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Selling Through Tough Times

The Book

EVERY salesperson struggles at some point in their career, whether it's a recession, sales slump, tough competitor, or industry disruption. Your company could be facing tough times, or you could just be new to sales. The first few years of selling are sometimes your hardest.

Selling through tough times requires the right attitude and the right skills - you're provided the tools to achieve both in this book. You'll learn the right mental framework and the skills to thrive through the tough times.

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Paul Reilly

About Paul Reilly

Paul Reilly is a speaker, sales trainer, and author. Reilly literally wrote the book on Selling Through Tough Times. Paul also coauthored Value-Added Selling, fourth edition (McGraw-Hill, 2018), and hosts the Q and A Sales Podcast.

Reilly travels the globe sharing his content-rich message of hope. In his extensive sales career, Reilly has sold through tough times and against tough competition. He is a salesperson at heart and has experienced and overcome the challenges many of you are facing.

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Our Clients


Successful salespeople know how to make it happen in good times and yes, tough times they succeed. This book is the playbook they’ve been using to win and it’s now your playbook. Read it, apply it and make it happen, your customers will not wait any longer…. More

Mark Hunter “The Sales Hunter” author of A Mind for Sales and High-Profit Prospecting

Reilly has created a must read for the professional sales person and leader. In one form or another, our predecessors have faced equally tough times. It’s critical that we understand, acknowledge and take the teachings to be able to thrive today. Based on our inability to be face to face at the rhythms we were… More

David Steiner Vice President, U.S. Commercial Sales

Each Associate in our global sales team found inspiration and practical coaching in Paul Reilly’s Selling Through Tough Times lessons that build upon his timeless sales model from Value-Added Selling.  Paul delivered to our team immediate and impactful actions we should be taking to pivot from surviving to thriving in tough times mentality.   His lessons… More

Chuck Reed Crane Payment Innovations VP & GM, Convenience Services

In this rapidly changing world, salespeople are constantly facing new situations and challenges.  In an extremely relatable style, this book brings us real insight and useful instruction on how continue to provide value to our customers, even when times are tough    Thank you Paul.  I’m looking forward to sharing the book with my sales team… More

George H. Winter Ravago Americas Commercial Development Program Director

Paul explains how buyers define value differently in a downturn. Paul’s book addresses in detail how buyers think and how they act. With a deeper understanding of the buyer, you create a more compelling message. A timely and powerful book…. More

Debbie Black Siemens Digital Industries Software Director, Inside Sales

I’ve made a 30 year journey through Engineering and then Sales to learn techniques of selling value.  I had the good fortune of having a quality product and great role models to learn from.  What I did not have was this book.  I surely could have avoided many pitfalls, been a better employee, and served… More

Tim Thiessen Okuma Americas Vice President | Sales & Marketing

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