Summary of G.R.O.W.T.H.S. U.P.

Looking for the book?
We have the summary! Get the key insights in just 10 minutes.

G.R.O.W.T.H.S. U.P. book summary
Start getting smarter:
or see our plans

Rating

6 Overall

7 Applicability

6 Innovation

5 Style

Recommendation

Sales coach Bruce Lawson believes traditional selling pits salespeople against their customers. In such “old-style” zero-sum contests, buyers are marks and salespeople manipulate them. That’s why, even when they close deals, salespeople suffer psychological costs. Making great use of neuro-linguistic programming strategies and unfortunate use of a truckload of capitalized acronyms, Lawson offers the “GROWTHS UP” selling approach. It includes maintaining a positive mental attitude, always wearing a “SMILE,” engaging in a “NICE CHAT” and treating customers as friends, not enemies. Unfortunately, poor production value undermines Lawson’s worthy ideas and his many small but helpful tips – too many acronyms, too much promotion, weak proofreading, and frequent repetition of data, examples, points and graphics. getAbstract finds that this manual’s main value resides in its introduction of viable alternative sales tactics.

In this summary, you will learn

  • What flaws are inherent in the traditional selling approach,
  • How the GROWTHS UP sales model counteracts these flaws, and
  • How its primary components work.
 

About the Author

Bruce Lawson, a practitioner of neuro-linguistic programming and a registered hypnotherapist, is experienced in training, coaching, sales and development.

 

Summary

Do You Hate Selling?
The “GROWTHS UP” selling model stands for “Generating Revenue Without the Hassle of Sales Whilst Uplifting Performance.” The Growths Up system eliminates the negativity, combativeness, stress, resistance, objections and rejections that accompany most sales. Growths...

Get the key points from this book in 10 minutes.

For you

Find the right subscription plan for you.

For your company

We help you build a culture of continuous learning.

 or log in

Comment on this summary

More on this topic

Customers who read this summary also read

More by category