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What Got You Here Won’t Get You There in Sales!

Book Description

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.

Table of Contents

  1. Title Page
  2. Copyright Page
  3. Dedication
  4. Contents
  5. Acknowledgments
  6. A Letter from Marshall Goldsmith
  7. Introduction: What Got Us Here: How We Know What to Stop
  8. Section One: The Millennial Challenge
    1. Chapter 1 Hi-Tech/No-Touch—The Game Changes Again
      1. “IT’S THE ECONOMY, STUPID”
      2. ORGANIZATIONAL RESPONSE
      3. CUSTOMER VERSUS COMPANY
      4. THE CHALLENGE AHEAD
    2. Chapter 2 Two Worlds Collide: Functional versus Human
      1. THE ANATOMY OF SELLING
      2. READINESS TO BUY
    3. Chapter 3 Creating Readiness to Buy: The State of the Moment
      1. THE FIVE SCHOOLS OF SALES
      2. TIME
      3. TECHNOLOGY
      4. THE STATE OF THE MOMENT: BEING PRESENT
    4. Chapter 4 An Era of Empathy: The X Factor in Sales
    5. Chapter 5 A New Approach to Change: Easier to Stop Than Start
  9. Section Two: The 16 Habits Your Customers Want You to Give Up
    1. Chapter 6 The Habits That Can Hold You Back in Sales
      1. SHIFTING INTO NEUTRAL
      2. Habit 1—Failure to Be Present
      3. Habit 2—Vocal Filler
      4. Habit 3—Selling Past the Close
      5. Habit 4—Selective Hearing
      6. Habit 5—Contact without Purpose
      7. Habit 6—Curb Qualifying
      8. Habit 7—Using Tension as a Tool
      9. Habit 8—One-Upping
      10. Habit 9—Overfamiliarity
      11. Habit 10—Withholding Passion and Energy
      12. Habit 11—Explaining Failure
      13. Habit 12—Never Having to Say You’re Sorry
      14. Habit 13—Throwing Others under the Bus
      15. Habit 14—Propagandizing
      16. Habit 15–Wasting Energy
      17. Habit 16—Obsessing over the Numbers
    2. Chapter 7 To the Veteran Seller: The Comfort Paradox
      1. THE VOICE OF OUR CUSTOMER
      2. THE SALES VETERAN
      3. John McLean, Director of Sales—NIKE
      4. Christopher Richardson, Vice President Global Sales—Abbott Vascular
    3. Chapter 8 When Service Turns to Sales: The Power of Mindset
      1. James C. Hobby, Executive Vice President—Global Operations, SYKES Enterprises
      2. Dean Bruce, Manager—Retail Sales Improvement, Ford Customer Service Division
    4. Chapter 9 How to Choose What to Stop
      1. INFORMATION AND EMOTION
      2. GATHERING DATA
      3. CHOOSING A BEHAVIOR
      4. HOW TO CHOOSE WHAT TO STOP
  10. Section Three: How to Get From Here . . . to There
    1. Chapter 10 The Rules Are Different for You: Successful Salespeople and Change
      1. WHAT DOES MAKE A DIFFERENCE?
      2. CHANGE = DISSATISFACTION > RESISTANCE
      3. I HAVE/I CAN/I WILL/I CHOOSE
      4. UNDERSTANDING NATURAL LAW
    2. Chapter 11 Getting Help, Getting Ideas, Getting There
      1. GETTING HELP: RECRUITING STAKEHOLDERS
      2. GETTING IDEAS: PRACTICING FEEDFORWARD
      3. GETTING THERE: FOLLOWING UP VIA PEER COACHING
  11. Section Four: Are We There Yet?
    1. Chapter 12 A Look to the Future: Be Present to Ask, Learn, Follow Up, and Grow
      1. ASK
      2. LEARN
      3. FOLLOW-UP
      4. GROW
    2. Chapter 13 Don’t Give Up: Final Thoughts on Change
      1. HI-TECH/NO-TOUCH DOESN’T WORK
      2. FUNCTIONAL FIRST
      3. CHOOSE EMPATHY
      4. MAKE ROOM FOR POSITIVE BEHAVIORS
      5. EMBRACE “WHAT GOT YOU HERE . . . WILL NOT GET YOU THERE”
      6. BEFORE YOU TREAT, DOUBLE-CHECK YOUR DIAGNOSIS
      7. NARROW IT DOWN
      8. KNOW YOUR ENEMIES
      9. THERE IS NO IDEAL BEHAVIOR
      10. KEEP SCORE
      11. YOU GO FIRST
  12. CODA: Happy Sales
  13. Appendix A
    1. Mindful Attention Awareness Scale (Chapter 3)
  14. Appendix B
    1. Choosing What to Stop (Chapter 9)
  15. Appendix C
    1. Getting Help (Chapter 11)
  16. Appendix D
    1. Getting Ideas (Chapter 11): The FeedForward Process
  17. Appendix E
    1. Getting There (Chapter 11): Peer Coaching
    2. Questions Template
  18. Index
  19. ABOUT THE AUTHORS
    1. Marshall Goldsmith
    2. Don Brown
    3. Bill Hawkins