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The Work Before the Work - The Hidden Habits Elite Sales Professionals Use to Outperform the Competition

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Paul M. Caffrey, Phil M. Jones
Paul M. Caffrey, Phil M. Jones
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Discover the 6 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 pages. 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 roadmap 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.


Author Bio:

Paul M. Caffrey is a master of sales preparation. Highly educated in the fields of science and business, Paul has spent the past fourteen years mastering his chosen craft—sales. An elite sales professional, Paul is trusted by some of the world’s biggest brands and most innovative scale-up tech companies.

Phil M Jones is a master of influence and persuasion. He is the author of the bestselling Exactly book series, with over a million copies sold; the producer of the “most listened to” nonfiction audiobook of all time (Exactly What to Say); a trusted advisor for some of the world’s biggest brands; and an entrepreneur since the age of fourteen.


Author: Paul M Caffrey and Phil M Jones

Narrator: Paul M Caffrey and Phil M Jones

Copyright: 2022 Paul M Caffrey and Phil M Jones

Running Time: 04:56:04

ISBN: 9781774583029

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  • 5

    Posted by Martin Quinlan on Sep 15th 2022

    A really excellent listen. Fantastic insights, useful points to be found for workers in all areas, even those not in sales. Highly recommend giving a listen.

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