September 2011
Beginner
224 pages
4h 59m
English
book
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, Don Brown
Content preview from What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next LevelBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
Start your free trial
CHOOSING A BEHAVIOR
You have done your homework. You have reached out to those around you personally and perhaps professionally too. You have dialed up your sensitivity to others and your own voice through targeted noticing. By now you should have at least narrowed your search for what to stop doing with your customers.
We’re hoping you may have even discovered some new motivators in the process. What next, then? Selecting a behavior. It’s time to choose what ineffective habit you would like to curb in relating to others.
In setting yourself up for success in a final selection of a habit to work on, there are two key concepts to keep in mind: because of versus in spite of and the laws of energy.
Because Of versus In Spite Of
We think that people ...