The book by Mike Blinder
Survival
Selling
Business-to-business sales using back-to-basic skills—even in the toughest times.
The premise
When markets get difficult, fundamentals matter more—not less.
In Survival Selling, Mike reviews the fundamentals of sales and shows why a back-to-basics approach is essential to business-to-business selling, especially in a challenging economy.
Drawing on more than two decades of field experience, Mike shares the practical methods, habits and hard-won lessons that helped media sales professionals create value, establish trust and produce results through constant change.
“Selling isn’t about clever tricks. It’s about preparation, confidence, diagnosis and delivering real value.”THE PHILOSOPHY BEHIND SURVIVAL SELLING
Inside the book
From the first conversation to the final close.
A direct, practical progression through the essential skills every salesperson needs to sharpen.
- 01
Introduction
- 02
It’s a Numbers Game
FREE PREVIEW - 03
Establishing Rapport
- 04
The ABC of Diagnosis
- 05
The Great Dilemma: One Meeting or Two?
- 06
The Pitcher Takes the Mound
- 07
Openings: The Chapter You Won’t Need
- 08
Being the Best!
FREE PREVIEW - 09
Some Final Words
- 10
Afterword
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