Jim Pancero

Though cell phone video capabilities have existed for years, most salespeople are not taking advantage of this technology. The goal is to use your cell phone to capture more images of your products being utilized and satisfied customers talking about why they like doing business with you.

There’s an old 1950’s selling concept called “WIIFM’s.” It was a simple acronym that stands for “What’s in it for me?”

How many of your reps follow a “Ready – Fire – Aim” selling philosophy? Most are so action oriented they only think one selling move ahead.

Effective questioning skills are the foundation of all persuasive communications. There are three questioning structures your team needs to be utilizing:

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?

There was an old sales training exercise used for years called the “Match Test. The test involved a sales rep lighting a match and then, before they burned their fingers, having to deliver their complete message of uniqueness of why a buyer would want to buy from them.

How aware are you of the physical comfort zones you have between yourself and your customers? Being too far away from a buyer could be seen as being aloof. But if you stand too close, you could be seen as pushy and aggressive.

Is there any seasonality to your team’s selling efforts? What can you do prior to a season’s start to coach, remind and fine-tune your team’s selling skills and messaging? 

Do the presentations being given by your sales team to your independent distributor or dealer salespeople have the best information possible so they can do their job more effectively? 

What caused your buyer to not see your extra value? It could be you have a weak message when buyers ask “Why do I want to buy from you?” It could be your reps are not proactive in how they work your buyer through the evaluation and proposals offered. What about reps not focusing on the buyer’s challenges and are just pushing their products?