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Good Salespeople: 3 Things they have: 5 Things they know: 5 Things they do

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The common characteristics of all good salespeople: A presentation by John Cunningham of johnpc ltd. www.johnpc.co.uk

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Good Salespeople: 3 Things they have: 5 Things they know: 5 Things they do

  1. 1. Good Salespeople John Cunningham johnpc ltd: www.johnpc.co.uk 1
  2. 2. Good SalespeopleWhat What Whatthey they they dohave know johnpc ltd: www.johnpc.co.uk 2
  3. 3. Good Salespeople3 things good salespeople have johnpc ltd: www.johnpc.co.uk 3
  4. 4. What they have• Interacting Work Ethic • Managing with people • Focus and complex balance information Emotional Intellectual intelligence Horsepower johnpc ltd: www.johnpc.co.uk 4
  5. 5. Good Salespeople5 Things good salespeople know johnpc ltd: www.johnpc.co.uk 5
  6. 6. What they know• They know their own stuff• Products• Processes• Environment• Strategy johnpc ltd: www.johnpc.co.uk 6
  7. 7. What they know• They know their competition• Strengths• Weaknesses• Opportunities• Threats johnpc ltd: www.johnpc.co.uk 7
  8. 8. What they know• They know their customers• Business• People• Competitors• Suppliers• Customers• Challenges johnpc ltd: www.johnpc.co.uk 8
  9. 9. What they know• They know that it’s their job to keep everyone else in theirs johnpc ltd: www.johnpc.co.uk 9
  10. 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 10
  11. 11. Good Salespeople5 things good salespeople do johnpc ltd: www.johnpc.co.uk 11
  12. 12. What they do• They spend their time in the top right hand corner• Player• Troublemaker• Spectator• Victim johnpc ltd: www.johnpc.co.uk 12
  13. 13. What they do• They continually develop and leverage their network johnpc ltd: www.johnpc.co.uk 13
  14. 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 14
  15. 15. What they do• They qualify the resonating focus of their customer & match their value proposition to it johnpc ltd: www.johnpc.co.uk 15
  16. 16. What they do• They deliver their numbers on a consistent basis johnpc ltd: www.johnpc.co.uk 16
  17. 17. One other (really important) thing • Bounce • Purposeful Practice johnpc ltd: www.johnpc.co.uk 17
  18. 18. The answer to the questionThe answer to the question• Good salespeople are not born “Don’t wish it was easier, wish you were• They create better” themselves through Jim Rhon hard work. johnpc ltd: www.johnpc.co.uk 18
  19. 19. Good Salespeople John Cunningham johnpc ltd: www.johnpc.co.uk 19

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