What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level
by Goldsmith, Marshall; Hawkins, Bill; Brown, DonDownloadable: Lifetime Access
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Summary
Table of Contents
Acknowledgments | p. ix |
A Letter from Marshall Goldsmith | p. xi |
Introduction: What Got Us Here: How We Know What to Stop | p. xiii |
The Millennial Challenge | |
Hi-Tech/No-Touch-The Game Changes Again | p. 3 |
Two Worlds Collide: Functional versus Human | p. 13 |
Creating Readiness to Buy: The State of the Moment | p. 19 |
An Era of Empathy: The X Factor in Sales | p. 27 |
A New Approach to Change: Easier to Stop Than Start | p. 31 |
The 16 Habits Your Customers Want You to Give Up | |
The Habits That Can Hold You Back in Sales | p. 37 |
To the Veteran Seller: The Comfort Paradox | p. 81 |
When Service Turns to Sales: The Power of Mindset | p. 95 |
How to Choose What to Stop | p. 113 |
How to Get From Here. . . to There | |
The Rules Are Different for You: Successful Salespeople and Change | p. 125 |
Getting Help, Getting Ideas, Getting There | p. 137 |
Are We There Yet? | |
A Look to the Future: Be Present to Ask, Learn, Follow Up, and Grow | p. 159 |
Don't Give Up: Final Thoughts on Change | p. 165 |
Coda: Happy Sales | p. 171 |
Appendixes | p. 175 |
Index | p. 209 |
Table of Contents provided by Ingram. All Rights Reserved. |
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