{"id":4320,"date":"2012-06-04T08:02:28","date_gmt":"2012-06-04T16:02:28","guid":{"rendered":"http:\/\/www.regnordman.com\/?p=4320"},"modified":"2012-06-04T08:02:28","modified_gmt":"2012-06-04T16:02:28","slug":"what-got-you-here-wont-get-you-there-in-sales-how-successful-salespeople-take-it-to-the-next-level-marshall-goldsmith-dan-brown-and-bill-hawkins","status":"publish","type":"post","link":"https:\/\/www.regnordman.com\/2012\/06\/04\/what-got-you-here-wont-get-you-there-in-sales-how-successful-salespeople-take-it-to-the-next-level-marshall-goldsmith-dan-brown-and-bill-hawkins\/","title":{"rendered":"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."},"content":{"rendered":"
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What Got You Here Won’t Get You There in Sales. How successful salespeople take it to the next level.\u00a0 Marshall Goldsmith<\/a>, Dan Brown and Bill Hawkins. 2012. ISBN 9780071773942.\u00a0\u00a0 I discovered Marshall Goldsmith’s work on coaching several years ago – and it helped me develop even further. This man is\u00a0 a bonafide guru on the subject.\u00a0 Now he has w<\/p>\n

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!\u00a0 ( lesson learned – the only person who will change you –\u00a0 is you.)<\/p>\n

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

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

    This is a very valuable book in the salespersons and sales managers toolkit.\u00a0 get it, read and reread\u00a0 – and practise it.\u00a0 We do not get older – just better<\/p>\n

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