How To Sell When Nobody's Buying: (And How to Sell Even More When They Are)

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