What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level
By Marshall Goldsmith, Bill Hawkins and Don Brown
4.5/5
()
About this 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 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 more, 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 Pharmaceuticals
About 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 more on good relationships than sales. And there’s no one more 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 more fulfilling, enriching career.
Marshall Goldsmith
MARSHALL GOLDSMITH (Rancho Santa Fe, CA) is a New York Times best-selling author and one of the world's foremost leadership experts.
Read more from Marshall Goldsmith
Talking to 'Crazy': How to Deal with the Irrational and Impossible People in Your Life Rating: 0 out of 5 stars0 ratingsA Time to Lead: Mastering Your Self . . . So You Can Master Your World Rating: 0 out of 5 stars0 ratingsNow . . . Build a Great Business!: 7 Ways to Maximize Your Profits in Any Market Rating: 0 out of 5 stars0 ratingsManagers As Mentors: Building Partnerships for Learning Rating: 4 out of 5 stars4/5The Ministry Of Common Sense: How to Eliminate Bureaucratic Red Tape, Bad Excuses, and Corporate BS Rating: 5 out of 5 stars5/5Managers As Mentors: Building Partnerships for Learning Rating: 4 out of 5 stars4/5The Profitable Consultant: Starting, Growing, and Selling Your Expertise Rating: 5 out of 5 stars5/5Winning Well: A Manager's Guide to Getting Results---Without Losing Your Soul Rating: 0 out of 5 stars0 ratings1,001 Ways to Engage Employees: Help People Do Better What They Do Best Rating: 0 out of 5 stars0 ratingsThe Five Thieves of Happiness Rating: 5 out of 5 stars5/5Leadership in a Time of Crisis: The Way Forward in a Changed World Rating: 5 out of 5 stars5/5Be the Hero: Three Powerful Ways to Overcome Challenges in Work and Life Rating: 5 out of 5 stars5/5Language That Leads: Communication Strategies that Inspire and Engage Rating: 0 out of 5 stars0 ratingsExecutive Coaching for Results: The Definitive Guide to Developing Organizational Leaders Rating: 5 out of 5 stars5/5The Female Vision: Women's Real Power at Work Rating: 0 out of 5 stars0 ratingsSuccession: Are You Ready? Rating: 5 out of 5 stars5/5Stepping Up: How Taking Responsibility Changes Everything Rating: 0 out of 5 stars0 ratingsLeapfrogging: Harness the Power of Surprise for Business Breakthroughs Rating: 0 out of 5 stars0 ratings
Related to What Got You Here Won't Get You There in Sales
Related ebooks
Mastering the Complex Sale: How to Compete and Win When the Stakes are High! Rating: 3 out of 5 stars3/5Selling Through Tough Times: Grow Your Profits and Mental Resilience Through any Downturn Rating: 0 out of 5 stars0 ratingsBeyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients Rating: 4 out of 5 stars4/5Selling for the Long Run: Build Lasting Customer Relationships for Breakthrough Results Rating: 0 out of 5 stars0 ratingsCustomerCentric Selling, Second Edition Rating: 4 out of 5 stars4/5Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price Rating: 0 out of 5 stars0 ratingsDon't Keep Me A Secret: Proven Tactics to Get Referrals and Introductions Rating: 4 out of 5 stars4/5Sell Well, Do Good Rating: 0 out of 5 stars0 ratingsIndispensable! Becoming the Obvious Choice in Business and in Life Rating: 4 out of 5 stars4/5SOAR Selling (PB) Rating: 0 out of 5 stars0 ratingsWho Says Elephants Can't Dance?: Leading a Great Enterprise Through Dramatic Change Rating: 4 out of 5 stars4/5How to be a Power Connector (PB) Rating: 4 out of 5 stars4/5Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale: The 6 Keys to Winning the Complex Sale Rating: 4 out of 5 stars4/5The Outward Mindset: How to