Founder of johnpc ltd, author of “Your Numbers Shall Set You Free: The Art and Science of B2B Sales; Husband, Father, Grandfather. Palliative Cancer Patient
Astley
Joined January 2025
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Good advice 👇
Seven elements in tackling complex problems in a work context (not necessarily in a linear order: all these elements are interconnected):
1. Step back to see the wider picture: we need to pull ourselves out of the details/specifics because of the interdependencies in big, complex problems: systems thinking, system mapping, soft systems &/or network analysis can help.
2. Get input from people with a wide range of experiences & expertise.
3. invest time & energy in external research: lessons learned in other organisations & the expertise of researchers, thought leaders & regulators.
4. Revisit our principles & values to help guide our approach as to how we are going to implement change.
5. Build our tolerance for uncertainty & risk: how can we learn, grow & more effectively navigate the increasing complexity of our world?
6. Create small scale tests of change to understand what might work.
7. Continuously learn, adapt & improve.
plan.io/blog/solving-complex…. By @planio.
This question limits the scope of the answer and may even result in the prospect just saying “I do”, which kills the line of enquiry.
Do ask, “what process does your organisation follow to make the decision on a choice of supplier for a project like this”? ✅
Qualifying the Decision Making Process
When qualifying the decision making process with your sales prospect.
Don’t ask, “who will make the decision on choice of supplier”? ❌
Pretty poor form from Touker on #dragonsden den, come across as a bit of a con man
#ToukerSuleyman
Thought for the weekend
Always remember you are who you are, you’re not what you do
You were who you were before you did what you do; and you’ll be who you are long after you stop doing what you do.
😁👍❤️
Might just be me, but #dragonsden is starting to look very staged, as if the ideas that get selected and don’t get selected as pre arranged.
Some of the valuations of those selected are way off line.
Is it me?
Sales prospects are interested in the value you bring, not your job title.
Don’t say; I’m your Account Manager, say my role is to ensure you get the best solution to your requirements
Focus on helping them solve their problem and building trust
#Salestips #B2BSales
Just watched the first 5 minutes of #TheApprentice and I hate them all…..Brilliant 👍😊
If you’re hitting the phones today doing some prospecting, remember these 3 things
1 Rejection is all part and parcel of it, it’s not personal ☹️
2 Every no is one step closer to to a yes 👍
3 Smile when you dial 😁
Happy Selling 😁
Here’s a few tips on Pitching your Price
Never use phrases like,
“We usually charge”
“The recommended price is”
“Our standard price is”
These are indicators that you lack confidence in the amount you are asking for and invite the customer to probe for a lower price/discount.
Wow, just stumbled across this podcast by @TimMercer1 from 5 years and 4 stone ago.
Very fond memories
Next up in the #podcast hotseat is John Cunningham, founder of @johnpcltd and #salesman extraordinaire.
We discuss the highs and lows of the sales world and get to the bottom of his famous #business #mantra “your numbers will set you free.”
Listen here: open.spotify.com/episode/4wx…
If you would like to know a bit more about me; here’s my LinkedIn profile linkedin.com/in/johnpcunning…
Please feel free to connect
If you like the stuff I post your can find my videos here youtube.com/@johnpcltd?si=lc…
Struggling to nail your Business Strategy; here’s some classic words of wisdom from Michael Porter
What it is and what it’s not; well worth a watch
youtu.be/jKkS4iGHxWA?si=Pep9…
#Strategy #business #BusinessBooks
Currently running a high value B2B Sales campaign?
Here’s a short video on the Art and Science of B2B sales opportunity qualification that might just help you establish a winning position
youtu.be/gxi5XWicYLM?si=Y07A…
#BusinessBooks #B2BSales #SalesBooks
My new book, Your Numbers Shall Set You Free: The Art and Science of B2B Sales will launch early February 2025.
Here’s a quick sneak peek at it; specifically target to help B2B sales people hit their targets
youtu.be/N5TVEkNYEdE?si=IL_T…
#BusinessBooks #SalesBooks #SalesTraining