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Acknowledgments ix
A Letter from Marshall Goldsmith xi
Introduction: What Got Us Here: How We Know What to Stop xiii
Section 1 The Millennial Challenge
Chapter 1 Hi-Tech/No-Touch-The Game Changes Again 3
Chapter 2 Two Worlds Collide: Functional versus Human 13
Chapter 3 Creating Readiness to Buy: The State of the Moment 19
Chapter 4 An Era of Empathy: The X Factor in Sales 27
Chapter 5 A New Approach to Change: Easier to Stop Than Start 31
Section 2 The 16 Habits Your Customers Want You to Give Up
Chapter 6 The Habits That Can Hold You Back in Sales 37
Chapter 7 To the Veteran Seller: The Comfort Paradox 81
Chapter 8 When Service Turns to Sales: The Power of Mindset 95
Chapter 9 How to Choose What to Stop 113
Section 3 How to Get From Here. . . to There
Chapter 10 The Rules Are Different for You: Successful Salespeople and Change 125
Chapter 11 Getting Help, Getting Ideas, Getting There 137
Section 4 Are We There Yet?
Chapter 12 A Look to the Future: Be Present to Ask, Learn, Follow Up, and Grow 159
Chapter 13 Don't Give Up: Final Thoughts on Change 165
Coda: Happy Sales 171
Appendixes 175
Index 209
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Add What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level, 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 2, What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level to the inventory that you are selling on WonderClubX
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Add What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level, 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 2, What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level to your collection on WonderClub |