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Selling in Tough Times: Secrets to Selling When No One Is Buying
Tough Times can be brought on by any number of 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
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.
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
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.
- GenresBusinessNonfiction
272 pages, Hardcover
First published January 1, 2010
33 people are currently reading
228 people want to read
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Displaying 1 - 11 of 11 reviews
October 2, 2020
We are all in the business of sales. Don't believe me? Have you had to ask your boss for a raise? Sales. Ever negotiated with your spouse about a big purchase? Sales. Planned a discussion with your parents about certain privileges? Sales. Winning people to your way of thinking is all part of an effective sales process.
Tom Hopkins delivers some very practical sales advice. Boiled down, in a tough environment or low sales market, return to the basics and approach it the old fashioned way. There are maybe a handful of new tools/ideas to embrace but don't come looking for a magic formula. There is also not a sales process discussion but some overall practical sales advice. Good book to go through and a reminder with excellent advice.
Tom Hopkins delivers some very practical sales advice. Boiled down, in a tough environment or low sales market, return to the basics and approach it the old fashioned way. There are maybe a handful of new tools/ideas to embrace but don't come looking for a magic formula. There is also not a sales process discussion but some overall practical sales advice. Good book to go through and a reminder with excellent advice.
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January 19, 2018"Selling is a cyclical business and...you need to enjoy the highs, while preparing for the lows" (22).
"You may think that introverts wouldn't make good salespeople, but that's an old stereotype. In reality, introverts often do better than extroverts in sales. Yes, they may tend more toward an inner focus, but because of that they better understand the inner workings of the minds of potential clients. They tend to be more empathetic than the extroverts of the world, and empathy plays a key role in every selling situation" (26-7).
"The key is to understand that everything you do and say matters when attempting to reduce sales resistance or to keep it at bay. Your initial efforts are getting people to like you, trust you, and want to listen to you are critical to the shape and size of any wall of sales resistance" (153).
"Everything you say and do is so you can have clients who like you, trust you, and want to listen to you" (169).
"Hopefully by now you see the pattern with the most effective closing strategies:
1. Agree with whatever the potential client is saying.
2. Turn them around with stories, questions, quotes, examples, testimonials.
3. Create a sense of urgency.
4. Act as if the decision is already made in favor of owning your product or service.
5. Ask clearly and directly for the sale" (210).
"We grow in direct proportion to the number of people we meet and serve" (238).
"You may think that introverts wouldn't make good salespeople, but that's an old stereotype. In reality, introverts often do better than extroverts in sales. Yes, they may tend more toward an inner focus, but because of that they better understand the inner workings of the minds of potential clients. They tend to be more empathetic than the extroverts of the world, and empathy plays a key role in every selling situation" (26-7).
"The key is to understand that everything you do and say matters when attempting to reduce sales resistance or to keep it at bay. Your initial efforts are getting people to like you, trust you, and want to listen to you are critical to the shape and size of any wall of sales resistance" (153).
"Everything you say and do is so you can have clients who like you, trust you, and want to listen to you" (169).
"Hopefully by now you see the pattern with the most effective closing strategies:
1. Agree with whatever the potential client is saying.
2. Turn them around with stories, questions, quotes, examples, testimonials.
3. Create a sense of urgency.
4. Act as if the decision is already made in favor of owning your product or service.
5. Ask clearly and directly for the sale" (210).
"We grow in direct proportion to the number of people we meet and serve" (238).
March 11, 2013
This book had a lot of good information but I found that it was the same stuff in a lot of other sales books. I didn't see a whole lot that jumped out at me that I didn't already see in other books. However, I did see some good inspirational quotes and it did give a lot of good information, as I said. I just think this is another sales book as opposed to being a niche book about selling in a bad economy
December 8, 2015
Un libro fácil de leer y sin excesivas ideas teóricas sobre el mundo de la venta.
Se centra en que, como todo en la vida, la venta va por ciclos económicos, de empresa y personales y que tendremos momentos de expansión, de recesión de mantenimiento y de depresión y el autor explica cómo actuar en los momentos que no son expansivos o de mantenimiento.
Comienza explicando lo que es la profesión de vendedor y preguntándote que tipo de vendedor eres y en que ciclo se encuentra tu negocio. Es una parte básica que está bien pensada y descrita en el libro
Continúa con lo básico: ¿qué vendes? ¿por qué te tienen que comprar a ti? ¿cómo llevar una entrevista de ventas? …
En los siguientes capítulos indica que en los tiempos difíciles, lo primero es conservar el negocio que tienes y ofrece pautas para ello y en la calificación de nuevos posibles clientes y la importancia que esto tiene (esta capítulo me parece muy bueno y aconsejable).
