is "Deals are won and lost discovery - not in presentations, asking for the sale, handling objections or negotiation. To close sales in a crisis you must discover better."

You have a choice in these times, you can let the tide of these times carry you or you can take control and navigate your own ship. Jeb can help you if you'll take his words and actions to heart.

[Melissa Dunivan-Miller · Rating 5 out of 5]

Taking it back to the fundamentals is no easy task. Jeb Blount reminds all of us of the pitfalls and realities that a recession brings. Anyone wanting a magic wand or a way to get around it, this is not the book for you. We will all get through it, but we have to remember what keeps us one step ahead of our competition and our negative self talk. Doing. Doing the work. Fanatical prospecting, positive attitude and demeanor and above all else- no complaining.
For anyone wanting some real, plain language encouragement and insights, pick up the book. Even better, listen to it on Audible. Jeb Blount narrates his own book and nobody relays Jeb Blount like Jeb Blount.

[Jordan LeClaire · Rating 1 out of 5]

Nothing of substance at all. Don’t waste your money.

[Taylor Graffeo · Rating 5 out of 5]

Good book. Some overlap with his other books but still with practical examples you can use today.