Sales Training Articles

Utilizing the Four Core Values of Buying

Business-to-business buyers are influenced by your overall philosophy or approach much more than they are by the “parts and pieces” details of your actual products or services. Strategic selling involves continually communicating your overall philosophy, positioning or selling approach throughout your selling process and ongoing support efforts. One of the most effective ways to increase…

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Are You Healthy Enough to Pass a Sales Physical?

The Six Critical Tests That Most Contribute to Your Personal Selling Success So how healthy are you? Want to find out by completing a simple six question test of your selling skills and effectiveness? As a sales and sales management consultant and trainer for 35 years I’ve been able to observe and evaluate the skills…

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11 Biggest Mistakes Sales Professionals Make in Their Presentations

A guest article by Patricia Fripp, Hall of Fame keynote speaker, executive speech coach, sales presentation skills and an on-line training expert. Like Hollywood actors, sales professionals put themselves and their companies on the line with every word, taking a risk in the hope of a favorable outcome. Just like actors, even the best, most experienced…

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5 Tips When You Have 5 Minutes With A Prospect

A guest article by Patricia Fripp, Hall of Fame keynote speaker, executive speech coach, sales presentation skills and an on-line training expert. If you are on the phone, a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional? Here is an…

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Moving Your Service Levels to Amazing

Jim Pancero and Satisfyd present “Moving Service Levels to Amazing – Make Your Service Department a Competitive Advantage!” – One hour webinar Topics include: – How do your customers view your sales and service team? – Where are your customer’s service team and support levels now? – The evolution of a competitive advantage – What types of…

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Sales Campaigns Increase Your Competitive Value and Uniqueness

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,…

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Today’s Top Five Sales Fails and How to Avoid Them

Jim Pancero and Satisfyd presents “Today’s Top Five Sales Fails…and How to Avoid Them!” – One hour webinar recording. Topics include: Sales fail #1 – Making it all about you. Sales fail #2 – Selling as a firefighter instead of an arsonist. Sales fail #3 – Selling as a “Hellarewe Bird” Sales fail #4 -…

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How to Sell Your Way Out of a Tougher Economy

So how’s business? Whether you sell equipment…materials…supplies…or services…I’m guessing your answer isn’t that positive right now. Some business areas are doing really well…but most have spent the last year struggling for every sale…fighting off aggressive cost-cutting competitors as you all chased after fewer buyers. I’m Jim Pancero. and I’ve been consulting and training sales teams…

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Your Price is Too High

How many times have you heard that from a buyer? What do you say? I’m Jim Pancero. In the last 33 years I’ve consulted and trained over 600 experienced sales teams in 80 different industries. Dealing with pricing demands and pressures from buyers is a constant in all industries…whether you’re in retail or business-to-business sales…selling…

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