Jim Pancero

Trade show selling is an important way for companies to reach both prospects and existing customers. But too many make the assumption, because they have experienced salespeople, that their reps are also experienced in working trade shows. 

Do you find it surprising most organizations don’t include their drivers in any kind of training or sales meetings, even though they’re the ones spending the most time in front of customers? Your delivery and service team members can be a secret weapon to your team’s selling efforts. 

Today’s video discusses these three best ways to help your team increase their competitive advantage. When you can achieve all three, your team tends to sell even more.

Think a cleaner, and more organized car could also help increase both their efficiency and effectiveness by presenting a more professional and a cleaner image and a better place to work?

Today’s video talks about this lack of “Why I want to buy your product?” descriptions in most product literature and packaging. After all…the more your reps talk about why a buyer wants your stuff…the more likely your team can sell even more!

How are your reps responding to a buyer asking “Why, based on all the competitive options available to me, do I want to buy from you?” 

Today’s video talks about what you can do to help your team identify more ways you can increase their proactive efforts by them bringing more solutions…so they can sell even more!

There’s a simple coaching technique that you, as a sales leader, can use to help make sure your salespeople continue to stay more future-focused in their account discussions and account planning. This simple phrase is…”And then what?” 

How are you reaching your customers with the ideas and solutions you can offer, and to validate how you can help them lower their costs, lower their risks, or make their life easier so they increase their competitive advantage?