Good Salespeople johnpc ltd: John Cunningham

Good Salespeople

johnpc ltd: www.johnpc.co.uk 1

John Cunningham


3 things good salespeople have


Good Salespeople

What they have


5 Things good salespeople know


Good Salespeople

• They know their own stuff

• Products

• Processes

• Environment

• Strategy


What they know

• They know their competition

• Strengths

• Weaknesses

• Opportunities

• Threats


What they know


• 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


What they know

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


What they know

5 things good salespeople do


Good Salespeople

What they do• They spend their

time in the top right hand corner

• Player

• Troublemaker

• Spectator

• Victim


• They continuallydevelopand leveragetheir network


What they do

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

• their own

• their customers

• their colleagues


What they do

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


What they do

• They deliver their numbers on a consistent basis


What they do

One other (really important) thing

• Bounce

• Purposeful Practice


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


The answer to the question

Good Salespeople


John Cunningham

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Good Salespeople johnpc ltd: John Cunningham