Selling In A Crisis

Find the motivation and confidence to stay on top when everything hits the fan In volatile times, it is hard to sell. It seems like every company is on a spending freeze, cutting back, or pushing off making decisions. Buyers become scarce and the competition for the few that are still buying is fierce. People don’t want to meet with you, objections are harsher, customers cancel orders and contracts on a whim and pressure you for price decreases. Yet, you are still under the same pressure to make your sales number. If you don't, your income will take a hit. Don’t even mention the 401(k) that you are afraid to even look at with the markets in free fall. In this situation, it’s natural to feel stressed out and feel demotivated. In Selling in a Crisis, the world’s most sought-after sales trainer Jeb Blount delivers an essential blueprint for staying motivated, keeping your pipeline full, increasing sales, retaining your customers, and advancing your career in times of uncertainty and change. In his classic, no-nonsense style, Jeb gives you 55 easy to consume tips, techniques, and tactics that are time-tested and proven to help you stay on top when everything and everyone else is down. You’ll also discover: The real secrets to selling more in a crisis The difference between rainmakers and rain barrels and how to find opportunity in adversity Why you must stop swimming naked and put your bathing suit on Why you don’t get into buckets with crabs How to be a RIGHT NOW sales professional 7 Steps of Effective Prospecting Sequences and how to be professionally persistent How to adjust sales messaging to meet the moment The sales secrets of frogs, squirrels, and horses Sutton’s Law and why you must go where the money is Why you need more than charm and a great personality to close sales in a crisis The five questions you must answer in the affirmative for every stakeholder How to handle buying commitment objections in a crisis How to protect your turf from competitors and your profits from price decreases Five ways to protect and advancing your career How to be bold and always trust your cape And so much more . . . Jon Kabat-Zinn once said, "You can't stop the waves, but you can learn to surf." This is exactly what you’ll learn to do in this indispensable guide for sales professionals who are navigating the rough seas of volatility. With each chapter you will find the motivation, inspiration, and confidence catch to rise above the negativity, catch your wave, and take control of your life, career, mindset, and income.

The EU and the US responded to the global financial crisis by changing the rules for the functioning of financial services and markets and by establishing new oversight bodies. With the US Dodd–Frank Act and numerous EU regulations and directives now in place, this book provides a timely and thoughtful explanation of the key elements of the new regimes in both regions, of the political processes which shaped their content and of their practical impact. Insights from areas such as economics, political science and financial history elucidate the significance of the reforms. Australia's resilience during the financial crisis, which contrasted sharply with the severe problems that were experienced in the EU and the US, is also examined. The comparison between the performances of these major economies in a period of such extreme stress tells us much about the complex regulatory and economic ecosystems of which financial markets are a part.

Based on twelve months of in-depth ethnographic research in Japan with retailers, customers, wholesalers, writers and craftspeople, Selling the Kimono is a journey behind the scenes of a struggle to adapt to difficult economic conditions and declining demand for the kimono. The kimono is an iconic piece of clothing, instantly recognised as a symbol of traditional Japanese culture. Yet, little is known about the industry that makes and sells the kimono, in particular the crisis this industry is currently facing. Since the 1970s, kimono sales have dropped dramatically, craftspeople are struggling to find apprentices, and retailers have closed up shop. Illuminating recent academic investigations into the lived experience of economic crisis, this volume presents a story of an industry in crisis, and the narratives of hope, creativity and resilience that have emerged in response. The ethnographic depth and theoretical contribution to understanding the effects of economic crisis and the transformation of traditional culture will be of broad interest to students, academics and the general public.

Gold Medal Winner, General Business, 2012 Axiom Business Book Awards Understanding the post-crisis consumer In Spend Shift, John Gerzema, world-renowned expert on consumer values, and Pulitzer prizewinning author Michael D'Antonio document the rise of a vibrant, values-driven post-recession economy. To tell the story of this movement, the authors travel to large cities and small towns across eight bellwether states, to examine the value shifts sweeping the nation. Through in-depth observation, proprietary data from Young & Rubicam, and interviews with experts, the authors analyze the changing consumer psyche, document the five shifting values and consumer behaviors that are remaking America and the world, and explain what it means to businesses and leaders. Explores a movement in society where the majority of American consumers are embracing both value and values Shows how post-crisis consumer expectations and behaviors will drive business decisions Draws on interviews with CEOs and entrepreneurs to reveal how companies like Ford and Etsy are reconnecting with the post-crisis consumer Compelling and insightful, Spend Shift is essential reading for anyone interested in how values are changing and how businesses can connect with consumers after the recession.

