What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level by Goldsmith Marshall & Brown Don & Hawkins Bill

Author:Goldsmith, Marshall & Brown, Don & Hawkins, Bill [Goldsmith, Marshall]
Language: eng
Format: mobi
Publisher: McGraw-Hill
Published: 2011-08-30T16:00:00+00:00

The special needs of sales veterans versus rookies

The emergence of the sales draftee

Relevant trends to the veteran salesperson: information, technology, sell-through, customer evolution

The paradox of comfort: It can work for you or against you

Habits that the vet might fall into: failure to be present, selective hearing, curb qualifying, using tension as a tool, one-upping, withholding passion and energy

Now What? What might you do now?

Take a moment to consider whether your sales arena is populated with veterans or draftees.

What about you? Does the paradox of comfort affect your productivity?

Discuss the comfort paradox with your boss. What is her assessment of its impact on you?

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