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 »
NOTE: Please read Jim’s update (5/2/17) at the end of this article. His answer to the posted comments. How are you opening up your phone calls, especially when cold calling? There’s a simple four step process you can utilize that will increase your success grabbing a prospect’s attention and positioning the reason for your call.
Utilizing Stronger ‘Cold Calling’ Phone Openings MORE »
How strong are your strategic selling skills? Strategic selling involves increasing your competitive advantage by strengthening your ability to communicate your uniqueness, value, and competitive differential to a customer or prospect. How successful have you been explaining your competitive uniqueness and differentiation to your potential buyers? What is involved with strategic selling? So what is
Strengthening Your Strategic Selling Skills to Sell More MORE »
Do you see selling as an event or as a process? Less trained or experienced sales reps tend to see selling as just a series of stand-alone events. They work hard at every selling opportunity but when that sale is complete, whether it was won or lost, they see that sales effort as now being
Find ‘The Win’ In Any Sales Loss MORE »
How high is your competitive awareness? On a scale of one to 10…with 10 being strongest…pick a number you feel most represents your current level of competitive awareness. Most experienced sales professionals identify their competitive awareness level as around a seven to nine…what’s your number? Having a comprehensive understanding of your competition and how they
Sell More With a Strong Competitive Awareness MORE »
