Jim Pancero

Strengthening Your Strategic Selling Skills to Sell More 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 […]

Find ‘The Win’ In Any Sales Loss

Find ‘The Win’ In Any Sales Loss 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

Sell More With a Strong Competitive Awareness

Sell More With a Strong Competitive Awareness 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

Remember to ‘Pencil Sell’ During Your Sales Presentation

Remember to ‘Pencil Sell’ During Your Sales Presentation MORE »

Can you increase your persuasiveness when presenting your ideas to customers? A powerful idea that might be of help originally came out of the 1940’s and involves “pencil selling” as a way to get your message remembered and to help you maintain control of your sales presentation. “Pencil selling” simply means using a blank pad

Reasons to Add a Sales Manager to a Dealership

Reasons to Add a Sales Manager to a Dealership MORE »

Jun 20 2013

Natural evolution of a dealership As dealerships get larger each person working there will tend to become more specialized. In the beginning when there are only one to three locations most managers are general managers getting involved in all major decisions. As they grow, usually by adding locations, they will need their top managers to

Are You Managing Your Sales Team by GPS?

Are You Managing Your Sales Team by GPS? MORE »

Apr 12 2013

Are there valid reasons for recording a salesperson’s travels by GPS? Short term I am sure a team’s sales would increase due to the bottom performers running scared and working harder. But long term I believe a team will lose its top performers (or future top performers) due to their feelings of “Big Brother” and

Using ‘Ride-With Sales Coaching’ and Being a Leader

Using ‘Ride-With Sales Coaching’ and Being a Leader MORE »

May 9 2012

The best sales coaching opportunity is going to be whenever you are riding with a rep for a few days or are talking with them on the phone. On the phone it’s just taking a few extra minutes to ask them about any specific account plans or what they are working on with their most

Focusing on Problems – Not Symptoms

Focusing on Problems – Not Symptoms MORE »

Nov 22 2011

As a sales manager, are you spending more times working to solve symptoms or problems from your sales team members? Sadly, most of the sales managers I see spend the majority of their time only working on symptoms and not problems. The majority of all the sales problems brought to me by sales people asking

Selling to Your Buyer’s Entire Political Culture

Selling to Your Buyer’s Entire Political Culture MORE »

Nov 8 2011

The reality of today’s buyers is they rarely make decisions alone. A “final decision maker” will still seek opinions and insights from others, even when they alone are the final decision maker of their vendor selection. However, most sales professionals only focus their attention selling to their main buyer or decision maker and see little

Positioning Buyers to Use Your Low Risk Customer Buying Process