The most effective sales strategies for tough economic times

Today's selling environment is tough, and only getting tougher. The old tactics are no longer working, and the current economy is only making selling more difficult. You need sales tactics and strategies that work now and fast . . . even when no one wants to buy-and tactics and strategies that will work even better when theydo want to buy.

How to Sell When Nobody's Buying is a practical, effective guide to selling even in the toughest of times. This book is packed with new information about creating sales opportunities. Most sales strategies taught today are based on outdated information from ten, twenty, even thirty years ago and they simply don't work today. You'll find the tools and information you need to gain confidence, create powerful alliances, profitable social networks, and drive your profits to unprecedented highs. Whether you sell business-to-business or direct to the consumer, whether you sell real estate or retail, this is the sales guide for you.

These days, you need all the help you can get to sell effectively. If you want to increase your sales and drive your business forward-no matter what the economy or your industry does-learnHow to Sell When Nobody's Buying.

DAVE LAKHANI is an in-demand speaker, sales trainer, closer, and entrepreneur with more than ten successful businesses to his credit in the past twenty years. Dave is the President of Bold Approach, Inc., a business-acceleration strategy firm that was recently nominated as one ofFast Company magazine's Fast 50 Companies and for an American Business Award as America's Best Sales Trainer. Learn more about Dave and Bold Approach at www.boldapproach.com.

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 NBCs The Biggest Loser and Olympic Hopeful 143

Contributing Author Essays 159

How to Sell More Using Social MediaDr. Rachna Jain 161

Disruptive ExcellenceRay 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