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Good Salespeople

Good Salespeople. John Cunningham. Good Salespeople. 3 things good salespeople have. What they have. Good Salespeople. 5 Things good salespeople know. What they know. They know their own stuff Products Processes Environment Strategy. What they know. They know their competition

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Good Salespeople

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  1. Good Salespeople John Cunningham johnpc ltd: www.johnpc.co.uk

  2. johnpc ltd: www.johnpc.co.uk

  3. Good Salespeople 3 things good salespeople have johnpc ltd: www.johnpc.co.uk

  4. What they have johnpc ltd: www.johnpc.co.uk

  5. Good Salespeople 5 Things good salespeople know johnpc ltd: www.johnpc.co.uk

  6. What they know • They know their own stuff • Products • Processes • Environment • Strategy johnpc ltd: www.johnpc.co.uk

  7. What they know • They know their competition • Strengths • Weaknesses • Opportunities • Threats johnpc ltd: www.johnpc.co.uk

  8. What they know • They know their customers • Business • People • Competitors • Suppliers • Customers • Challenges johnpc ltd: www.johnpc.co.uk

  9. What they know • They know that it’s their job to keep everyone else in theirs johnpc ltd: www.johnpc.co.uk

  10. What they know • They know they live in a world of red & green arrows: You have to want to be there johnpc ltd: www.johnpc.co.uk

  11. Good Salespeople 5 things good salespeople do johnpc ltd: www.johnpc.co.uk

  12. What they do • They spend their time in the top right hand corner • Player • Troublemaker • Spectator • Victim johnpc ltd: www.johnpc.co.uk

  13. What they do • They continually develop and leverage their network johnpc ltd: www.johnpc.co.uk

  14. What they do • They use their time wisely and don’t waste: • their own • their customers • their colleagues johnpc ltd: www.johnpc.co.uk

  15. What they do • They qualify the resonating focus of their customer & match their value proposition to it johnpc ltd: www.johnpc.co.uk

  16. What they do • They deliver their numbers on a consistent basis johnpc ltd: www.johnpc.co.uk

  17. One other (really important) thing • Bounce • Purposeful Practice johnpc ltd: www.johnpc.co.uk

  18. The answer to the question 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 johnpc ltd: www.johnpc.co.uk

  19. Good Salespeople John Cunningham johnpc ltd: www.johnpc.co.uk

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