There’s disagreement as to whether we’re in a downturn, recession, or economic recovery; what is certain is that business runs in cycles. If we’re in a slump, things will eventually pick up. Selling in Tough Times provides hours of sales instruction and motivation for the beginning salesperson or seasoned pro to keep on going during slumps and put both your sales numbers and attitude on a positive course.

Covered in this book is everything from making yourself 'likeable' to creating the urgency that helps to close that sale. An 'attitude of servitude' in meeting the needs of clients is stressed throughout many of the chapters. When clients are being overly cautious during tough times, here are strategies to help them see the benefits of your products and services and take action, while meeting or exceeding your sales targets. Trust-building in order to bring down the 'wall of resistance'—with good examples—is thoroughly explained.

The fundamentals of selling as well as loyalty-building campaigns, intent statements, pre-qualified leads, and dealing with neglected clients are all covered in detail. Instruction on converting clients from the competition (complete with 'do’s and don'ts') is thoroughly discussed, while stressing that 'attitude of servitude.'

There’s something here for any salesperson: the introvert or the extrovert. Either type of personality can be improved upon for more effective sales—during the prospecting phase, qualification process, or follow-up plan.

In addition to sales-specific topics, Tom Hopkins goes over ethics, organizational skills, time management, and cost-saving strategies. Nuggets of helpful advice, anecdotes, and quotes provide inspiration and levity throughout this down-to-business audio tome. Recommended.