What Got You Here Won't Get You There in Sales: How Successful Salespeople Take It to the Next Level

What Got You Here Won t Get You There in Sales How Successful Salespeople Take It to the Next Level Kick your bad habits and CLOSE MORE SALES I love this book especially the importance of empathy care enough about what you are selling to personalize its value to your customer Jim Farley VP Global

  • Title: What Got You Here Won't Get You There in Sales: How Successful Salespeople Take It to the Next Level
  • Author: Marshall Goldsmith Bill Hawkins Don Brown
  • ISBN: 9780071774468
  • Page: 157
  • Format: ebook
  • Kick your bad habits and CLOSE MORE SALES I love this book, especially the importance of empathy care enough about what you are selling to personalize its value to your customer Jim Farley, VP Global Marketing, Ford Motor Company In over 20 years of sales leadership, I had yet to see someone describe self improvement through the elimination of existing behaviors ratherKick your bad habits and CLOSE MORE SALES I love this book, especially the importance of empathy care enough about what you are selling to personalize its value to your customer Jim Farley, VP Global Marketing, Ford Motor Company In 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 ones what a simple, concise, and personally applicable developmental tool This is a must read for everyone in sales Chris Richardson, VP Global Sales, Abbott Vascular Don Brown and Bill Hawkins, collaborating with Marshall Goldsmith s incredible insight, have created strategy and ideas that will help you grow, sell , and prosper Jeffrey Gitomer, author of The Little Red Book of Selling What Got You Here Won t Get You There in Sales is a practical guide for anyone in sales they 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 Tom Reilly, author of Value Added Selling Deep 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 action and IT WORKS Rich Daly, Executive Vice President, Takeda PharmaceuticalsAbout 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 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 on good relationships than sales And there s no one 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 fulfilling, enriching career.

    One thought on “What Got You Here Won't Get You There in Sales: How Successful Salespeople Take It to the Next Level”

    1. While this is a short book, it has very practical tips to not only improve your sales but your relationship skills as well. It focuses on the 16 habits that you should give up which the book argues would be easier than implementing new skills. 1. Failure to be present2. Use of vocal fillers3. Selling past the close4. Selective hearing5. Contact without purpose6. Curb qualifying7. Using tension as a tool8. One-upping9. Overfamiliarity10. Withholding passion and energy11. Explaining failure12. Nev [...]

    2. Such a fantastic book!This book introduces the concept that most jobs are shifting towards sales like duties. Instead of selling objects for money, we conduct transactions- asking people to part with their time, money, attention, effort, trust for a service or product or idea of ours. Hence, sales is a vital skill for everyone.The book then explains that star salespeople are not those who do certain things but rather those who curtail specific incorrect behaviors. What follows are those patterns [...]

    3. Hearing that all the 3 authors of the book are fans of Peter Drucker was enough reason to go through the book in one sitting. But the book by itself is so well written that i found it a difficult to put down before finishing it.The book lends itself to a lot of learning for any person who is in a challenging career similar to sales. Since almost all fast-track professionals need to be great sales people, here is a book that gives some wonderful tips. The best thing about the book that you don't [...]

    4. Teniendo como enfoque central “qué dejar de hacer para ser más eficaz en las ventas”, los autores invitan al lector a emprender un cambio mediante la eliminación de hábitos inefectivos que obstaculizan los resultados. La idea es abrazar el proceso de cambio de conducta positivo.Consideramos que este propósito se alcanza, en la medida que a lo largo del libro se van exponiendo cuáles son los pasos que se deben de seguir hasta lograr una transformación como individuo.

    5. Focuses more on what NOT to do. A little refreshing from the gimmicky sales tips of some of the older Zig and Carnegie books, but also just a lot of common sense.

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