Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
Are you asking the best questions?
You can increase your sales team’s effectiveness by strengthening the persuasiveness and effectiveness of the questions they’re asking prospects and customers. Questioning is the path to discovering and explaining how you can improv...
Are you only winning business AFTER you’ve matched the lowest price bid?
You don't have to be the lowest price…you just have to prove you’re in range of your competitor and are offering a lower total cost. How much extra would you pay to have safer tires on your car? Sales is really just a two-step proce...
Do your reps need to be more flexible?
How persuasive are you selling to someone with a personality and communication style opposite yours? Most salespeople tend to be persuasive when their buyer’s motivations or interests are like theirs. The real selling challenge is s...
Is your team selling your competitive advantages?
There are three levels of competitive awareness. The first level is your PRODUCT KNOWLEDGE competitive awareness. It’s understanding how your features and benefits compare to your competitors. About 90% of all salespeople have fairl...
Are your customer support efforts frustrating your customers?
There's an old sales term of “under-promise and over-deliver” to help make sure we are impressing our customers and satisfying their concerns. Are you, like too many other businesses today, not following this “under-promise / over-...