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Jim Pancero

Are your reps just chasing buyer symptoms…or are they getting to the real problems?

By / Sales Management Articles, Sales Training Articles, You Can Always Sell More! / Leave a Comment
Graphic showing Jim Pancero standing in an archway with the text, "Are your reps just chasing buyer symptoms…or are they getting to the real problems?" on the right.

What can you do, as the leader of your sales team, to discuss with your reps the difference between solving symptoms and solving actual problems?

Today’s video talks about this challenge of only solving symptoms and missing the real customer problems. When you can sell to your buyer’s problems, and not just their symptoms, you’ll sell even more!

Are your reps just chasing buyer symptoms…or are they getting to the real problems? MORE »

How to motivate unmotivated sales reps

By / Sales Management Articles, Sales Training Articles, You Can Always Sell More! / Leave a Comment
Graphic showing Jim Pancero standing in an archway with the text, "How to motivate unmotivated sales reps" on the right.

Where are your sales reps positioned in the eyes of your customers? Too many salespeople are not functioning as trusted advisers in their customers eyes but are just seen as order takers and fulfillers of what their customers need. This is a key differentiator in selling today between the successful reps selling as trusted advisors and those struggling as order takers and reactive responders.

How to motivate unmotivated sales reps MORE »

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