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:
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Needlessly verbalize and execute every possible step in the sales process?
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Repeatedly initiate communication for no apparent purpose?
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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.
Acknowledgments
A Letter from Marshall Goldsmith
Introduction : What Got Us Here : How We Know What to Stop
Section I : 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 II : 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 III : 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 IV : 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
Coda : Happy Sales
Appendixes
Index
