Summary of How To Sell When Nobody's Buying

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Rating

6 Overall

7 Applicability

6 Innovation

5 Style


Recommendation

Desperate times call for desperate measures, and, when it comes to selling during an economic downturn, the survival of your firm may depend on taking some radical, assertive action. Speaker, author and trainer Dave Lakhani contends that old-time sales techniques are no longer appropriate. He recommends alternative, innovative selling approaches, including some gutsy – though perhaps clichéd – ploys. Alas, the book is sometimes banal (“The best time to sell more is when people are buying”) and very self-referential, and customers may perceive a few of its sales tactics as overly pushy. Nevertheless, getAbstract finds that Lakhani provides interesting recommendations and numerous valuable web resources for salespeople who want to establish or embellish their personal brands, connect with prospects and operate more efficiently. These pointers make the book a worthwhile addition to any sales professional’s library.

In this summary, you will learn

  • Why conventional sales methods do not work during a recession,
  • How to energize your sales,
  • How to create a personal brand with online tools and
  • How to use social media to connect with prospects.
 

About the Author

Dave Lakhani, a sales trainer, entrepreneur and speaker, is president of a public relations and marketing firm.

 

Summary

Not Selling? Better Change Your Approach
An economic cycle has four phases: “expansion, prosperity, contraction” and “recession.” Selling during growth and boom phases is easy. Everyone jumps aboard the sales train and enjoys the party. But selling during contractions and recessions can...

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