Change Lives and Transform Organizations Rating: 4 out of 5 stars4/5Conversational Intelligence: How Great Leaders Build Trust & Get Extraordinary Results Rating: 4 out of 5 stars4/5Winning: The Ultimate Business How-To Book Rating: 4 out of 5 stars4/5Remarkable!: Maximizing Results through Value Creation Rating: 4 out of 5 stars4/5The Referral of a Lifetime: Never Make a Cold Call Again! Rating: 5 out of 5 stars5/5Humble Inquiry, Second Edition: The Gentle Art of Asking Instead of Telling Rating: 5 out of 5 stars5/5Tribal Leadership: Leveraging Natural Groups to Build a Thriving Organization Rating: 4 out of 5 stars4/5Ego, Authority, Failure: Using Emotional Intelligence like a Hostage Negotiator to Succeed as a Leader Rating: 5 out of 5 stars5/5The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust Rating: 5 out of 5 stars5/5Winning from Within: A Breakthrough Method for Leading, Living, and Lasting Change Rating: 5 out of 5 stars5/5In Search of Excellence: Lessons from America's Best-Run Companies Rating: 4 out of 5 stars4/5The Answer to How Is Yes: Acting on What Matters Rating: 3 out of 5 stars3/5The Accidental Leader: What to Do When You're Suddenly in Charge Rating: 4 out of 5 stars4/5
Sales & Selling For You
Building a StoryBrand: Clarify Your Message So Customers Will Listen Rating: 4 out of 5 stars4/5You Can Negotiate Anything: The Groundbreaking Original Guide to Negotiation Rating: 4 out of 5 stars4/5The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible Rating: 4 out of 5 stars4/5Ninja Selling: Subtle Skills. Big Results. Rating: 4 out of 5 stars4/5Exactly What to Say: The Magic Words for Influence and Impact Rating: 4 out of 5 stars4/5Summary of Timothy Ferriss' book: The 4-Hour Workweek: More time, more money, more life: Summary Rating: 5 out of 5 stars5/5The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone Rating: 4 out of 5 stars4/5Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success Rating: 4 out of 5 stars4/5Marketing Made Simple: A Step-by-Step StoryBrand Guide for Any Business Rating: 5 out of 5 stars5/5Summary of You Are a Badass by Jen Sincero Rating: 5 out of 5 stars5/5Summary of The Magic of Thinking Big by David J. Schwartz Rating: 4 out of 5 stars4/5The Introvert’s Edge to Networking: Work the Room. Leverage Social Media. Develop Powerful Connections Rating: 0 out of 5 stars0 ratingsThe New Model of Selling: Selling to an Unsellable Generation Rating: 5 out of 5 stars5/5Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No Rating: 5 out of 5 stars5/5The Mom Test: How to Talk to Customers & Learn if Your Business is a Good Idea When Everyone is Lying to You Rating: 5 out of 5 stars5/5The Ultimate Sales Machine (Review and Analysis of Holmes' Book) Rating: 4 out of 5 stars4/5The Irresistible Consultant's Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom Rating: 5 out of 5 stars5/5The 22 Immutable Laws of Branding: How to Build a Product or Service into a World-Class Brand Rating: 4 out of 5 stars4/5DotCom Secrets (Review and Analysis of Brunson's Book) Rating: 4 out of 5 stars4/5SOLD: Every Real Estate Agent’s Guide to Building a Profitable Business Rating: 5 out of 5 stars5/5Ziglar on Selling: The Ultimate Handbook for the Complete Sales Professional Rating: 4 out of 5 stars4/5The Art of Closing the Sale: The Key to Making More Money Faster in the World of Professional Selling Rating: 5 out of 5 stars5/5Secrets of Closing the Sale Rating: 4 out of 5 stars4/5
Related categories
Reviews for What Got You Here Won't Get You There in Sales
9 ratings1 review
- Rating: 4 out of 5 stars4/5This short enjoyable book describes some bad habits we may not even be aware we have and then offers some alternative options in a very funny way.