Everand Logo

Welcome to Everand!

  • Discover millions of ebooks, audiobooks, and so much more with a free trial

    Only $11.99/month after trial. Cancel anytime.

    Quick Guide: How Top Salespeople Sell
    Quick Guide: How Top Salespeople Sell
    Quick Guide: How Top Salespeople Sell
    Ebook47 pages28 minutes

    Quick Guide: How Top Salespeople Sell

    By Paul C Burr

    5/5

    ()

    Read preview

    About this ebook

    Within you will discover how:
    • Customers fundamentally only ask four questions:
    1. Do I trust you?
    2. What value do you bring to the table?
    3. Are you the right person/organisation to do business with?
    4. How does it work (i.e. feature/benefits) or how will we work together?
    • Moderate performing salespeople often answer these four questions in reverse order.
    • Top performers do things better and differently; they...
    - Focus firstly on Questions 1 and 2
    - Ask better questions that nurture insight and instil passion
    - Guide customers sensitively on a spiral journey in and out of the problems they face. The dualistic nature of this journey inspires action.
    - Engage the customer to evaluate the consequences of both action and inaction.
    - Understand and apply what CxOs expect and value from business relationships
    • Top salespeople know the answer to a CEO’s first question, “Why am I, personally, talking to you?”
    • The future of sales will rely more on truth than trust
    • How to raise your organisation's like-for-like sales performance by 20-30% or more.

    LanguageEnglish
    PublisherPaul C Burr
    Release dateMar 29, 2013
    ISBN9781301353576
    Quick Guide: How Top Salespeople Sell
    Author

    Paul C Burr

    I’m in the business of equipping people to improve their effectiveness by 30%+ in a matter of weeks, sometimes days.Business Client: “I have worked with Paul periodically over the past 8 years to gain solutions to a number of people issues / opportunities. If you are looking for a Personal Coach to make a High Performer / High performing Team even better (particularly a senior player) – I would not hesitate to recommend him”.Sandra Ventre, Management Development Director, Reckitt Benckiser (now with Qantas)Private Client: “You have been so instrumental in the positive changes in my life, I set quite a few goals, and one by one my goals are being achieved, thanks to you, showing me how”.Debbie (via Skype) Cape Town, South Africa.The Skills and Passions in MeLife doesn’t get better by chance; it gets better by change. And change is a journey that’s two parts, emotional, to one part, intellectual.Most of us don’t achieve what we set out to achieve at the first attempt. If the outcomes you sought were down to a purely intellectual exercise then you would have achieved them already - would you not? Whether you’re a top or moderate performer (or underperforming right now) - every change you make in life is a journey, two parts emotional to one part intellectual. We are twice as likely to hold ourselves back because of self-imposed emotional blocks as opposed to intellectual problems. Put simply, I equip people to tackle challenging emotional journeys.Corporate clients use me as a ‘business coach’, personal clients probably see me as more of an ‘energy healer’. In both cases I help clients to release the emotional blocks so that they cultivate and apply their innate willpower, imagination, courage and creativity to achieve the business and personal outcomes they seek.I’ve over thirty five years of ‘b2b’ corporate sales and management experience, fifteen years of which overlap with my business and personal coaching work. I’ve a PhD in Statistics and a First Class Honours Degree in Mathematics. I’m qualified as a Master Practitioner in: NLP, this/past life regression and hypnotherapy.I write books, blogs and have just started a series of business articles based upon my own original research, experience and observations in corporate and SME business.I study and practice ancient wisdom, astrology, casting runes, dowsing, the I Ching and the Tarot.I love listening to music – rock, jazz, country... you name it. I sing a bit too.I’m a passionate football fan of Newcastle United Football Club, in “Geordieland”, in The North-East of England.

