Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
What can you learn by doing business with your competitors?
Years ago I consulted with a major bank in Cincinnati. I was so impressed with the senior leadership of the bank. They had a rule their senior leadership had to do business with another bank. They wanted to make sure their executive...
Are your reps using their cell phones as effective sales tools?
Though cell phone video capabilities have existed for years, most salespeople are not taking advantage of this technology. The goal is to use your cell phone to capture more images of your products being utilized and satisfied customers talking...
Are your reps successfully utilizing ‘WIIFM’s’ in their selling messaging?
There's an old 1950s selling concept called “WIIFM’s.” It was a simple acronym that stands for “What's in it for me?”A salesperson explains to a buyer their product is so great because it has an extended handle. The buy...
Are any of your reps guilty of “Ready – Fire – Aim?
How many of your reps follow a “Ready – Fire – Aim” selling philosophy? Most are so action oriented they only think one selling move ahead.If you gave any of your reps a new sales lead, how many will go online and Google that cu...
Do your reps understand (and use) the 3 basic structures of asking questions?
Effective questioning skills are the foundation of all persuasive communications. There are three questioning structures your team needs to be utilizing:1st - Ask open-ended questions then moving to more close-ended questions. Open-ended...