Crises happen. When they do, organizations must learn to effectively communicate with their internal and external stakeholders, as well as the public, in order to salvage their reputation and achieve long-term positive effects. Ineffective communication during times of crisis can indelibly stain an organization’s reputation in the eyes of both the public and the members of the organization. The subject of crisis communication has evolved from a public relations paradigm of reactive image control to an examination of both internal and external communication, which requires proactive as well as reactive planning. There are many challenges in this text, for crisis communication involves more than case analysis; students must examine theories and then apply these principles. This text prepares students by: Providing a theoretical framework for understanding crisis communication Examining the recommendations of academics and practitioners Reviewing cases that required efficient communication during crises Describing the steps and stages for crisis communication planning Crisis Communication is a highly readable blend of theory and practice that provides students with a solid foundation for effective crisis communication.

Although now a growing and respectable research field, crisis management—as a formal area of study—is relatively young, having emerged since the 1980s following a succession of such calamities as the Bhopal gas leak, Chernobyl nuclear accident, Space Shuttle Challenger loss, and Exxon Valdez oil spill. Analysis of organizational failures that caused such events helped drive the emerging field of crisis management. Simultaneously, the world has experienced a number of devastating natural disasters: Hurricane Katrina, the Japanese earthquake and tsunami, etc. From such crises, both human-induced and natural, we have learned our modern, tightly interconnected and interdependent society is simply more vulnerable to disruption than in the past. This interconnectedness is made possible in part by crisis management and increases our reliance upon it. As such, crisis management is as beneficial and crucial today as information technology has become over the last few decades. Crisis is varied and unavoidable. While the examples highlighted above were extreme, we see crisis every day within organizations, governments, businesses and the economy. A true crisis differs from a "routine" emergency, such as a water pipe bursting in the kitchen. Per one definition, "it is associated with urgent, high-stakes challenges in which the outcomes can vary widely (and are very negative at one end of the spectrum) and will depend on the actions taken by those involved." Successfully engaging, dealing with, and working through a crisis requires an understanding of options and tools for individual and joint decision making. Our Encyclopedia of Crisis Management comprehensively overviews concepts and techniques for effectively assessing, analyzing, managing, and resolving crises, whether they be organizational, business, community, or political. From general theories and concepts exploring the meaning and causes of crisis to practical strategies and techniques relevant to crises of specific types, crisis management is thoroughly explored. Features & Benefits: A collection of 385 signed entries are organized in A-to-Z fashion in 2 volumes available in both print and electronic formats. Entries conclude with Cross-References and Further Readings to guide students to in-depth resources. Selected entries feature boxed case studies, providing students with "lessons learned" in how various crises were successfully or unsuccessfully managed and why. Although organized A-to-Z, a thematic "Reader's Guide" in the front matter groups related entries by broad areas (e.g., Agencies & Organizations, Theories & Techniques, Economic Crises, etc.). Also in the front matter, a Chronology provides students with historical perspective on the development of crisis management as a discrete field of study. The work concludes with a comprehensive Index, which—in the electronic version—combines with the Reader's Guide and Cross-References to provide thorough search-and-browse capabilities. A template for an "All-Hazards Preparedness Plan" is provided the backmatter; the electronic version of this allows students to explore customized response plans for crises of various sorts. Appendices also include a Resource Guide to classic books, journals, and internet resources in the field, a Glossary, and a vetted list of crisis management-related degree programs, crisis management conferences, etc.

