Jim Pancero

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.

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).

The challenge now for your salespeople is helping them understand how to persuasively relate and connect with all of the different generations represented in their customers.

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.

Have you noticed most sales reps today do not think or plan enough moves ahead? Most don’t even know until the Fall what they still need to do to achieve their annual quota.

It used to be how often you contacted a buyer was defined by their sales volumes. But today things are more complex. One of the best things you can do is to just ask customers how often they want you calling and bringing new ideas.