Description
Book SynopsisThe most effective sales strategies for tough economic times
Today''s selling environment is tough, and only getting tougher. The old tactics are no longer working, and the current economy is only making selling more difficult. You need sales tactics and strategies that work now and fast . . . even when no one wants to buy-and tactics and strategies that will work even better when they do want to buy.
How to Sell When Nobody''s Buying is a practical, effective guide to selling even in the toughest of times. This book is packed with new information about creating sales opportunities. Most sales strategies taught today are based on outdated information from ten, twenty, even thirty years ago and they simply don''t work today. You''ll find the tools and information you need to gain confidence, create powerful alliances, profitable social networks, and drive your profits to unprecedented highs. Whether you sell business-to-business or direct to the consumer,
Table of Contents
Acknowledgments ix
Preface xi
Chapter 0 Quick Start: How to Sell More Right Now 1
Chapter 1 Get Real and Get Focused 11
SLUMP BUSTER: AN INTERVIEW WITH SCOTT MARKER 27
Chapter 2 Get Visible: You Have to Be Seen to Sell 33
Chapter 3 Get Connected: How to Find Buyers Who Are Ready to Buy Now 49
Chapter 4 Get Digital and Get Off the Road: Sell to Buyers at Their Desks from Yours 63
Chapter 5 Get Creative: Open New Doors in New Ways 75
SLUMP BUSTER: AN INTERVIEW WITH TODD CARLSON 91
Chapter 6 Get Persuasive: Understand Buyer Psychology to Sell More Now 95
Chapter 7 Get Paid: Getting More Out of Every Sale 107
Chapter 8 Get Leverage: The Art of Mass Influence 115
Chapter 9 Get Them Selling: In Economic Slumps, Good Sales Managers Earn Their Pay 125
SLUMP BUSTER: FOR SALES MANAGERS AND CEOS: AN INTERVIEW WITH DWAYNE SPEAGLE 135
Chapter 10 Final Thoughts 139
Afterword: An Interview with Matt Hoover, Winner of NBC’s The Biggest Loser and Olympic Hopeful 143
Contributing Author Essays 159
How to Sell More Using Social Media Dr. Rachna Jain 161
Disruptive Excellence Ray Cronise 185
How to Effectively Use Facebook to Find Your Ideal Work, Build Your Brand, and Increase Your Sales 197
Mari Smith
How to Sell Real Estate in a Tough Market and Grow Your Business Year after Year at the Same Time 211
Craig Ernst
Bibliography 223
About the Author 227
Index 229
Exclusive Free Video Training Offer 239
