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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?
About the Author
Marshall Goldsmith is the author of many bestsellers, including What Got You Here Won`t 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.
Table of Contents
Section One: The Millennial Challenge
Chapter 1. Hi-Tech/No-Touch”The Game Changes Again
Chapter 2. Two Worlds Collide: Functional versus Human
Chapter 3. Creating Readiness to Buy: The State of the Moment
Chapter 4. An Era of Empathy: The X Factor in Sales
Chapter 5. A New Approach to Change: Easier to Stop Than Start
Section Two: The 16 Habits Your Customers Want You to Give Up
Chapter 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 There
Chapter 10. The Rules Are Different for You: Successful Salespeople and Change
Chapter 11. Getting Help, Getting Ideas, Getting There
Section FOUR: Are We There Yet?
Chapter 12. A Look to the Future: Be Present to Ask, Learn, Follow Up, and Grow
Chapter 13. Don`t Give Up: Final Thoughts on Change isbn
9781259027697
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