How would you and your team answer an important customer asking “What’ve you done for me lately?” What would you talk about? How many new ideas or suggestions have you offered your better clients over the last year? Too many experienced sales professionals have this reactive, repetitive, and singular “buy my product” approach to selling, […]
Sales Campaigns Increase Your Competitive Value and Uniqueness MORE »
Jim describes the four levels of customer service: Assumed, Expected, Impressed and Amazed. How you can move your service from being reactive to proactive! Thanks to our friends at ISSA for the permission to use this video! https://www.issa.com/
Move Your Customer Service from Assumed to Amazing! MORE »
You can get the most value by showing this video at a sales meeting prior to your trade show and then leading your team on a discussion of: What did you think of the ideas on the video? How relevant are these ideas to us and our upcoming show? What do you think we
Improving Your Trade Show Selling Skills MORE »
So how are sales? I’m Jim Pancero. I’ve spent over 30 years as a sales and sales management consultant and trainer, helping experienced sales pro’s like you increase their selling success and margins. In just six minutes I’d like to share with you five proven things you can start doing now, today, that can immediately
My Sales Suck! – Five Proven Ways to Invigorate Yourself and Your Team MORE »
How impressive is your customer service? And how much better are you and your service levels when compared to your competitors? I’m Jim Pancero. I’ve spent over 30 years as a sales and sales management consultant and trainer, helping sales teams like yours to increase their competitive advantage and selling success. I’d like to
“How Can We Improve Our Customer Service?” MORE »
“FUD Factor” is an old selling term that stands for Fear, Uncertainty, and Doubt. The idea as a sales person is to focus on a buyer’s fears, uncertainty and doubts in trying something new or in taking no action or in doing business with your competitors. A foundation of all buying is the opposite balance,
Are You Selling to Their FUD Factor? MORE »
All sales managers eventually wind up needing to invest time and effort interviewing, hiring and training new members of their sales team. How effective are your interviewing skills and efforts? The majority of sales managers don’t interview and hire new salespeople on a regular basis so their interviewing skills tend to be weak or “underdeveloped.”
Improve Your Team Hiring by Asking Stronger Interview Questions MORE »
Four Questions to Test Your Resolve & Improve Your Sales Success Whenever I ask experienced sales professionals this question, they always affirm how customer-focused they already are and how they really do not need any additional help or training in this area. What about you? Are you really customer-focused in your day-to-day selling efforts? Answer
Are Your Selling Actions Truly Customer Focused? MORE »
How often are you the lowest priced vendor bidding for new business? If you are like the vast majority of my readers, the answer is almost never. The reality of selling is there will always be some competitors who will under-bid you and others to win the business. So how are you and the rest
Utilizing the Five Steps of Financial Justification MORE »
The job of a sales manager is to help each and every one of your people achieve more than they would have achieved if just left alone. How are you helping your people achieve even more by coaching and helping them increase their Operational or fundamental selling skills? How often are you riding along and
How To Coach Sales Reps On The Fundamental Structures Of A Sales Call MORE »
