Articles for Sales Professionals

How many of your reps, like my friend Chuck, have a “Ready – Fire – Aim” philosophy of selling? How many do all the talking on their calls just bragging about how great their products are?

What are you doing to follow up with customers leaving to do more in-depth research asking “What could we have done better?” “How could we have been more competitive doing more to satisfy what you are wanting?”

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 »

The challenge now for your salespeople is helping them understand how to persuasively relate and connect with all of the different generations represented in their customers.

Join Jim Pancero as he shares ideas that can help you coach your people into thinking, selling (and winning!) more moves ahead!

It used to be you only had to put your customer’s picture and their one paragraph testimonial on your website. Today the best testimonials are on video.

“FUD Factor” is an old selling term that stands for Fear, Uncertainty, and Doubt. The idea as a sales person is to focus on a buyer’s fears, uncertainty and doubts in trying something new or in taking no action or in doing business with your competitors. A foundation of all buying is the opposite balance, …

Are You Selling to Their FUD Factor? MORE »

Are you leading your sales team…or just acting as the head doer?

What can you do to help your team understand and direct their selling efforts to include all expected to have influence on the decision to buy from you?