In today's volatile work environment, avoiding disaster is more important than ever. Crisis Management helps managers identify, manage, and prevent potential crises. Full of tips and tools on how to prepare an emergency list and how to utilize precrisis resources, this book shows managers how to shepherd their teams from crisis to success. The Harvard Business Essentials series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Drawing on rich content from Harvard Business School Publishing and other sources, these concise guides are carefully crafted to provide a highly practical resource for readers with all levels of experience and are especially valuable for the new manager. To assure quality and accuracy, a specialized content adviser from a world-class business school closely reviews each volume. Whether you are a new manager seeking to expand your skills or a seasoned professional looking to broaden your knowledge base, these solution-oriented books put reliable answers at your fingertips.

Based on leading empirical psychological research from around the world, this book offers valuable insights on women who sell sex. It synthesizes the extensive body of scholarly work on the topic of women selling sex from a psychological perspective in order to understand why women choose to do so. In turn, the book highlights a range of important sociocultural contexts surrounding the sale of sex that are major sources of stress, and examines how women cope with these circumstances. Illustrating the multi-faceted nature of selling sex, the book will contribute to debates on individual and societal responses to this major sociopolitical—and at the same time, deeply personal—issue. Including original case material and outlining future directions for researchers, it offers an informative and engaging resource for academics, researchers, students and professionals around the globe.

The current economic crisis in East Asia is unprecedented in world economic history. It seemed the economic strength of the region, until very recently, would just keep growing. Now, the macroeconomic achievements of Asia are under threat and the economies of North America and Europe are feeling the results. This book brings together the thoughts of leading experts on the Asian economy and provides a broad and thorough analysis of the situation. It provides case studies from fourteen countries in the region, how the crisis developed and affected them, and the response from governments. There are other non-country specific chapters with a strong theoretical content which address issues such as causation, how such a crisis should be handled, how it might be avoided in the future, and the likely implications for on-going deregulatory and other economic reforms. This is an important authoritative account of one of the most extraordinary economic events and provides a broad synthesis of case studies and theoretical approaches from a variety of researchers with an intimate knowledge of the region.

The revised and updated fourteenth edition of Investments: Analysis and Management explains the essentials of investing and supports good investment decisions. More than a simple introduction to the subject, this comprehensive textbook prepares students to handle real-world investment problems and controversies in a clear and accessible manner. Emphasizing readability, Authors Charles Jones and Gerald Jensen minimize complex formulas and simplify difficult material—enabling students of all levels and backgrounds to follow the entire discussion and delve further into the subject. Ideally suited for beginning courses in investments, this textbook is designed as a practical guide to help students gain foundational knowledge of investing and develop the analytic skills necessary for deciphering investment issues. Carefully organized chapters guide students through fundamental investing concepts, portfolio and capital market theory, common stock analysis and valuation, fixed-income and derivative securities, the specifics of security analysis and portfolio management, and more. A broad range of pedagogical tools—including bulleted summaries, numbered examples, spreadsheet exercises, computational problems, and an extensive set of chapter review questions—strengthens student comprehension and retention.

Since the 2007 2008 global financial crisis, there has been much debate about the role of financial regulation and the causes of financial instability in the industry. Where studies commonly question the value of a regulated rather than free market , this book focuses on the differentiation of 'good regulation' and 'bad regulation'. This book highlights the need for financial regulation to combat corruption, and the integral link that exists between corruption and financial instability. The author evaluates the benefits and shortcomings of specific types of regulation, drawing on recent examples to illustrate each argument. The book presents compelling arguments for the regulation of leverage, liquidity, payday loans and securitisation; and debates the negative aspects of the regulation of short selling, and high-frequency trading, and of Basel-style banking regulation. The author argues that there is no free-market solution to financial instability, and rejects the idea of 'too big to fail'.

