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    Quick Guide II: How to Spot, Mimic and Become a Top Salesperson
    Quick Guide II: How to Spot, Mimic and Become a Top Salesperson
    Quick Guide II: How to Spot, Mimic and Become a Top Salesperson
    Ebook61 pages31 minutes

    Quick Guide II: How to Spot, Mimic and Become a Top Salesperson

    By Paul C Burr

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    About this ebook

    Over and above exemplary sales achievements how do ‘you’ (by ‘you’ I mean: you, me, us, we) spot a top salesperson when you meet one? If you want to sell as well as they do or be just like them, how would you go about it? If you were to ask the same questions and give the same answers as they do, would that be enough?
    No, because you bring your own personality and mannerisms into the equation. ‘Acting as if’ helps pave the way but there’s something about how top salespeople come across to customers. It requires the wisdom and will to mimic how they sell as well as the sales process they follow (the ‘what they do differently’, see Quick Guide - How Top Salespeople Sell ). In fact, if you really do want to become and stay a top salesperson, it’s vital!

    LanguageEnglish
    PublisherPaul C Burr
    Release dateApr 26, 2013
    ISBN9781301039036
    Quick Guide II: How to Spot, Mimic and Become a Top Salesperson
    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.

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      Book preview

      Quick Guide II - Paul C Burr

      Quick Guide II: How to Spot, Mimic and Become a Top Salesperson?

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

      Number 2 in a series of articles by

      Paul C Burr PhD

      http://paulcburr.com/

      Smashwords Edition

      Copyright 2013 Paul C Burr

      Contents

      Top Selling Is about the How as well as the What • Summary Bullet Points • Effectiveness = Motivation x Confidence x Competence x Curiosity (or E=MC³) • From Selling Solutions to ‘Selling Directions’ • 7 Key Traits of a Top Salesperson • The Law of Business Attraction • Appendix 1: Sales Managers as Coaches • Appendix 2: Sales Competencies, At and Away from the Customer Interface • Appendix 3: Sales Manager as Coaches • Appendix 4: About me, Paul C Burr

      Acknowledgements

      Romilla Ready, Lead Author, Neuro-linguistic Programming for Dummies

      Top Selling Is about the ‘How’ as well as the ‘What’

      Over and above exemplary sales achievements how do ‘you’ (by ‘you’ I mean: you, me, us, we) spot a top salesperson when you meet one? If you want to sell as well as they do or be just like them, how would you go about it? If you were to ask the same questions and give the same answers as they do, would that be enough?

      No, because you bring your own personality and mannerisms into the equation. ‘Acting as if’ helps pave the way but there’s something about how top salespeople come across to customers. It requires the wisdom and will to mimic how they sell as well as the sales process they follow (the ‘what they do differently’ - see Quick Guide: How Top Salespeople Sell ). In fact, if you really do want to become and stay a top salesperson, it’s vital!

      To mimic the ‘how’, you’ll need to assimilate what goes on below the surface of top salespeople’s personae, their distinguishing traits and characteristics; the mannerisms with which they approach selling. Before we go into detail, let’s note the changes in context that salespeople deal with as they migrate from selling from middle managers (D-level) to senior managers (C-level) clients.

      As they progress through their career, successful salespeople find themselves selling higher value solutions to higher level clients. Value and risk often go hand in hand; the higher the value of a sale, the bigger the risk involved.

      At some level, risk is the emotional anxiety (fear) we attach to things not turning out the way we want. The more the risk, the higher the propensity for fear, uncertainty and doubt to emerge in the minds of stakeholders involved. The more risk involved in a proposition, the more trust we need to put in suppliers to compensate.

      Trust is the gap between what we know and what we put faith in.

      The customer’s generic questions about trust and value (see Quick Guide: How Top Salespeople Sell) remain the same. It’s what goes on below the surface of the selling-buying dialogue that can shift. Top salespeople stay attuned to those shifts, especially shifts in the customers’ passions and fears.

      Focusing on fear, staying attuned comes from knowing what questions to

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