Overview
Kick your bad habitsāand CLOSE MORE SALES!
āI love this book, especially the importance of empathyācare enough about what you are selling to personalize its value to your customer!ā
āJim Farley, VP Global Marketing, Ford Motor Company
āIn over 20 years of sales leadership, I had yet to see someone describe self-improvement through the elimination of existing behaviors rather than the creation of new onesāwhat a simple, concise, and personally applicable developmental tool. This is a must-read for everyone in sales!ā
āChris Richardson, VP Global Sales, Abbott Vascular
āDon Brown and Bill Hawkins, collaborating with Marshall Goldsmithās incredible insight, have created strategy and ideas that will help you grow, sell more, and prosper!ā
āJeffrey Gitomer, author of The Little Red Book of Selling
āWhat Got You Here Wonāt Get You There in Sales! is a practical guide for anyone in salesāthey hit the nail on the head! Read this book to learn how to build your relationships with customers while shedding the habits that are holding you back!ā
āTom Reilly, author of Value-Added Selling
āDeep and meaningful connections with people in business can change the trajectory of your career. This is a brilliant playbook for professionals who want to step up their game and truly own their success. I have seen the power of this approach in actionāand IT WORKS!ā
āRich Daly, Executive Vice President, Takeda Pharmaceuticals
About the Book:
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 importantlyāstop. His book What Got You Here Wonāt Get You There wasnāt 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 teamās combined clients have increased their sales from 5 to 30 percentāand their gross profit up to 50 percent! In short, their approach works.
What Got You Here Wonāt 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 āone upā 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 thereās 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.
This book title, What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level, ISBN: 9780071773942, by Don Brown, Bill Hawkins, Marshall Goldsmith, published by McGraw-Hill Education (September 7, 2011) is available in hardcover. Our minimum order quantity is 25 copies. All standard bulk book orders ship FREE in the continental USA and delivered in 4-10 business days.
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