Summary of What Got You Here Won’t Get You There in Sales

Marshall Goldsmith, Bill Hawkins and Don Brown

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What Got You Here Won’t Get You There in Sales book summary

Rating

8 Overall

9 Applicability

7 Innovation

8 Style

Recommendation

Sales success today depends more on an empathetic understanding of your customers’ needs than on your self-confidence and self-regard as a salesperson. Motivational experts Marshall Goldsmith (best-selling author of Triggers), Don Brown and Bill Hawkins explain what salespeople must do to win the favor of their customers and what they should not do that might lose clients. getAbstract recommends their supportive rundown on how to get on the right side of cynical, seen-it-all customers – and stay there.

In this summary, you will learn

How the way sales is changing means salespeople also must change with the times,
How being fully present and empathetic with your customers fuels successful selling, and
How to avoid the 16 bad habits that kill customer relationships.

About the Authors

Marshall Goldsmith’s business books – which include Triggers and How Women Rise – have sold more than two million copies in 30 languages. Don Brown is an organizational consultant. Bill Hawkins is a leadership coach.

Summary

Empathy, Not Ego

Salespeople once needed big egos to succeed. They could convince strangers – their customers – to buy what they had to sell. For many salespeople, their gold-plated egos got them where they wanted to be in sales.