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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 20 years of sales leadership, I had yet to see someone describe self-improvement through the elimination of existing behaviors rather than the creation of new ones—what a simple, concise, and personally applicable developmental tool. This is a must-read for everyone in sales!” (Chris Richardson, VP global sales, Abbott Vascular)
“Don Brown and Bill Hawkins, collaborating with Marshall Goldsmith's incredible insight, have created strategy and ideas that will help you grow, sell more, and prosper!” (Jeffrey Gitomer, author of The Little Red Book of Selling)
“What Got You Here Won't Get You There in Sales! is a practical guide for anyone in sales—they hit the nail on the head! Read this book to learn how to build your relationships with customers while shedding the habits that are holding you back!” (Tom Reilly, author of Value-Added Selling)
“Deep and meaningful connections with people in business can change the trajectory of your career. This is a brilliant playbook for professionals who want to step up their game and truly own their success. I have seen the power of this approach in action—and IT WORKS!” (Rich Daly, executive vice president, Takeda Pharmaceuticals)
About the
One of the most influential business coaches of our time, Marshall Goldsmith helps businesspeople pinpoint career-harming behaviors, understand why they engage in them, and, most importantly—stop. His book What Got You Here Won't Get You There wasn't just a runaway best seller, it has helped untold numbers dramatically improve their careers and personal lives.
Now, Goldsmith teams up with leading sales thought leaders Don Brown and Bill Hawkins to help you break the habits that specifically damage sales relationships. This dream team's combined clients have increased their sales from five to 30 percent—and their gross profit up to 50 percent! In short, their approach works.
What Got You Here Won't Get You There in Sales! provides simple-to-use tools for maintaining and leveraging quality personal connections by doing something much easier than learning new simply stopping old ones. When dealing with your customers, do
Needlessly verbalize and execute every possible step in the sales process?Repeatedly initiate communication for no apparent purpose?Attempt to verbally “one up” your customer in conversation? The authors name 16 bad habits in all, and they provide proven techniques for reversing their negative effects by putting them to rest for good. There is no profession that depends more on good relationships than sales. And there's no one more qualified to coach you to create and nurture productive sales relationships than these three authors.
You do have the power to change. Let Goldsmith, Brown, and Hawkins help you kick your bad habits to improve relationships, increase sales, and enjoy a more fulfilling, enriching career.
Please This is an historical recording. The audio quality represents the technology of the time when it was produced.
“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 20 years of sales leadership, I had yet to see someone describe self-improvement through the elimination of existing behaviors rather than the creation of new ones—what a simple, concise, and personally applicable developmental tool. This is a must-read for everyone in sales!” (Chris Richardson, VP global sales, Abbott Vascular)
“Don Brown and Bill Hawkins, collaborating with Marshall Goldsmith's incredible insight, have created strategy and ideas that will help you grow, sell more, and prosper!” (Jeffrey Gitomer, author of The Little Red Book of Selling)
“What Got You Here Won't Get You There in Sales! is a practical guide for anyone in sales—they hit the nail on the head! Read this book to learn how to build your relationships with customers while shedding the habits that are holding you back!” (Tom Reilly, author of Value-Added Selling)
“Deep and meaningful connections with people in business can change the trajectory of your career. This is a brilliant playbook for professionals who want to step up their game and truly own their success. I have seen the power of this approach in action—and IT WORKS!” (Rich Daly, executive vice president, Takeda Pharmaceuticals)
About the
One of the most influential business coaches of our time, Marshall Goldsmith helps businesspeople pinpoint career-harming behaviors, understand why they engage in them, and, most importantly—stop. His book What Got You Here Won't Get You There wasn't just a runaway best seller, it has helped untold numbers dramatically improve their careers and personal lives.
Now, Goldsmith teams up with leading sales thought leaders Don Brown and Bill Hawkins to help you break the habits that specifically damage sales relationships. This dream team's combined clients have increased their sales from five to 30 percent—and their gross profit up to 50 percent! In short, their approach works.
What Got You Here Won't Get You There in Sales! provides simple-to-use tools for maintaining and leveraging quality personal connections by doing something much easier than learning new simply stopping old ones. When dealing with your customers, do
Needlessly verbalize and execute every possible step in the sales process?Repeatedly initiate communication for no apparent purpose?Attempt to verbally “one up” your customer in conversation? The authors name 16 bad habits in all, and they provide proven techniques for reversing their negative effects by putting them to rest for good. There is no profession that depends more on good relationships than sales. And there's no one more qualified to coach you to create and nurture productive sales relationships than these three authors.
You do have the power to change. Let Goldsmith, Brown, and Hawkins help you kick your bad habits to improve relationships, increase sales, and enjoy a more fulfilling, enriching career.
Please This is an historical recording. The audio quality represents the technology of the time when it was produced.
- GenresBusiness
224 pages, Hardcover
Published August 17, 2011
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Displaying 1 - 13 of 13 reviews
August 4, 2016
While this is a short book, it has very practical tips to not only improve your sales but your relationship skills as well. It focuses on the 16 habits that you should give up which the book argues would be easier than implementing new skills.
1. Failure to be present
2. Use of vocal fillers
3. Selling past the close
4. Selective hearing
5. Contact without purpose
6. Curb qualifying
7. Using tension as a tool
8. One-upping
9. Overfamiliarity
10. Withholding passion and energy
11. Explaining failure
12. Never having to say you are sorry
13. Throwing others under the bus
14. Propagandizing
15. Wasting energy
16. Obsessing over the numbers
Each of the habit comes with a realistic narrative to demonstrate the impacts of each habit which I found to be very useful. It also includes a handful of interviews with high level sales executives. Then it closes with a process for improving your awareness and implementing these changes with the help of coach/stakeholder.
