Alfred Street (University of Auckland Store)
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What Got You Here Won't Get You There In Sales
Hardback Edition: 1/2011
The world-renowned leadership expert and bestselling author of What Got You Here Won't Get You There gives salespeople the tools for breaking damaging habits to win more sales
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In What Got You Here Won't Get You There in Sales, Goldsmith teams up with two leaders in the field of behavioral science to identify the 16 habits salespeople have that damage their relationships with customers. The authors reveal why such behaviours as selling past the close, propagandising, and "one upping" make buyers want to drop them and go to the competition. They counter these habits with positive behaviours, such as recruiting stakeholders, looking into the future, and engaging in a follow-up process.
Pages : 224
Publisher : McGraw-Hill
Publication date : 2011-09-07
Subjects: Non-fiction, Business / Law