Complete Story
10/11/2024
014. Selling Through Tough Times ((morning)
Instructor: Paul Reilly
Level of Complexity: Intermediate
9:00 AM - 12:00 PM
Every salesperson and sales manager knows that it’s harder to sell in tough times—whether it’s a recession, industry downturn, supply chain disruption, or an extended sales slump. Why is it that some sellers thrive during tough times yet others barely survive? What do they have—and what do they know—that keeps them on top? In this presentation, you will learn how to sell effectively and build mental resilience during a downturn. Selling Through Tough Times is a powerful, inspiring, and hope-filled message. Tough times provide opportunities to innovate and improve. Every seller faces tough times. This uplifting and practical message is your go-to guide to grow your profits and mental resilience in any downturn. Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this presentation, participants will learn the right skills and how to embrace the right mindset to thrive during any downturn.
Learning Objective:
- Describe the six critical selling activities (CSAs) to thrive in tough times.
- Seven persuasion techniques to advance the sale in a tough market.
- Detail three ways to fill and replenish your pipeline through tough times.
Bookstore
Old Dog, New Clicks: Online Industrial and B2B Marketing Know-How for the 21st Century
Bob DeStefano
Two big, related dynamics are changing the field of industrial and B2B marketing: It's an ever-younger crowd with a penchant for the wired and the wireless, and they don't enjoy phone sales calls. They're likely to Google you first, pop over to your website, then check out your social media accounts. How will they find you? What will they find when they do?
