What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the next Level
- 3h 8m
- Bill Hawkins, Don Brown, Marshall Goldsmith
- McGraw-Hill
- 2012
One of the most influential business coaches of our time, Marshall Goldsmith helps businesspeople pinpoint career-harming behaviors, understand why they engage in them and, most importantly—stop. His book What Got You Here Won’t Get You There wasn’t just a runaway bestseller, it has helped untold numbers dramatically improve their careers and personal lives.
Now, Goldsmith teams up with leading sales thought leaders Don Brown and Bill Hawkins to help you break the habits that specifically damage sales relationships. This dream team’s combined clients have increased their sales from 5 to 30 percent—and their gross profit up to 50 percent! In short, their approach works.
What Got You Here Won’t 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?
The authors name 16 bad habits in all, and they provide proven techniques for reversing their negative effects by putting them to rest for good. There is no profession that depends more on good relationships than sales. And there’s no one more qualified to coach you to create and nurture productive sales relationships than these three authors.
You do have the power to change. Let Goldsmith, Brown, and Hawkins help you kick your bad habits to improve relationships, increase sales, and enjoy a more fulfilling, enriching career.
About the Authors
Marshall Goldsmith has been recognized as one of the 15 most influential business thinkers in the world by The Times (London) and Forbes. He is the million-selling author of many books, including What Got You Here Won’t Get You There and Mojo.
Don Brown dedicates his career to influence effectiveness. Working with the likes of Anheuser-Busch, Dell, Ford, US Airways, and Harley-Davidson, Don is experienced at improving results from C-level to line level.
Bill Hawkins is an expert leadership coach who designs and facilitates workshops for corporate clients on five continents. A founding member of the Marshall Goldsmith Group, he has worked with more than 20 Fortune 500 companies in 17 countries.
In this Book
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Chapter 1: Hi-Tech/No-Touch—The Game Changes Again
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Chapter 2: Two Worlds Collide: Functional versus Human
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Chapter 3: Creating Readiness to Buy: The State of the Moment
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Chapter 4: An Era of Empathy: The X Factor in Sales
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Chapter 5: A New Approach to Change: Easier to Stop Than Start
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Chapter 6: The Habits That Can Hold You Back in Sales
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Chapter 7: To the Veteran Seller: The Comfort Paradox
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Chapter 8: When Service Turns to Sales: The Power of Mindset
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Chapter 9: How to Choose What to Stop
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Chapter 10: The Rules Are Different for You: Successful Salespeople and Change
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Chapter 11: Getting Help, Getting Ideas, Getting There
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Chapter 12: A Look to the Future: Be Present to Ask, Learn, Follow Up, and Grow
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Chapter 13: Don’t Give Up: Final Thoughts on Change
