Jim Pancero

A great way to increase your team’s persuasiveness is to make sure they spend more time talking about their customer than they spend talking about themselves, their company, or their products. There’s a simple test you can apply to measure your team’s communications. It’s called the “X’s & O’s” test. 

Today’s video discusses these two leadership styles of functioning as a hands-on Sergeant Major or as a General who offers strategic direction and vision. They each have the goal of helping their sales team sell even more!

Is your team proactively monitoring and supporting your customers? Or does your team wait for your customers to call when they run out of inventory or have a problem before anyone takes action?

It’s critical today to continue increasing the persuasiveness of your inside support team. Four ideas to improve the effectiveness of your support team.

Today’s video discusses these two types of objections, and how the more persuasive your objection-handling skills are, the more you’re likely to sell!

Are your sales reps successfully selling against low-priced competitors by selling to the “FUD Factor?”

Prospecting long-term requires strong and involved sales leadership, coaching, training, and organization. Think you can increase your team’s new business prospecting efforts?

Testimonials are a great way for customers to show how and why you’re a good and trusted vendor they can do business with. But too many reps seem to have gotten out of this habit lately of asking their customers for testimonials or for references. 

Your team can increase the persuasiveness of their sales presentations by improving their use of PowerPoint slides.