Selling in Tough Times Secrets to Selling When No One Is Buying

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Edition: Reprint
Format: Paperback
Pub. Date: 2011-02-07
Publisher(s): Business Plus
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Summary

Tough Times can be brought on by any number of factors: a down economy, Mother Nature, shifts in customers' needs, national tragedy--the list goes on and on. These types of changes can be extremely disruptive, even paralyzing, when we're not prepared for them. While many see no other option than to "sit tight" and "ride things out" when crisis strikes, true career professionals in selling understand that the only way to deal with adversity is to meet it head-on. That's why a positive attitude and a proactive approach to problem-solving are two of the most essential ingredients for success in selling--and why those who embrace them not only to survive but thrive, even in the most difficult of circumstances. Now, in his latest book, SELLING IN TOUGH TIMES, world-renowned selling expert Tom Hopkins puts his real-world , in-the-trenches experience to work and shares his plan to reverse the momentum of tough times--and even capitalize on them. With exercises to help you discover previously overlooked opportunities and eliminate waste, along with out-of-the-box methods for recruiting new customers and key tips on how to solidify your existing business, Hopkins gives you powerful ways to spur sales now and for years to come. Learn how to: Mine your client list to generate new leads Keep--and reward--your current customers so that they're loyal for life. Reduce the sales resistance that plagues tough times with tactics that overcome consumers' fears. Woo clients from your competition with 12 new strategies specially tailored for tough times. Cycles will come and go, but the principles of great selling and those who live by them stand firm. Find out how you can achieve your maximum selling potential, whatever the business climate, in SELLING IN TOUGH TIMES today.

Author Biography

Tom Hopkins is the founder and president of the renowned sales training service Tom Hopkins International. He is a member of the National Speakers Bureau and speaks and teaches seminars frequently around the world. He is the author of the national bestseller How to Master the Art of Selling.

Table of Contents

Introductionp. xv
What a Selling Career Really Isp. 1
The Causes of Tough Times
Selling Is Serving
The Selling Career Commitment
Steeling Yourself for Survival
Your Ethics When Times Are Tough
What Kind of Salesperson Are You?p. 23
Your Selling Style
Traits of the Top Sales Pros
How's Your Ego?
Your Fame Around the Office
How Do You Handle a Slump?
Changing Your Tactics
Going Back to the Fundamentals of Selling
What Stage of the Cycle Is Your Business in Now? (And What to Do About It)p. 51
What to Do When Just Your Industry Takes a Hit
What to Do When Facing a Challenging Cycle
Going Back to Basics: Where to Beginp. 68
How Many Steps Do You Use When Selling?
Why Should Someone Purchase from You?
What Makes You Likable?
How Do You Build Trust?
When You Finally Know They're Listening, What Do You Say?
It's Time to Get Them Talking
Summarize, Summarize
When You Think They're Ready to Go Ahead
Start by Keeping the Business You Havep. 87
What to Send
When You Have Something New to Share
Going the Extra Mile with Service
How to Approach the Unintentionally Neglected Client
Human Contact
Loyalty-Building Campaigns
Success Is in Who You Already Knowp. 106
When Your Company Goes Out of Business or Downsizes
When the Competition Goes Down
Getting Introductions from Nonclients
Whose List Are You On?
The Power of Positive Press
Expand Your Circle
How to Quickly Determine If Someone Is an Ideal New Client for Youp. 126
Where to Find Qualified Clients
Getting Potential Clients to Talk
The Power of Effective Qualifying
The Product Will Serve Their Needs, but Are They Ready to Own?
When It's Time to Work with More Clients
Qualify All the Time
Eliminating Money Concerns
Reducing Sales Resistancep. 148
Brick by Brick
Poor Decision Makers
What Are Clients Afraid Of?
Converting Clients from the Competitionp. 170
Anticipate the Competition Objection
When an Existing Client Considers the Competition
Gaining Business from the Competition
Closes That Help Clients Overcome Fearp. 191
When Decision Makers Procrastinate
Catch Me, Catch Me
Is There Enough Trust?
Closes for Challenging Situations
Methods for Cutting Costs While Continuing to Appear Successfulp. 211
Belt-Tightening Tips for Sales Pros
Cost-Cutting Measures for Businesses
Sharing the Wealth (or Savings)
Selling Is Servicep. 228
Serving the Masses
Serving Your Own Needs
Negate the Effects of Negativity
Train Yourself to Succeed
Reference Materialp. 239
Indexp. 241
Table of Contents provided by Ingram. All Rights Reserved.

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