On today’s episode of The Sales Evangelist, Donald speaks with professional speaker, author, and sales trainer, Paul Reilly. They discuss Paul’s book “Selling Through Tough Times”, how to thrive through a downturn, and 6 steps to staying mentally strong.
A “Tough Timer” mindset
- A tough-timer mindset is about finding the opportunity in a struggle, being steadfast, and staying humble.
- During tough times, progress is more important than performance. When you are facing tough times you need to continue to progress toward your goal, this will help you to stay motivated.
Daily mental flex
Paul has developed six steps to help you stay mentally strong.
- Gratitude
- Continuous improvement
- Self-discipline
- Positive reframing
- Pruning negativity and planting positivity
- Make success easier tomorrow by taking action today
Anyone can utilize these six steps no matter how much experience you have as a seller.
What do buyers think during tough times?
- Customers buy differently during tough times and you need to understand how your customers define value during difficult moments.
- People are often fearful during uncertain times and often hit the pause button in order to conserve cash.
How can you position yourself for success during tough times?
- Focus your time, energy, and effort on the most viable sales opportunities. Detail what business you are trying to avoid so that you can limit wasted time.
- Shift your customers’ attention to the future and help them remember their goals.
Episode Resources
- Go to Toughtimer.com and submit your email address for a free chapter of “Selling Through Tough Times” about crafting your customer message.
- Connect with Paul on LinkedIn
This episode is brought to you in part by LinkedIn.
The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE.
This episode is brought to you in part by Scratchpad.
Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.
Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com.
This episode is brought to you in part by Calendly.
The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE.
This episode is brought to you in part by Skipio.
Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.
But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.