Complete Story
10/25/2016
Joseph Ellers
Joe began his sales career in 1978 and sales management responsibilities in 1984. In his career, he has worked with manufacturers, reps, and distributors. His company, Palmetto Associates, has worked with over 1700 customers throughout the world. He has worked with many of the major trade associations and is a long-time faculty member with UID.
He has authored the following books: The Sales Manager’s Handbook; The Best Distribution Sales Book Ever; and Market-Driven Manufacturing (with F. Paul Clipp); along with a handful of history and fiction works.
Ellers has also written numerous articles for such publications as Textile Manufacturing, Quality Digest, Bobbin, Southern Purchaser, Networker, Electronic Distribution Today, Better Repping, The PT Distributor and Tradeshow Week as well as several training programs for the National Management Association.
Bookstore
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 explains 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.
Visit www.ToughTimer.com and complete the 30-Day Tough-Timer Challenge.