    Read more from Paul C Burr

    Related to Quick Guide

    Related ebooks

    Sales & Selling For You

    View More
    View More

    Related podcast episodes

    Related articles

    • Article

      Caring for Clients

      Dec 31, 2019

      Caring for Clients
      3 min read

    • Article

      Building Credibility in Business

      Dec 31, 2019

      Building Credibility in Business
      3 min read

    • Article

      Simple Works

      Jun 17, 2018

      Simple Works
      2 min read

    • Article

      Revolutionise The Way You Sell And Influence People

      Jan 21, 2021

      Jim Huse has a background in sales, psychology and business improvement and his popular 2010 book Revolutionise the way you work now has a companion title: Revolutionise the way you sell and influence people. “Selling and influencing is part of our e

      1 min read

    • Article

      Two Powerful Ways To Grow Your Sales

      Apr 22, 2020

      If you have ever failed, you know something that those who never tried don’t. You learn much more from failure than you do from success. If you pay attention. However, salespeople are failing every day and missing the opportunity to learn. I’ve disti

      2 min read

    • Article

      Building Good Client Relationships

      May 14, 2021

      There are many pillars that support good customer relations (and hence business success); amongst these are recognition, acknowledgement and praise. The fresh-produce sector provides many opportunities to practise these. Indeed, they are essential it

      1 min read

    • Article

      Sell Like a Human

      Mar 29, 2017

      Sell Like a Human
      1 min read

    • Article

      Level 4 Value Creation™

      Aug 9, 2017

      Are you experiencing a reduction of profit margins? Battling to differentiate your offering? Struggling to win new business? • Prospects who don’t understand your differentiation increasingly commoditise your offering • Not creating greater value exp

      1 min read

    • Article

      Track Your Marketing Metrics To Improve Your Impact And Reach

      Jun 22, 2020

      When things are going well, marketing and business development tend to slide towards the bottom of your practice’s long to-do list. However, the current operating environment – caused by the coronavirus pandemic and its subsequent shutdown – has seen

      4 min read

    • Article

      The Tools Of Attention

      May 15, 2019

      The technology of the day is of vital importance to marketers. It doesn’t just define how we make what we sell, it defines how we connect with those we sell to. Modern marketing has only been around for a little over 100 years. What many believe to b

      4 min read

    • Article

      Master Class Training

      Nov 2, 2016

      Experiencing a reduction of profit margins? Battling to differentiate your offering? Struggling to win new business? • Prospects who don’t understand your differentiation increasingly commoditise your offering • Not creating greater value exposes you

      2 min read

    • Article

      Account Based Marketing

      Jun 9, 2021

      Account Based Marketing
      2 min read

    • Article

      Shaping Customer Success

      May 26, 2022

      Consider this: As the sales arm of your organisation, you’re making certain promises to your customers around what your solution can do for them and their company’s success. The problem is that too often, once a sale is made, implementation is handle

      2 min read

    • Article

      Improving Your Close Rate

      Mar 26, 2019

      Improving Your Close Rate
      2 min read

    • Article

      The Execution Trap

      Nov 2, 2016

      An obvious fact and one that is well-known to every executive tasked with growing revenue in their organisations is that it’s not getting any easier. And that is before we even begin to feel the potential impacts of Brexit, a Trump administration and

      2 min read

    • Article

      Choosing Sales Activity That Determines The Best Outcome

      May 27, 2019

      IN THE NEXT look at our “8 levers of sales growth” series I tackle the decision between doing more volume of sales activity generally or focusing on more targeted sales activity. It seems like a simple answer, but it isn’t always as obvious as you’d

      2 min read

    • Article

      The Thinksales Approach

      Jun 17, 2018

      The Thinksales Approach
      1 min read

    • Article

      Sales Volume Or Sales Value: Which Is Best For You?

