Quick Guide: How Top Salespeople Sell

Top salespeople do things better and in a different sequence to moderates. They forge better relationships with C-Level customers. The top 20% bring in 80% of total sales. How and Why?
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. More

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About 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 Me

Life 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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