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What Got You Here Won't Get You There in Sales!
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ISBN
:
9781259027697
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Publisher
:
Tata Mcgraw Hill Education Private Limited
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Subject
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Business & Management
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Binding
:
Paperback
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Pages
:
224
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Year
:
2012
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410.0
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Description
Kick your bad habits and CLOSE MORE SALES! 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?
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Author Biography
Marshall Goldsmith is the author of many bestsellers, including What Got You Here Won’t Get You There, Succession, and Mojo. Don Brown is the owner and founder of the training and development company Situational Services, Inc., whose clients include Anheuser-Busch, Dell,Ford, US Airways, and Harley Davidson. Bill Hawkins is a leadership effectiveness consultant whose clients include American Express, AT&T, DirecTV, the IRS, Northrop Grumman, and MGM-Mirage Hotels. Table of Contents Section One: The Millennial Challenge Chapter 1. Hi-Tech/No-Touch—The Game Changes Again Chapter 2. Two Worlds Collide: Functional versus Human Chapter 3. Creating Readiness to Buy: The State of the Moment Chapter 4. An Era of Empathy: The X Factor in Sales Chapter 5. A New Approach to Change: Easier to Stop Than Start Section Two: The 16 Habits Your Customers Want You to Give Up Chapter 6. The Habits That Can Hold You Back in Sales Chapter 7. To the Veteran Seller: The Comfort Paradox Chapter 8. When Service Turns to Sales: The Power of Mindset Chapter 9. How to Choose What to Stop Section Three: How to Get From Here . . . to There Chapter 10. The Rules Are Different for You: Successful Salespeople and Change Chapter 11. Getting Help, Getting Ideas, Getting There Section FOUR: Are We There Yet? Chapter 12. A Look to the Future: Be Present to Ask, Learn, Follow Up, and Grow Chapter 13. Don’t Give Up: Final Thoughts on Change
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