Books

Brief Summary What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level. One of the most influential business coaches of our time, Marshall Goldsmith helps businesspeople pinpoint career-harming behaviors, understand why they engage in them and, most importantly?stop. His book What Got You Here Won’t Get You There wasn’t just a runaway bestseller, it has helped untold numbers dramatically improve their careers and personal lives. Now, Goldsmith teams up with leading sales thought leaders Don Brown and Bill Hawkins to help you break the habits that specifically damage sales relationships. This dream team’s combined clients have increased their sales from 5 to 30 percent?and their gross profit up to 50 percent! In short, their approach works. What Got You Here Won’t Get You There in Sales! provides simple-to-use tools for maintaining and leveraging quality personal connections by doing something much easier than learning new behaviors: simply stopping old ones. When dealing with your customers, do you: • Needlessly verbalize and execute every possible step in the sales process? • Repeatedly initiate communication for no apparent purpose? • Attempt to verbally "one up” your customer in conversation? The authors name 16 bad habits in all, and they provide proven techniques for reversing their negative effects by putting them to rest for good. There is no profession that depends more on good relationships than sales. And there’s no one more qualified to coach you to create and nurture productive sales relationships than these three authors. You do have the power to change. Let Goldsmith, Brown, and Hawkins help you kick your bad habits to improve relationships, increase sales, and enjoy a more fulfilling, enriching career. ISBN:9780071773942 Author:Bill Hawkins and Marshall Goldsmith

Brief Summary Hug Your Haters: How to Embrace Complaints and Keep Your Customers. Haters are not your problem. . . . Ignoring them is. Eighty percent of companies say they deliver out¬standing customer service, but only 8 percent of their customers agree. This book will help you close that gap by reconfiguring your customer service to deliver knockout experiences. The near-universal adoption of smartphones and social media has fundamentally altered the science of complaints. Critics ("haters”) can now express their displeasure faster and more pub¬licly than ever. These trends have resulted in an overall increase in complaints and a belief by many businesses that they have to "pick their spots” when choosing to answer criticisms. Bestselling author Jay Baer shows why that approach is a major mistake. Based on an exten¬sive proprietary study of how, where, and why we complain, Hug Your Haters proves that there are two types of complainers, each with very differ¬ent motivations: ·Offstage haters. These people simply want solutions to their problems. They complain via legacy channels where the likelihood of a response is highest—phone, e-mail, and com¬pany websites. Offstage haters don’t care if any¬one else finds out, as long as they get answers. ·Onstage haters. These people are often disap¬pointed by a substandard interaction via tradi¬tional channels, so they turn to indirect venues, such as social media, online review sites, and discussion boards. Onstage haters want more than solutions—they want an audience to share their righteous indignation. Hug Your Haters shows exactly how to deal with both groups, drawing on meticulously researched case studies from businesses of all types and sizes from around the world. It includes specific play-books and formulas as well as a fold-out poster of "the Hatrix,” which summarizes the best strate¬gies for different situations. The book is also filled with poignant and hilarious examples of haters gone wild, and companies gone crazy, as well as inspirational stories of companies responding with speed, compassion, and humanity. Whether you work for a mom-and-pop store or a global brand, you will have haters—and you can’t afford to ignore them. Baer’s insights and tactics will teach you how to embrace complaints, put haters to work for you, and turn bad news into good outcomes. ISBN:9781101980675 Author:Jay Baer