The Work Before the Work
The Hidden Habits Elite Sales Professionals Use to Outperform the Competition
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Narrated by:
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Paul M Caffrey
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Phil M Jones
About this listen
Discover the six hidden habits of elite sales performers
Have you ever wondered why some sales professionals consistently win year after year, while others have peaks and valleys—or simply fail to ever reach their true potential?
Sure, hard work, dedicated effort, product knowledge, and an attractive personality (and even knowing exactly what to say) can all help with success in sales. And almost anyone who’s reached elite sales performance status has all of these—but it’s not enough to explain how they do it.
In The Work Before the Work, leading sales professionals Paul M. Caffrey and Phil M. Jones reveal the six hidden habits that set sales superstars apart, and how to unlock them in yourself. But be advised: You will find approximately zero “hacks”, and not a single “trick” in these minutes. And at no point will you discover a “hidden secret”.
Instead, you’ll discover the meticulous thinking, questioning, and preparation that the best of the best practice unconsciously, and learn how to ritualize your sales preparation so you, too, can join their ranks. Think of it as a road map that gives you a fair advantage in almost every selling situation—akin to the ability to start a soccer match with a three-goal advantage, a tennis match already a set-up, or a marathon at the eight-mile marker.
Whether you’re prospecting, selling, or looking for your next promotion, you’ll achieve it, and more, when you learn to do The Work Before the Work.
©2022 Paul M Caffrey, Phil M Jones (P)2022 Paul M Caffrey, Phil M JonesListeners also enjoyed...
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Anthony Iannarino has a different approach to closing geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process - if you've set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
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gems buried in fluff
- By Andrey Norin on 04-13-18
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Stop Selling and Start Leading
- How to Make Extraordinary Sales Happen
- By: James M. Kouzes, Barry Z. Posner, Deb Calvert
- Narrated by: Brian Holsopple
- Length: 5 hrs and 17 mins
- Unabridged
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Performance
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In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them - and more likely to buy from them.
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Sales leadership 101
- By Sole Trades on 08-29-20
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High-Profit Prospecting
- Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
- By: Mark Hunter CSP
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As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect - and they do it all the time. "But how?" you ask, "In the age of the Internet, isn't cold-calling dead?" Now, in his new audiobook, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today.
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recycles a lot of common info
- By roland on 04-18-17
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How Did That Happen?
- Holding People Accountable for Results the Positive, Principled Way
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Drawing on case studies, many from client companies, the authors show how to establish clear expectations and manage the unmet expectations that inevitably occur. And they offer a positive, principled way that engages hearts and minds. This book can help people at every level---from senior executives to front-line workers---enjoy greater productivity, profitability, and job satisfaction.
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HELP - How Can I Get The Lost Hours Back ?
- By Mike on 09-23-09
By: Roger Connors, and others
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Who
- The A Method for Hiring
- By: Geoff Smart, Randy Street
- Narrated by: Patrick Lawlor
- Length: 4 hrs and 47 mins
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Overall
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Performance
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Story
Geoff Smart and Randy Street offer a simple, four-step method for hiring with confidence, designed for everyone from the CEO on down. Who shows you how to avoid the most common pitfalls of hiring, how to identify "A Players" - people who can perform their job better than 90 percent of the candidates in their field - and how to make sure the best candidate will be excited to join your organization.
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Great book but need PDF of Scorecard material
- By Nancy Walsh on 10-17-12
By: Geoff Smart, and others
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What listeners say about The Work Before the Work
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- sandra
- 07-18-23
Great book
This book offered so many great ideas. I’m a team lead and I highly recommend to help you understand how to work with your group.
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- Marquez
- 04-11-23
Elite Questions
This book goes so in depth on the work before the work, it's extraordinary. Meticulous thought was put into this book and I suggest any book by Phil M Collins is a must if you want to be a high achieving & professional salesperson.
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- mark simpson
- 06-19-24
Sales.
Seemed like this was geared towards commercial sales. I thought it was boring and seemed like a ton of work. I tried to learn something, but it was hard to concentrate.
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- Caroline
- 10-02-22
Great book but no companion downloads available !
This is a great book but the "companion downloads" mentioned are inexistant and the website doesn't work
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2 people found this helpful
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- Amber Talley
- 12-15-23
Boring
From here on, I won’t be purchasing any Phil M Jones books that aren’t narrated by him. I love his other books, but this one is a dud.
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