Sigue con la entrevista de ventas y cómo vencer la resistencia a la compra y reducir los temores del comprador y trata algunos aspectos del cierre de la venta. Esta parte es bastante básica, si tienes experiencia en ventas, seguramente ya lo hayas tratado y estudiado con más detalle, aunque nunca está de más que te lo recuerden.
Acaba con ideas sobre cómo “apretarse el cinturón” en donde no aporta novedad alguna y termina cerrando recordando la importancia de que la venta es servicio y de que debes entrenarte para realizarlo.
Es un libro sin excesivas pretensiones que se lee de forma sencilla y que, sin ser ninguna joya, volveré a leer, ya que estoy seguro de que en lecturas ulteriores seguiré sacando aspectos importantes que se podrán aplicar a mi práctica de ventas.
Se centra en que, como todo en la vida, la venta va por ciclos económicos, de empresa y personales y que tendremos momentos de expansión, de recesión de mantenimiento y de depresión y el autor explica cómo actuar en los momentos que no son expansivos o de mantenimiento.
Comienza explicando lo que es la profesión de vendedor y preguntándote que tipo de vendedor eres y en que ciclo se encuentra tu negocio. Es una parte básica que está bien pensada y descrita en el libro
Continúa con lo básico: ¿qué vendes? ¿por qué te tienen que comprar a ti? ¿cómo llevar una entrevista de ventas? …
En los siguientes capítulos indica que en los tiempos difíciles, lo primero es conservar el negocio que tienes y ofrece pautas para ello y en la calificación de nuevos posibles clientes y la importancia que esto tiene (esta capítulo me parece muy bueno y aconsejable).
Sigue con la entrevista de ventas y cómo vencer la resistencia a la compra y reducir los temores del comprador y trata algunos aspectos del cierre de la venta. Esta parte es bastante básica, si tienes experiencia en ventas, seguramente ya lo hayas tratado y estudiado con más detalle, aunque nunca está de más que te lo recuerden.
Acaba con ideas sobre cómo “apretarse el cinturón” en donde no aporta novedad alguna y termina cerrando recordando la importancia de que la venta es servicio y de que debes entrenarte para realizarlo.
Es un libro sin excesivas pretensiones que se lee de forma sencilla y que, sin ser ninguna joya, volveré a leer, ya que estoy seguro de que en lecturas ulteriores seguiré sacando aspectos importantes que se podrán aplicar a mi práctica de ventas.
August 4, 2014
Desde Leader Summaries recomendamos la lectura del libro Vender en tiempos difíciles, de Tom Hopkins.
Las personas interesadas en las siguientes temáticas lo encontrarán práctico y útil: marketing y ventas, las mejores técnicas de ventas.
En el siguiente enlace tienes el resumen del libro Vender en tiempos difíciles, Secretos para vender cuando nadie está comprando: Vender en tiempos difíciles
Las personas interesadas en las siguientes temáticas lo encontrarán práctico y útil: marketing y ventas, las mejores técnicas de ventas.
En el siguiente enlace tienes el resumen del libro Vender en tiempos difíciles, Secretos para vender cuando nadie está comprando: Vender en tiempos difíciles
September 4, 2016
It's my first time reading Tom Hopkins book. Find that it's kinda bored at first but managed to convince myself to keep reading it.
And yes, I pick many valuable lessons from this book right here. There's always so much more to know about selling and make no mistake that Tom is one of the best selling guru out there.
Invest your time on this book. It will be worth it
And yes, I pick many valuable lessons from this book right here. There's always so much more to know about selling and make no mistake that Tom is one of the best selling guru out there.
Invest your time on this book. It will be worth it
November 22, 2015
A fantastic read! I've personally read this title seven times! Every now and again when you think the task in hand is too great - revert back to this book and you'll be amazed at the transformation & outcome!
Want to read
January 3, 2010Sounds like an on time read!!
March 30, 2011
great Book, couldn't put it down
February 23, 2010
This was the first book I've ever won through Goodreads! I found it very easy to read, thought it was great how it was broken down to sections in each chapter finishing with a summary.
September 30, 2016
Lots of good stuff in here. Not so much about tough times, but good advice on selling anytime.
Displaying 1 - 11 of 11 reviews