Join me as I share ideas on how you can work with your team to better understand the four core values of selling…and how to best utilize “lowing your risk” to describe why anyone would want to buy your products or services.
One of the best ways to increase your persuasiveness success is by improving how you handle a buyer’s objections.
Do your reps know the four steps to persuasively handling any objection? MORE »
As a sales coach, if I say to a salesperson “If you try handling that objection this way…it might be easier,” the first response is rarely “Wow! That would really help me.”
Can your salespeople talk about the future without apologizing for the past? MORE »
How effective are your salespeople at handling buyer objections? Do all members of your team understand the processes and structures of persuasive objection-handling?
Are your reps effective objection-handlers? MORE »
By Rick Mullen, Maintenance Sales News Magazine Associate Editor – Originally published at http://maintenancesalesnews.com/msnNews0120.htm During a presentation at the recent ISSA Show North America 2019, in Las Vegas, NV, titled, “Winning Selling Strategies for Today’s Disruptive Sales Realities,” Sales Consultant Jim Pancero told an audience of cleaning professionals that selling has changed dramatically in recent years. “Fifty years ago, in
Generational Changes Driving Today’s Sales Process MORE »
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
Utilizing the Four Core Values of Buying MORE »
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
Are You Healthy Enough to Pass a Sales Physical? MORE »
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
11 Biggest Mistakes Sales Professionals Make in Their Presentations MORE »
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
5 Tips When You Have 5 Minutes With A Prospect MORE »
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
Moving Your Service Levels to Amazing MORE »