Absolutely wonderful and practical book!
1. Failure to be present
2. Use of vocal fillers
3. Selling past the close
4. Selective hearing
5. Contact without purpose
6. Curb qualifying
7. Using tension as a tool
8. One-upping
9. Overfamiliarity
10. Withholding passion and energy
11. Explaining failure
12. Never having to say you are sorry
13. Throwing others under the bus
14. Propagandizing
15. Wasting energy
16. Obsessing over the numbers
Each of the habit comes with a realistic narrative to demonstrate the impacts of each habit which I found to be very useful. It also includes a handful of interviews with high level sales executives. Then it closes with a process for improving your awareness and implementing these changes with the help of coach/stakeholder.
Absolutely wonderful and practical book!
February 2, 2022
This book won't give you a framework, process or any other blueprint to help you to sell. The focus is on 16 behaviours your clients want you to give up. It goes into great detail on these behaviours, why they irritate your clients and what you should replace them with.
The solution is very simple - get a peer coach or accountability partner and tackle these bad habits one at a time until they don't matter any more.
Some interesting ideas, and it was good to see attention on the soft skills which so many sales books ignore.
It's an easy, enjoyable read that will identify the qualities that are holding you back and accelerate your professional growth.
Just don't expect a how to guide on how to sell more - look to books like Let's Get Real or Let's Not Play, New Solution Selling or Predictable Prospecting for that.
The solution is very simple - get a peer coach or accountability partner and tackle these bad habits one at a time until they don't matter any more.
Some interesting ideas, and it was good to see attention on the soft skills which so many sales books ignore.
It's an easy, enjoyable read that will identify the qualities that are holding you back and accelerate your professional growth.
Just don't expect a how to guide on how to sell more - look to books like Let's Get Real or Let's Not Play, New Solution Selling or Predictable Prospecting for that.
November 21, 2012
Hearing that all the 3 authors of the book are fans of Peter Drucker was enough reason to go through the book in one sitting. But the book by itself is so well written that i found it a difficult to put down before finishing it.
The book lends itself to a lot of learning for any person who is in a challenging career similar to sales. Since almost all fast-track professionals need to be great sales people, here is a book that gives some wonderful tips. The best thing about the book that you don't find at too many places is "stop doing list" instead of a "start doing list"
The book lends itself to a lot of learning for any person who is in a challenging career similar to sales. Since almost all fast-track professionals need to be great sales people, here is a book that gives some wonderful tips. The best thing about the book that you don't find at too many places is "stop doing list" instead of a "start doing list"
January 12, 2017
Teniendo como enfoque central “qué dejar de hacer para ser más eficaz en las ventas”, los autores invitan al lector a emprender un cambio mediante la eliminación de hábitos inefectivos que obstaculizan los resultados. La idea es abrazar el proceso de cambio de conducta positivo.
Consideramos que este propósito se alcanza, en la medida que a lo largo del libro se van exponiendo cuáles son los pasos que se deben de seguir hasta lograr una transformación como individuo.
Consideramos que este propósito se alcanza, en la medida que a lo largo del libro se van exponiendo cuáles son los pasos que se deben de seguir hasta lograr una transformación como individuo.
June 14, 2018
I love the- take a look in the mirror and figure out what you are doing wrong approach to sales. People get focused on adding more to their plates and trying new things when the reality is if you are a natural sales person you just need to do some self reflection and change some behaviors to get yourself to the next level. A quick, must read for anyone in sales and anyone who interacts with people in general!
March 1, 2022
This is the first book I have ever read related to Sales. I could finish it in one sitting. I have mixed feelings about this book. After I read, I didn't think there was anything new being offered. Most of the 16 habits that the book suggests to give up sounded like a no-brainer to me except probably for One-Upping.
In summary, a quick read that may teach a lesson or two. Not bad for an investment of a few hours of reading.
In summary, a quick read that may teach a lesson or two. Not bad for an investment of a few hours of reading.
February 10, 2024
I meant to get the original version, and somehow requested the sales version from the library.
Turns out advice about sales maps onto any behaviour change.
What's sticking with me is the section about enemies of change: time, effort, distractions, rewards/ownership, maintenance. Flipped around, these are the keys to sustained, lasting change.
Turns out advice about sales maps onto any behaviour change.
What's sticking with me is the section about enemies of change: time, effort, distractions, rewards/ownership, maintenance. Flipped around, these are the keys to sustained, lasting change.
August 13, 2012
simply brilliant
January 8, 2013
Focuses more on what NOT to do. A little refreshing from the gimmicky sales tips of some of the older Zig and Carnegie books, but also just a lot of common sense.
skipped
December 21, 2019Gonna just read the reviews. The book is boring.
August 23, 2020
There are better books to read in the pure context of sales. This is a basic primer of what sales is like and years down the road I will not be able to remember what the authors wrote here. Pass.
September 12, 2021
Functional versus Human, making sales more human
My Highlights: https://learning.oreilly.com/u/748020...
My Highlights: https://learning.oreilly.com/u/748020...
March 21, 2022
Boring take to an interesting topic. Avoidable for sure
Displaying 1 - 13 of 13 reviews