Articles for Sales Management Professionals
Are any of your reps guilty of ‘Ready – Fire – Aim?
By Jim Pancero |
How many of your reps follow a “Ready – Fire – Aim” selling philosophy? Most are so action oriented they only think one selling move ahead.
Read More Do your reps understand (and use) the 3 basic structures of asking questions?
By Jim Pancero |
Effective questioning skills are the foundation of all persuasive communications. There are three questioning structures your team needs to be utilizing:
Read More How much time are you really spending as a coach and leader of your sales team?
By Jim Pancero |
How much time do now spend fighting fires and fixing problems compared to actually coaching…and leading your team? Will you be able to spend more time this year being more of a coach conducting account planning and strategizing with your salespeople?
Read More Could the “Match Test” exercise help your team deliver a stronger message of value and uniqueness to your customers?
By Jim Pancero |
There was an old sales training exercise used for years called the “Match Test. The test involved a sales rep lighting a match and then, before they burned their fingers, having to deliver their complete message of uniqueness of why a buyer would want to buy from them.
Read More Selling using physical comfort zones
By Jim Pancero |
How aware are you of the physical comfort zones you have between yourself and your customers? Being too far away from a buyer could be seen as being aloof. But if you stand too close, you could be seen as pushy and aggressive.
Read More Are you training your team to take advantage of the seasonality of your business?
By Jim Pancero |
Is there any seasonality to your team’s selling efforts? What can you do prior to a season’s start to coach, remind and fine-tune your team’s selling skills and messaging?
Read More Could your reps do a better job presenting to your dealer, distributor, or retailer sales meetings?
By Jim Pancero |
Do the presentations being given by your sales team to your independent distributor or dealer salespeople have the best information possible so they can do their job more effectively?
Read More Do your reps just collapse into ‘Presentation Mode’ when under pressure?
By Jim Pancero |
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?
Read More How are you helping your reps get value from their lost sales?
By Jim Pancero |
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?
Read More JIM PANCERO, CSP, CPAE
Hall of Fame Speaker & Thought Leader
2006 Robin Hill Lane, Carrollton, TX 75007
800.526.0074 or 952.913.8998