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

by Jeb Blount

In an economic downturn, you are going to have those days, weeks, and even months where everything will go wrong. But if you can look up, you can get up. The difference between those who fail in a crisis and those who survive and thrive is when they are knocked down, bruised, and battered, they refuse to stay down. The get back up, dust themselves off, and run headlong back into the game.

In times of crisis, sooner or later we are all going to experience, setbacks, defeat, adversity, failure, and even tragedy. No one is immune. And when it happens, it won't always be easy to maintain a positive attitude, keep your enthusiasm, or see the opportunity in your adversity. When it happens to you, there is a real possibility that you will become overwhelmed, you will feel self-pity, and you will cry out - "why me?" This happens because you are human. But you must find that little voice inside of you that demands that you, "look up, and get up."

In sales, activity is everything. You must be disciplined to manage your time and activity. In a crisis, it's unlikely that you will be consistently hitting your numbers, but you don't want anyone questioning your commitment to daily sales activity or your work ethic. If you are consistently achieving your activity targets, you will engage prospects, you will advance deals through your pipeline, you will close sales, and you will retain customers. Activity is measurable and tangible. When you consistently exceed your activity targets, people can see that you are working hard and a team player. Selling in a Crisis is an indispensable guide that teaches you how to thrive, how to become indispensable, how to turn off negative inputs, and much more.

Genres: Business, Audiobook, Nonfiction

207 pages, Kindle Edition

Published October 18, 2022

Reviews

[Lauren S · Rating 5 out of 5]

First finished book of 2024 was for business. Great book. Very easy, quick read (finished in two days). Takes you back to the basics of selling. I wrote down 35 take-away that stuck with me through this book. Some very basic (but a good reminder) and others with more depth. I highly recommend this book for anyone in the world of selling or business development. Sometimes it’s good to get back to the basics.
… And yes, if you’re unaware, 2024 is considered to be a crisis year in commercial real estate. 🫠

[Austin · Rating 5 out of 5]

I’m a huge Jeb Blount fanboy. This book has gotten me very fired up about building pipeline, not complaining when conditions are tough and trying to be the top rep. Great book to have on your desk so you can reference if you’re ever feeling demotivated!

[Betsy Nieporte · Rating 5 out of 5]

If you are in any type of sales this is the perfect book for you in this shifting economy. My team leader recommended it for our book club and I am glad I read it. Very insightful on what you need to do to get by and not lose market share in this volatile market.

[Jeff edwards · Rating 5 out of 5]

Selling In a Crisis

Genius. Great reminder through seasons.
Looking forward to the next read from Jeb.
My library is great reference in my career.

Jeff Edwards

[Keith Brodhead Jr · Rating 5 out of 5]

The best…

One of the best sales books I’ve ever read that hits the mark especially in this day and economic times. Wow! Quick and pointed read. Thank you Jeb! Thank you!

[Kelly · Rating 5 out of 5]

One sentence summary: Get back to basics, focus on discovery and qualify throughout.

[Tee Jay · Rating 1 out of 5]

Another one of his opportunistic cash grabs during the pandemic.

[Marie Franki · Rating 3 out of 5]

Sales hype. Make cold calls.

[Ivan Ramos · Rating 5 out of 5]

It pretty much covers sales fundamentals that we may sometimes lose sight of. Very short and succinct.