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Index
Acknowledgments
A Letter from Marshall Goldsmith
Introduction: What Got Us Here: How We Know What to Stop
SECTION ONE The Millennial Challenge
Chapter 1 Hi-Tech/No-Touch—The Game Changes Again
Chapter 2 Two Worlds Collide: Functional versus Human
Chapter 3 Creating Readiness to Buy: The State of the Moment
Chapter 4 An Era of Empathy: The X Factor in Sales
Chapter 5 A New Approach to Change: Easier to Stop Than Start
SECTION TWO The 16 Habits Your Customers Want You to Give Up
Chapter 6 The Habits That Can Hold You Back in Sales
Chapter 7 To the Veteran Seller: The Comfort Paradox
Chapter 8 When Service Turns to Sales: The Power of Mindset
Chapter 9 How to Choose What to Stop
SECTION THREE How to Get From Here … to There
Chapter 10 The Rules Are Different for You: Successful Salespeople and Change
Chapter 11 Getting Help, Getting Ideas, Getting There
SECTION FOUR Are We There Yet?
Chapter 12 A Look to the Future: Be Present to Ask, Learn, Follow Up, and Grow
Chapter 13 Don’t Give Up: Final Thoughts on Change
Coda: Happy Sales
Appendixes
Index
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