Choosing What to Stop (Chapter 9)

Instructions: Pick the habit most closely associated with the behaviors you would like to give up to be more effective. Highlight the habit visually. Use the “Key Content” to confirm your selection and then write down the associated behaviors and how you will know the habit doesn’t matter anymore.

Habit 1—Failure to Be Present: repeated and annoying displays of behavior that indicate that we would rather be somewhere else, “some when” else, or with someone else.

Habit 2—Vocal Filler: the overuse of unnecessary (and meaningless) verbal qualifiers.

Habit 3—Selling Past the Close: the irresistible urge to verbalize and execute every possible step in the sales process.

Habit 4—Selective Hearing: the absence of active ...

Get What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.