On today’s episode of The Sales Evangelist, Donald speaks with professional speaker, author, and sales trainer, Paul Reilly. They discuss Paul's book “Selling Through Tough Times”, how to thrive through a downturn, and 6 steps to staying mentally strong. 

A “Tough Timer” mindset

• A tough-timer mindset is about finding the opportunity in a struggle, being steadfast, and staying humble. 
• During tough times, progress is more important than performance. When you are facing tough times you need to continue to progress toward your goal, this will help you to stay motivated. 

Daily mental flex

Paul has developed six steps to help you stay mentally strong. 

1. Gratitude
2. Continuous improvement
3. Self-discipline
4. Positive reframing
5. Pruning negativity and planting positivity
6. Make success easier tomorrow by taking action today

Anyone can utilize these six steps no matter how much experience you have as a seller. 

What do buyers think during tough times?

• Customers buy differently during tough times and you need to understand how your customers define value during difficult moments.
• People are often fearful during uncertain times and often hit the pause button in order to conserve cash.

How can you position yourself for success during tough times? 

• Focus your time, energy, and effort on the most viable sales opportunities. Detail what business you are trying to avoid so that you can limit wasted time. 
• Shift your customers' attention to the future and help them remember their goals. 

Episode Resources

• Go to Toughtimer.com and submit your email address for a free chapter of “Selling Through Tough Times” about crafting your customer message. 
• Connect with Paul on LinkedIn

This episode is brought to you in part by LinkedIn.

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This episode is brought to you in part by Scratchpad.

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This episode is brought to you in part by Calendly.

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This episode is brought to you in part by Skipio.

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As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

hubpspot.com/marketers

bluemangostudios.com