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. Gratitude Continuous improvement Self-discipline Positive reframing Pruning negativity and planting positivity 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. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode...

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