Sales Training Articles

Do Your reps know how to get out of a sales call that’s not going very well?

Screenshot of Jim Pancero on the"Do Your reps know how to get out of a sales call that's not going very well?" video.

How effective are your salespeople at getting out of a sales call that’s not going very well? Look at all the training other Industries give their people. Astronauts do extensive training on what to do if something goes wrong. They practice how to safely escape when there’s a problem.

Do Your reps know how to get out of a sales call that’s not going very well? MORE »

What needs to change for you to double your sales?

Graphic showing Jim Pancero in an archway with the text, "What needs to change for you to double your sales?" on the right.

When I ask this question in my sales training programs, I tend to get blank stares from most attendees. They have this look of “It’s evident you don’t understand my business or industry or you’d see it’s not possible to double our sales.” I believe this attitude comes from them only thinking about what can happen within any given year.

What needs to change for you to double your sales? MORE »

Are your sales reps selling to the only four reasons people buy?

Graphic showing Jim Pancero with an OTS box containing a slide for "The 'Four Core Value'" that lists: Lower risk, Make my life or work easier, Increase profitability / Lower total costs, and Increase competitive advantage

Are your reps using the best selling language available today to close more business? There are only four reasons why people buy when given competitive choices. Let’s use you as an example. Pick a time and something of significance you were buying. Why did you choose the vendor you chose?

Are your sales reps selling to the only four reasons people buy? MORE »

Scroll to Top