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 Level
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MAKE ROOM FOR POSITIVE BEHAVIORS
We once were given an awesome suggestion by a workshop participant in reference to our closets at home. The suggestion was that whenever you buy new clothes, make room for them by giving up something else in there. If you buy new pants, find a pair to donate. If you purchase a half dozen pairs of socks, find six in a drawer for the Goodwill bag. In choosing an ineffective behavioral habit to give up, what you often do is make room for more effective behaviors with your customers. Learn to enjoy the shift into neutral and give something up.