Comments on: Jonathan Farrington shares how to become a sales superstar in 2010

By: Jonathan Farrington expands on the meaning & importance of the Sales Success Pyramid | The Magnetic Entrepreneur

Sat, 13 Mar 2010 04:59:43 +0000

[...] Monthly.Powered by WP Greet BoxI recently reported on renown Sales Strategist and Business Coach, Jonathan Farrington’s Sales Webinar Teleclass on How to Become A Sales Superstar in 2010. Here he expands on why he constructed the Sales [...]

By: tshombe

tshombe — Sat, 06 Mar 2010 02:29:36 +0000

Hi Jonathan, I feel honored to have you featured here on TheMagneticEntrepreneur.com. You always give tremendous value. Can't wait!

By: Jonathan

Jonathan — Fri, 05 Mar 2010 12:24:03 +0000

Hi Guys,

I will most definitely respond in detail via a guest post here next week, at Tshombe’s kind invitation.

Thanks for the comments and interest

Best

Jonathan

By: tshombe

tshombe — Thu, 04 Mar 2010 18:28:23 +0000

That's great, Tia! So glad it was helpful. I've sent a request to Jonathan for his comments, and I'm eager to see how accurate my interpretation was!

By: Tia

Tia — Wed, 03 Mar 2010 06:27:01 +0000

It makes perfect sense. Especially if you look at it from the perspective – what should my approach to this be? Because then, the “small” triangle at the top represents less of the “amount” of knowledge someone possesses and instead depicts what priority it should take.

Great take on Jonathan’s take.

By: tshombe

tshombe — Wed, 03 Mar 2010 01:57:11 +0000

Great question, @Tia. Thank you!

I’ll take a quick stab at it, but I will also email Jonathan to ask if he will either respond here directly in the comments or write a guest post on this blog that addresses your question.

It’s true that Knowledge is at the top of the pyramid, but it’s the least important. This doesn’t, of course, means it isn’t essential.

However, Jonathan’s take (or, rather, MY take of Jonathan’s take!) is that you build from the bottom up. In other words, the most important component of the Success Formula in Sales begins with Attitude, which is foundational.

“Knowledge” covers knowledge of the service or product a person is selling, but Jonathan says it goes broader and deeper than that.

He says the most successful will also be perpetually learning about themselves, their company, their sector, their industry (a sub-division of sector), etc.

Of course, all of the components of the pyramid are needed, in order for it to be a complete pyramid, but oftentimes sales professionals and entrepreneurs can have all the knowledge in the world, but their attitude is poor…..and they wonder why no one wants to do business with them.

Does that help?

By: Tia

Tia — Wed, 03 Mar 2010 01:13:06 +0000

Hey Tshombe – Pleasure connecting with you, as always!

I have a question: why does Jonathan put knowledge at the very top of the pyramid? Can you touch on that? What knowledge is he defining, specifically? Knowledge of the product/service, or something else?

Cheers,
Tia
.-= Tia´s last blog ..What to do if you hate blogging =-.