In this episode, Landon Stone shares the key takeaways from the book 'Selling in a Crisis'. He emphasizes the importance of salespeople continuing to sell during a crisis and not getting distracted. He also discusses the need to focus on prospects who are ready to make a decision and not waste time on unqualified leads. The importance of being great at conversions and eliminating objections during the sales process is highlighted. Landon also advises against complaining and surrounding oneself with negative people.

Takeaways

Salespeople must keep selling during a crisis and not get distracted.
Focus on prospects who are ready to make a decision and eliminate time spent on unqualified leads.
Be great at conversions and capitalize on every opportunity.
Qualify prospects and address objections during the discovery process.
Avoid complaining and find gratitude in every opportunity.
Surround yourself with positive people and avoid negative influences.

Chapters

00:00 Introduction and Book Overview
00:59 Salespeople Must Keep Selling
01:49 Don't Spend Time with Unready Prospects
03:07 Be Great at Conversions
04:34 Qualify Prospects and Eliminate Objections
09:21 Never Complain
10:05 Avoid Negative People
11:27 Summary and Key Points