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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:

  1. Describe the six critical selling activities (CSAs) to thrive in tough times.
  2. Seven persuasion techniques to advance the sale in a tough market.
  3. Detail three ways to fill and replenish your pipeline through tough times.

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Selling Through Tough Times

Paul Reilly

As a sales professional, you know that it’s harder to sell in tough times―whether it’s a recession, industry-wide challenge, or global pandemic. You may also have noticed that some salespeople and managers not only survive but thrive through tough times. How do they do it? What do they do to thrive through adversity?

Paul Reilly explaPicture2ins it all in Selling Through Tough Times: Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this eye-opening and indispensable guide, he shows how to develop the right mindset and adapt your skills to prevail in even the most challenging selling climate. His plan includes both immediate, hands-on action plans (including six Daily Mental Flex activities) as well as longer-range strategies to ensure you (and your team) never get caught on the back foot again.

While the principles of selling are constant, Reilly demonstrates how changing your tactics in tough times will not only help you through current difficulties but help you emerge stronger. You’ll discover how to redefine value in customer terms, reposition products and services, and how employ different persuasion tactics. You’ll also learn how to select and pursue the right opportunities, win more deals, and―crucially―protect profit by embracing the “tough timers” mental attitude.

Tough times are inevitable and often unpredictable. But in Selling Through Tough Times, you’ll find the tools and mindset you need to power through them―and come out on top.

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Visit www.ToughTimer.com and complete the 30-Day Tough-Timer Challenge.