Public organizations are increasingly expected to cope with crisis under the same resource constraints and mandates that make up their normal routines, reinforced only through collaboration. Collaborative Crisis Management introduces readers to how collaboration shapes societies’ capacity to plan for, respond to, and recover from extreme and unscheduled events. Placing emphasis on five conceptual dimensions, this book teaches students how this panacea works out on the ground and in the boardrooms, and how insights on collaborative practices can shed light on the outcomes of complex inter-organizational challenges across cases derived from different problem areas, administrative cultures, and national systems. Written in a concise, accessible style by experienced teachers and scholars, it places modes of collaboration under an analytical microscope by assessing not only the collaborative tools available to actors but also how they are used, to what effect, and with which adaptive capacity. Ten empirical chapters span different international cases and contexts discussing: Natural and "man-made" hazards: earthquakes, hurricanes, wildfires, terrorism, migration flows, and violent protests Different examples of collaborative institutions, such as regional economic communities in Africa, and multi-level arrangements in Canada, the Netherlands, Turkey, and Switzerland Application of a multimethod approach, including single case studies, comparative case studies, process-tracing, and "large-n" designs. Collaborative Crisis Management is essential reading for those involved in researching and teaching crisis management.

A newly updated edition of a concise and evidence-based approach to strategic crisis leadership.

Tourism destinations are traditionally dominated by small and medium-sized enterprises that provide a wide range of products to tourists such as accommodation, travel services, transportation, recreation and entertainment, and food and beverage services. New knowledge and global risks have emerged, and small and medium-sized tourism enterprises (SMTEs) are now highly vulnerable. Recently, the COVID-19 pandemic has hit the whole world and caused a change in the tourism paradigm. Many SMTEs around the world have been severely affected by the need to completely shut down their activities for months, and expectations for recovery in the medium term are not optimistic. SMTEs do not have the capacity and increased resources—financial, human, operational—of large companies to prepare for crisis contingencies (planning) and respond to the challenges they face. They simply do not have the resources or knowledge for risk analysis and the creation of crisis teams or plans. This is an area of growing importance and concern, both in the public and private sectors, where specific research and more in-depth knowledge are needed. Risk, Crisis, and Disaster Management in Small and Medium-Sized Tourism Enterprises connects research in the field of crisis management with the risks affecting small and medium-sized tourism enterprises. The book presents prevailing research on SME-related planning, response, and recovery during crisis situations, further propelling much-needed literature on these challenges in today’s tourism industry. The chapters cover important topics such as terrorism threats, disaster management, resilient strategies, pandemic management, and risk analysis. The target audience of this book will be composed of professionals working in the tourism and hospitality industries, restaurateurs, travel agencies, hotel executives, directors, managers, crisis and risk planners, policymakers, government officials, researchers, and academicians who are interested in the threats to tourism businesses and how small and medium-sized enterprises can manage and navigate these risks.

This book provides a wealth of empirical material to understand key aspects of EU governance including its plurality of actors and policy making modes and its functioning during crisis management. Authored by legal scholars and political scientists, it presents new research and insights on the role of EU agencies in the context of the Euro and migration crises. Specifically, the contributions assess why the crises have led to the creation of new EU agencies and what roles these agencies have performed since their inception; how the crisis, notably the migration crisis, has impacted on existing EU agencies; how EU agencies have shaped the policies during and after the crises; and, how the crisis has affected the accountability of EU agencies. This book is essential in understanding the intricacies of EU crisis management and the specific role of EU agencies therein, as well as EU governance more broadly. Chapter 9 is available open access under a Creative Commons Attribution 4.0 International License via link.springer.com.

Nineteen subjects were used to test the hypothesis that crisis intervention techniques are effective in returning salespeople who are experiencing sales slumps to their former level of effectiveness in selling. All subjects sold life insurance, and all subjects were experiencing sales slumps. As an operational definition, a sales slump is defined as occurring when a salesperson functions in a capacity below his/her normal level of effectiveness relative to selling. There is a rise in inner tension with signs of anxiety and an inability to function (sell) in extended periods of emotional upset. Subjects were randomly assigned to Control Group II and the Experimental Group. Control Group I was furnished by local general agents and managers of insurance agencies. Control Group I was neither seen, nor were they aware at that time that they were participating in an experiment. the raw data was supplied by their respective general agents and managers. the subjects remain anonymous to the writer except for the information in the data. the general agents and managers obtained the consent of each subject before releasing the data. Control Group II was seen five times, and administered psychological tests. the Experimental Group was seen five times, administered the same psychological tests, and given crisis intervention. Company sales records were furnished for the month prior to the slump, the month during the slump, and the month following the slump for all three groups. An analysis of variance supported the hypothesis, and yielded significant differences between subjects conditions at the .005 to the .01 level, within subjects trials at the .001 level, and within subjects trials times conditions at the .001 level.

