Jim Pancero

How many of your reps sell utilizing a self-focused approach? How many were taught a “feature-benefit” presentation style?

Today’s video describes how everyone is delivering this same response and how your team can increase their competitive edge by improving their answers. And when you do, you’re likely to sell even more!

There are three skill sets a salesperson needs to master to achieve long-term success in selling. We can view this as three points on a triangle.

How much time do now spend fighting fires and fixing problems compared to actually coaching…and leading your team? Will you be able to spend more time this year being more of a coach conducting account planning and strategizing with your salespeople?

What can you do to review with all members of your team how you expect them to conduct themselves ethically and professionally in how they deal with customers and solve their problems?

You can help your team be more effective by giving them a shot of energy and excitement by doing something different that can help re-energize their efforts (and results).

A great way to increase the effectiveness and impact on your customers is to make sure all members of your team interacting with buyers have all the persuasive and problem-solving skills needed. Whether it be a delivery person, inside salesperson, administration, or counter sales.

Are your people giving up too early? How many voicemails will your reps leave before they abandon a sales lead? Zig Ziglar was famous for his motivational talk explaining how an old farm pump and selling have so much in common.

What can you do to help your team understand and direct their selling efforts to include all expected to have influence on the decision to buy from you? 

Ever hear of the selling concept called “Second Step Selling?” Step one is satisfying your buyer’s needs so, Step two, they’ll satisfy your needs by giving you their business.