The Work Before the Work

The Hidden Habits Elite Sales Professionals Use to Outperform the Competition

By: Paul M Caffrey, Phil M Jones

Narrated by: Paul M Caffrey, Phil M Jones

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 Jones

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.

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.

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.

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

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.