Introduction

What Got Us Here:
How We Know What to Stop

First of all, thank you for buying this book. If someone bought it for you, thank that person—you’ll be glad he or she did, and your customers will be too. Our mantra “what got you here won’t get you there” is all about accepting the fact that some of what worked in the past is going to fail in the future. Take a look on the cover—“The 16 Habits Your Customers Want You to Give Up.” This is our approach—not what to do but what to stop doing to be more effective in sales—and our methodology, as you’ll see, is powerful.

But why should you listen? Why should you read on?

You should read on because there are two questions that are foundational to human skills development, and we can answer them in the affirmative: