Selling Through Tough Times: Grow Your Profits and Mental Resilience Through any Downturn by Paul Reilly

Author:Paul Reilly [Paul Reilly]
Language: eng
Format: epub
Publisher: McGraw-Hill
Published: 2021-09-27T16:00:00+00:00

CREATING YOUR TOUGH-TIMES PLAN

This section is a step-by-step guide for creating a sales plan for your ideal targets. This planning exercise applies to both prospects and customers. Your tough-times planning guide includes six sections. Each section of the plan has a list of questions to guide your effort. Target planning is a continuous process of gathering information and implementing techniques. A downloadable planning template is available at www.ToughTimer.com.

Your plan may focus on growing new business or protecting existing business. In kung fu, there is an expression that parallels the idea of offensive and defensive selling: the hand which strikes also blocks. Through tough times, it’s critical to focus on new opportunities while protecting existing ones.

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