Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
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...
Could the “Match Test” exercise help your team deliver a stronger message of value and uniqueness to your customers?
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...
Selling using physical comfort zones
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.The first z...
Are you training your team to take advantage of the seasonality of your business?
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?Each industry tends to have a different peak time of year, whether...