Note: Supplemental materials are not guaranteed with Rental or Used book purchases.
Purchase Benefits
What is included with this book?
Acknowledgments | p. ix |
A Letter from Marshall Goldsmith | p. xi |
Introduction: What Got Us Here: How We Know What to Stop | p. xiii |
The Millennial Challenge | |
Hi-Tech/No-Touch-The Game Changes Again | p. 3 |
Two Worlds Collide: Functional versus Human | p. 13 |
Creating Readiness to Buy: The State of the Moment | p. 19 |
An Era of Empathy: The X Factor in Sales | p. 27 |
A New Approach to Change: Easier to Stop Than Start | p. 31 |
The 16 Habits Your Customers Want You to Give Up | |
The Habits That Can Hold You Back in Sales | p. 37 |
To the Veteran Seller: The Comfort Paradox | p. 81 |
When Service Turns to Sales: The Power of Mindset | p. 95 |
How to Choose What to Stop | p. 113 |
How to Get From Here. . . to There | |
The Rules Are Different for You: Successful Salespeople and Change | p. 125 |
Getting Help, Getting Ideas, Getting There | p. 137 |
Are We There Yet? | |
A Look to the Future: Be Present to Ask, Learn, Follow Up, and Grow | p. 159 |
Don't Give Up: Final Thoughts on Change | p. 165 |
Coda: Happy Sales | p. 171 |
Appendixes | p. 175 |
Index | p. 209 |
Table of Contents provided by Ingram. All Rights Reserved. |
The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.