Sales Training Articles

Do your reps just collapse into ‘Presentation Mode’ when under pressure?

Graphic showing Jim Pancero standing in an archway with the text, "Do your reps just collapse into 'Presentation Mode' when under pressure?" to the right.

What caused your buyer to not see your extra value? It could be you have a weak message when buyers ask “Why do I want to buy from you?” It could be your reps are not proactive in how they work your buyer through the evaluation and proposals offered. What about reps not focusing on the buyer’s challenges and are just pushing their products?

How are you helping your reps get value from their lost sales?

Graphic showing Jim Pancero standing in an archway with the text, "How are you helping your reps get more value from their lost sales?" on the right.

What caused your buyer to not see your extra value? It could be you have a weak message when buyers ask “Why do I want to buy from you?” It could be your reps are not proactive in how they work your buyer through the evaluation and proposals offered. What about reps not focusing on the buyer’s challenges and are just pushing their products?

How are your reps overcoming the reality of today’s self-educated buyers?

Graphic of Jim Pancero standing in an archway with the text, "How are your reps overcoming the reality of today’s self-educated buyers?" on the right.

How buying decisions are made has changed dramatically in recent years. It used to be if you wanted to buy something, like a hot tub, the first thing you’d do is stop by a hot tub store, talk to a sales rep, pick up some literature and pricing and then go home to talk with your family about your options.

Are your reps functioning as order takers or as trusted advisors?

Graphic of Jim Pancero standing in an archway beside the text, "Are your reps functioning as order takers or as trusted advisors?”

Where are your sales reps positioned in the eyes of your customers? Too many salespeople are not functioning as trusted advisers in their customers eyes but are just seen as order takers and fulfillers of what their customers need. This is a key differentiator in selling today between the successful reps selling as trusted advisors and those struggling as order takers and reactive responders.

Are your customer problem resolution skills as strong as Disney’s?

Graphic of Jim Pancero standing in an archway beside the text, "Are your team's customer resolution skills as strong as Disney's?"

Ever read the book “The Challenger Sale” by Matthew Dixon and Brent Adamson? It was one of the hottest sales books twelve or thirteen years ago that had a big impact on a lot of sales teams.

The authors did research on the best personality styles for a sales rep to have to be successful and win the most business.

Are your reps still using the lessons of ‘The Challenger Sale?’

Graphic of Jim Pancero standing in an archway with the text "Are your reps still using the lessons of 'The Challenger Sale?'"

Ever read the book “The Challenger Sale” by Matthew Dixon and Brent Adamson? It was one of the hottest sales books twelve or thirteen years ago that had a big impact on a lot of sales teams.

The authors did research on the best personality styles for a sales rep to have to be successful and win the most business.

Are your reps just chasing buyer symptoms…or are they getting to the real problems?

Graphic showing Jim Pancero standing in an archway with the text, "Are your reps just chasing buyer symptoms…or are they getting to the real problems?" on the right.

What can you do, as the leader of your sales team, to discuss with your reps the difference between solving symptoms and solving actual problems?

Today’s video talks about this challenge of only solving symptoms and missing the real customer problems. When you can sell to your buyer’s problems, and not just their symptoms, you’ll sell even more!

How to motivate unmotivated sales reps

Graphic showing Jim Pancero standing in an archway with the text, "How to motivate unmotivated sales reps" on the right.

Where are your sales reps positioned in the eyes of your customers? Too many salespeople are not functioning as trusted advisers in their customers eyes but are just seen as order takers and fulfillers of what their customers need. This is a key differentiator in selling today between the successful reps selling as trusted advisors and those struggling as order takers and reactive responders.

Scroll to Top