What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level

WHAT DOES MAKE A DIFFERENCE?

What we found does make a difference in behavioral change is that an individual owns the developmental issue and is motivated to change it. It takes both. First, let’s look at owning the issue. In our interviews for this book we talked with dozens of sales managers. One of the questions we asked was, “What is it about average sales representatives that keeps them from rising to a higher level?” We got a variety of answer patterns, such as inability to empathize with the customer, asking inappropriate questions, and not listening effectively—these things all ended up in the 16 habits. What stuck out like a sore thumb for us came up when we asked, “How does the average sales rep react when this is pointed out?” Almost ...