What Got You Here Won't Get You There in Sales (Enhanced Edition)

In What Got You Here Won't Get You There in Sales, Marshall Goldsmith teams up with two leaders in the field of behavioral science-Don Brown and Bill Hawkins-to identify the 16 most common sales habits that damage relationships. The authors provide simple-to-use tools for maintaining and leveraging quality personal connections by doing something much easier than learning new behaviors: simply stopping bad ones. In this enhanced version you'll get four video vignettes that illustrate "The 16 Habits Your Customers Want You to Give Up"- the mistakes that trip up sales-rookies and veterans alike-so you can see exactly what you've been doing wrong and make a change. Once you've identified your mistakes, the book provides you with good, relationship-building behaviors, such as recruiting stakeholders, looking into the future, and engaging in a follow-up process, and six additional videos to help you implement these tools and get where you need to be.