      Jun 24, 2019

      IN THIS instalment of our ‘8 levers of sales growth’ series we tackle the decision between aiming for a greater volume of new sales versus increasing the value of each sale. In some respect, this decision comes down to how many new sales can your bus

      2 min read

    • Article

      The Best Marketers Are Farmers, Not Hunters: Marketing In A Globalised World And How It’s Changing

      Sep 23, 2019

      For many years, marketers identified themselves as advertisers, responsible for promoting the company – broadcasting a message and convincing people to buy their brand. While advertising is still an important part of marketing, the playing field has

      8 min read

    • Article

      Customer Experience: The Never-ending Story

      Jun 21, 2018

      We’re thinking about customer experience all wrong. We often think of customer experience as a series of touchpoints: a visit to a store or a call to a helpdesk and so on. But a new study by business consultants McKinsey found a remarkable anomaly. I

      1 min read

    • Article

      Baby Boomers Have Financial Superpowers

      May 8, 2018

      Albert Einstein is credited with saying that compound interest is "the most powerful force in the universe." I would add that education, combined with the miracle of compounding, may be the real power we are seeking. Who can have this superpower?

      3 min read

    • Article

      Sell More. Sell Better.

      Oct 18, 2019

      Sell More. Sell Better.
      5 min read

    • Article

      3 Influence Sales Success With Value-based Selling Tools

      Jun 30, 2021

      When developing content to support value-selling efforts, many organisations use excel spreadsheets to help Sales Reps calculate and communicate cost of the problem, total cost of ownership (TCO) and return on investment (ROI). While these are all cr

      2 min read

    Related categories

    Reviews for Quick Guide

    5/5

    1 rating0 reviews

    What did you think?

    Tap to rate

    Review must be at least 10 words

      Book preview

      Quick Guide - Paul C Burr

      Quick Guide: How Top Salespeople Sell

      (for new or seasoned sales professionals, managers and CEOs)

      Number 1 in a series of articles by

      Paul C Burr PhD

      http://paulcburr.com/

      Contents

      The Pareto of Sales • Summary Bullet Points • Return to Beginning (inc. What CEOs value and Fear Most) • Return to Beginning • Return to Beginning • Return to Beginning • Top Salespeople in the Future will Forge Truth... • Appendix 1: How to Achieve 20-30% or More Sales Growth from your Existing Sales Organisation • Appendix 2: About me, Paul C Burr

      Acknowledgements

      Professor Colin Coulson-Thomas, director, board chairman, adviser, academic, author and speaker; Mark Konieczko, Founder of MKpcs.

      All rights reserved © Paul C Burr 2013

      The Pareto of Sales

      20% of the sales-force brings in 80% of the revenue and over 90% of the profit.

      When ‘you’ find out and put into common practice what your top salespeople do differently from the moderates; you raise everybody’s game, including your own.

      (By ‘you’ I mean: you, me, us, we)

      Return to Beginning

      ____________

      Summary Bullet Points

      This 15-page article (A4 size, excluding appendices) bears from my research, consulting, direct selling experience and coaching within global corporations over a twenty year period. The companies I worked for directly, or in a freelance capacity with, included: IBM, Cisco, Accenture, Xerox, American Express, Standard Chartered, BP and Reckitt Benckiser.

      Within you will discover how and why:

      • Customers fundamentally only ask four questions:

      1. Do I trust you?

      2. What value do you bring to the table?

      3. Are you the right person/organisation to do business with?

      4. How does it work (i.e. feature/benefits) or how will we work together?

      • Moderate performing salespeople often answer these four questions in reverse order.

      • Top performers do things better and differently; they...

      - Focus firstly on Questions 1 and 2

      - Ask better questions that nurture insight and instil passion

      - Guide customers sensitively on a spiral journey in and out of the problems they face. The dualistic nature of this journey inspires action.

      - Engage the customer to evaluate the consequences of both action and inaction.

      - Understand and apply what CxOs expect and value from business relationships

      • Top salespeople know the answer to a CEO’s first question, Why am I, personally, talking to you?

      • The future of sales will rely more on truth than trust

      Return to Beginning

      ____________

      Customers Ask 4 Fundamental Questions

      Q1. Do I trust you?

      If nought else, trust is the key determinant of

      Enjoying the preview?
      Page 1 of 1