What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level (Paperback)

What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level Book Description

About the Book :

Kick your bad habitsand CLOSE MORE SALES!What Got You Here Wont Get You There in Sales! provides simple-to-use tools for maintaining and leveraging quality personal connections by doing something much easier than learning new behaviors: simply stopping old ones. When dealing with your customers, do you: Needlessly verbalize and execute every possible step in the sales process? Repeatedly initiate communication for no apparent purpose? Attempt to verbally one up your customer in conversation?

About the Author :

Marshall Goldsmith is the author of many bestsellers, including What Got You Here Wont Get You There, Succession, and Mojo.Don Brown is the owner and founder of the training and development company Situational Services, Inc., whose clients include Anheuser-Busch, Dell, Ford, US Airways, and Harley Davidson.Bill Hawkins is a leadership effectiveness consultant whose clients include American Express, AT&T, DirecTV, the IRS, Northrop Grumman, and MGM-Mirage Hotels.

Contents :

Section One: The Millennial ChallengeChapter 1. Hi-Tech/No-TouchThe Game Changes AgainChapter 2. Two Worlds Collide: Functional versus HumanChapter 3. Creating Readiness to Buy: The State of the MomentChapter 4. An Era of Empathy: The X Factor in SalesChapter 5. A New Approach to Change: Easier to Stop Than StartSection Two: The 16 Habits Your Customers Want You to Give UpChapter 6. The Habits That Can Hold You Back in Sales Chapter 7. To the Veteran Seller: The Comfort Paradox Chapter 8. When Service Turns to Sales: The Power of Mindset Chapter 9. How to Choose What to Stop Section Three: How to Get From Here . . . to ThereChapter 10. The Rules Are Different for You: Successful Salespeople and ChangeChapter 11. Getting Help, Getting Ideas, Getting ThereSection FOUR: Are We There Yet?Chapter 12. A Look to the Future: Be Present to Ask, Learn, Follow Up, and GrowChapter 13. Dont Give Up: Final Thoughts on Change

Book Details

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