Sales Management Articles

Most salespeople assume they know their customers. But how much of their awareness is based on what buyers wanted years ago?

It used to be you only had to put your customer’s picture and their one paragraph testimonial on your website. Today the best testimonials are on video.

The best way to sell today is by using the old sales tools like the steps of a sales call to give you more control of your persuasiveness and having defined multiple-call sales plans. It’s getting higher, wider and deeper within an account to make sure you’re talking to the best people who will make a buying decision.

Have you noticed offering high quality products backed by great service is just not enough today to gain a consistent competitive edge? Today you also need to be focused on speed, simplicity and ease of use…the Amazon model.

Join me as I share ideas your team can be using to focus more on problems instead of just symptoms…so they can sell even more!

How can we say we’re customer-focused if we rarely even mention our buyers and their problems in our writing?

What can you be doing, as the leader of your team, to have a strong balance between your positive to negative communications, even if it’s only “We know you’re trying hard?”

What can you do to help your reps realize how late they’re entering a new buyer’s decision process today? How can you help identify the best questions to ask early in their call to identify buyer decisions already made?

As the leader of your sales team, what are you doing to make sure your team truly understands and utilizes the more modern version of 1st lowering resistance, 2nd asking questions, 3rd presenting, 4th closing and then 5th and finally agreeing and setting up your next contact?

Join Jim Pancero as he shares ideas that can help you coach your people into thinking, selling (and winning!) more moves ahead!