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 best seller, 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:
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 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.
©2012 McGraw-Hill (P)2012 McGraw-Hill Education
I am about to step into sales at 37.
I have been thinking about going into sales; after a long year researching among books; this one had giving me the best view to step into sales.
Engage, passion, listen.
If you are new to sales you can learn the habits to never start. If you are an old geezer like me who is especially fortunate growing with the same company, there is useful advice in stop doing what you may be doing loosing progress.
Example of saying things not needed after close is agreed. Love the words, premature verbalization.
Mostly just samples. I like his approach. A good coach that is not yelling in eardrums and keeps you thinking after pause. Looking forward to hearing more business titles.
So What? Now What?
Have purchased many sales-helps mostly via Audible.com., fills time between business contacts: This book was recommended surprisingly as a suggestion on home page. Glad I clicked, half when in suggested title to my team and now want to recommened to serious listeners. Especially helpful grasping challenges new technology has given us. Enjoy the book and sound advice on being present stoping bad habits and shifting into neutral.
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