Sales Training Articles

  You can get the most value by showing this video at a sales meeting prior to your trade show and then leading your team on a discussion of: What did you think of the ideas on the video? How relevant are these ideas to us and our upcoming show? What do you think we

So how are sales? I’m Jim Pancero. I’ve spent over 30 years as a sales and sales management consultant and trainer, helping experienced sales pro’s like you increase their selling success and margins. In just six minutes I’d like to share with you five proven things you can start doing now, today, that can immediately

  How impressive is your customer service? And how much better are you and your service levels when compared to your competitors? I’m Jim Pancero. I’ve spent over 30 years as a sales and sales management consultant and trainer, helping sales teams like yours to increase their competitive advantage and selling success. I’d like to

Four Questions to Test Your Resolve & Improve Your Sales Success Whenever I ask experienced sales professionals this question, they always affirm how customer-focused they already are and how they really do not need any additional help or training in this area. What about you? Are you really customer-focused in your day-to-day selling efforts? Answer

How often are you the lowest priced vendor bidding for new business? If you are like the vast majority of my readers, the answer is almost never. The reality of selling is there will always be some competitors who will under-bid you and others to win the business. So how are you and the rest

NOTE: Please read Jim’s update (5/2/17) at the end of this article. His answer to the posted comments.  How are you opening up your phone calls, especially when cold calling? There’s a simple four step process you can utilize that will increase your success grabbing a prospect’s attention and positioning the reason for your call.

How strong are your strategic selling skills? Strategic selling involves increasing your competitive advantage by strengthening your ability to communicate your uniqueness, value, and competitive differential to a customer or prospect. How successful have you been explaining your competitive uniqueness and differentiation to your potential buyers? What is involved with strategic selling? So what is

Do you see selling as an event or as a process? Less trained or experienced sales reps tend to see selling as just a series of stand-alone events. They work hard at every selling opportunity but when that sale is complete, whether it was won or lost, they see that sales effort as now being