June 4th 2012

What Got You Here Won’t Get You There in Sales. How successful salespeople take it to the next level. Marshall Goldsmith, Dan Brown and Bill Hawkins.

NEW YORK, NY - MARCH 15:  Actors Philip Seymou...

What Got You Here Won’t Get You There in Sales. How successful salespeople take it to the next level.  Marshall Goldsmith, Dan Brown and Bill Hawkins. 2012. ISBN 9780071773942.   I discovered Marshall Goldsmith’s work on coaching several years ago – and it helped me develop even further. This man is  a bonafide guru on the subject.  Now he has w

orked with two serious sales guys to apply this stuff to what sales people do. ( Do you ever feel that you were born just a few years to early? ) Boy could I have used this 15 years ago!!!!! For those of you sales people who want to make more money much easier – this is the book for you. If you are a happy Willy Loman just grinding it out, well then skip this book and move on. Just let the rest of us head on over to Presidents Club!  ( lesson learned – the only person who will change you -  is you.)

There is a sub head – Discover the 16 habits your customers want you to give up – Man I am guilty as charged!

  1. Failure to be present
  2. Vocal filler
  3. Selling past the close
  4. Selective hearing
  5. Contact without purpose
  6. Curb qualifying
  7. Using tension as a tool
  8. One-Upping
  9. Over familiarity
  10. Withholding Passion and Energy
  11. Explaining failure
  12. Never having to say you’re sorry
  13. Throwing others under the bus
  14. Propagandizing
  15. Wasting energy
  16. Obsessing over the numbers

This is a very valuable book in the salespersons and sales managers toolkit.  get it, read and reread  – and practise it.  We do not get older – just better

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