1. Good Salespeople johnpc ltd: www.johnpc.co.uk1 John Cunningham

2. johnpc ltd: www.johnpc.co.uk2 Good Salespeople What they have What they know What they do

3. 3 things good salespeople have johnpc ltd: www.johnpc.co.uk3 Good Salespeople

4. What they have johnpc ltd: www.johnpc.co.uk4 Interacting with people Emotional intelligence Focus and balance Work Ethic Managing complex information Intellectual Horsepower

5. 5 Things good salespeople know johnpc ltd: www.johnpc.co.uk5 Good Salespeople

6. They know their own stuff Products Processes Environment Strategy johnpc ltd: www.johnpc.co.uk6 What they know

7. They know their competition Strengths Weaknesses Opportunities Threats johnpc ltd: www.johnpc.co.uk7 What they know

8. They know their customers Business People Competitors Suppliers Customers Challenges johnpc ltd: www.johnpc.co.uk8 What they know

9. They know that it’s their job to keep everyone else in theirs johnpc ltd: www.johnpc.co.uk9 What they know

10. They know they live in a world of red & green arrows: You have to want to be there johnpc ltd: www.johnpc.co.uk10 What they know

11. 5 things good salespeople do johnpc ltd: www.johnpc.co.uk11 Good Salespeople

12. What they do They spend their time in the top right hand corner Player Troublemaker Spectator Victim johnpc ltd: www.johnpc.co.uk12

13. They continually develop and leverage their network johnpc ltd: www.johnpc.co.uk13 What they do

14. They use their time wisely and don’t waste: their own their customers their colleagues johnpc ltd: www.johnpc.co.uk14 What they do

15. They qualify the resonating focus of their customer & match their value proposition to it johnpc ltd: www.johnpc.co.uk15 What they do

16. They deliver their numbers on a consistent basis johnpc ltd: www.johnpc.co.uk16 What they do

17. One other (really important) thing Bounce Purposeful Practice johnpc ltd: www.johnpc.co.uk17

18. 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.uk18 The answer to the question

19. Good Salespeople johnpc ltd: www.johnpc.co.uk19 John Cunningham