Thrive is the roadmap of how to grow your business and drive sales in highly shifting, constantly changing economic times. It is the story of those leaders and organizations that have seen consistent growth through several economic crises-companies that were founded in the late 1700’s to early 1900’s and they are still in business thriving today. In this book we share their stories, their struggles, and tell you exactly how they have not only overcome adversity, but thrived through it. Praise for the Book: “We live in a time when uncertainty is the order of the day. THRIVE is a must-read for all who strive to grow intellectually and to succeed through the opportunities an uncertain world offers.” —Ken Langone, Founder, Home Depot, American Billionaire and Philanthropist “Talk about the right book for the right time! What I liked most about THRIVE are the case studies of real companies and real people who weathered the storms and emerged more successful than before. THRIVE is both practical and inspirational. I’ve ordered copies for my entire team.” —Bill Cates, CSP, CPAE, Founder, The Cates Academy for Relationship Marketing, Author of Radical Relevance “In THRIVE, Meridith weaves in 250 years of business history to show how resilient businesses and people find opportunities in every situation. This is a must-read to gain ideas and perspective in a sea of change.” —Mary C. Kelly, PhD, CEO, Productive Leaders, Author of The Five Minute Leadership Guide “You do not merely read this book; you read, you think, you develop next steps. Meridith does a masterful job of detailing companies doing it right and then goes further by adding her insights to create a playbook of what you need to do. Perfect book for the time we’re in right now!” —Mark Hunter, CSP, “The Sales Hunter”, Author of A Mind For Sales “The only certainty in business is there will be times of great uncertainty. It’s how you react when your world—or the world—doesn’t go as planned that determines your future. Meridith studies how companies have thrived in their uncertain times to become global market leaders and shares the proven success strategies that you can implement in your business to do the same. If there was ever a time where our world needed this book, it’s now. Read it. Study it. And thrive!” —Sam Richter, CSP, CPAE, Hall of Fame Speaker, Bestselling Author, and Technology Entrepreneur

To solve the climate crisis, the world must make a wholesale shift to renewable energy technologies. With surging growth in emerging markets, this transformation takes on even greater urgency. The challenges - and opportunities - are immense. Selling Solar considers how such a shift might happen. Focusing on the case of solar photovoltaics, it shows how, at the start of the 21st century, this promising technology began to diffuse rapidly in select emerging markets, after years of struggling to take off. What were the initial barriers to diffusion? How were they overcome? Who did it? And how can this success be replicated? Drawing on literature on innovation diffusion and entrepreneurship, the author answers these questions, showing how entrepreneurs affected profound technological change not just through the solar systems they sold, but through the example they set to both new market entrants and policymakers. In analysing how this happened, this book offers important lessons for the diffusion of a range of renewable energy technologies in emerging markets, and for the advancement of the sector as a whole. Selling Solar is essential reading for anyone who believes in a renewable energy future and wants it sooner rather than later.

When the 2008 housing market bubble burst in the United States, a financial crisis rippled from the epi-center in the United States across borders into economies both near and far, causing persistent social and economic detriment in many countries. The Global Economic Crisis in Latin America: Impacts and Responses is an examination of the impacts and responses in the diverse Latin American region through the lens of three countries: Mexico, Brazil, and Argentina.

Law Reform and Financial Markets addresses how law reform can be used to support strong financial markets and draws on the Global Financial Crisis as a case study. This edited collection reflects recent developments, including the EU institutional reforms and Dodd-Frank Act 2010. The different contributions adopt a range of theoretical, contextual, and substantive perspectives, examine different domestic, regional, and international contexts and assess public and private law frameworks in considering how legal and regulatory reforms can be most effectively designed for strong financial markets. This comprehensive book will appeal to academics and postgraduates in the field of financial regulation and in cognate fields, including finance and economics, as well as to regulators and policymakers.