Good Salespeople johnpc ltd: John Cunningham

Good Salespeople

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John Cunningham

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3 things good salespeople have

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Good Salespeople

What they have

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5 Things good salespeople know

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Good Salespeople

• They know their own stuff

• Products

• Processes

• Environment

• Strategy

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What they know

• They know their competition

• Strengths

• Weaknesses

• Opportunities

• Threats

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What they know

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• They know their customers

• Business

• People

• Competitors

• Suppliers

• Customers

• Challenges

What they know

• They know that it’s their job to keep everyone else in theirs

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What they know

• They know they live in a world of red & green arrows: You have to want to be there

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What they know

5 things good salespeople do

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Good Salespeople

What they do• They spend their

time in the top right hand corner

• Player

• Troublemaker

• Spectator

• Victim

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• They continuallydevelopand leveragetheir network

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What they do

• They use their time wisely and don’t waste:

• their own

• their customers

• their colleagues

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What they do

• They qualify the resonating focus of their customer & match their value proposition to it

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What they do

• They deliver their numbers on a consistent basis

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What they do

One other (really important) thing

• Bounce

• Purposeful Practice

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The answer to the question

Good salespeople are not born not made?

• They create themselves through hard work.

“Don’t wish it was easier, wish you were better”

Jim Rhon

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The answer to the question

Good Salespeople

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John Cunningham