Sales Leadership with Jim Pancero
Episodes
192 episodes
Are your delivery drivers effective members of your sales team?
If we look at the actual time spent in front of customers, there's a good chance your delivery drivers and service people are spending more time with your customers than your sales reps are. Do you find it surprising that most organ...
The three best ways to gain a competitive advantage
1st way to increase your competitive advantage is to have a stronger response to how your entire team is answering a buyer asking; “Why, based on all the competitive options available to me, do I want to buy from you?” Are ...
Could a cleaner and better organized car help your reps sell more?
The reality of any outside salesperson is they live in their car. It's their mobile office, rest area, and where they usually eat lunch. And because of that, a lot of reps' cars get rather messy. What happens if your rep has a custo...
Does your literature and packaging actually explain why I’d want to buy your products?
We were helping a friend move into her new apartment. As we were helping her get set up, I commented, “You really ought to have a carbon monoxide detector.”She asked, “Why?” I didn’t really know, so I went out to buy on...
How predictable and consistent are your sales team’s selling messages?
How are your reps responding to a buyer asking “Why, based on all the competitive options available to me, do I want to buy from you?” A great test to learn what’s being delivered by your team is to individually ask each re...
How many of your sales reps are selling on purpose?
We need salespeople today to be more proactive initiators, not just reactive responders. How many of your team spend most of their time answering the phone, covering their territory on the same days each month, and calling on the sa...
Are your reps selling with a “Ready – Fire – Aim” philosophy?
One of the ways, as a sales leader, that we can increase the effectiveness of our sales team is to make sure they have the best habits of selling, that they’re selling more as a process instead of events.The reality is most sales reps ar...
Can you be more of a “Future Focused” sales leader?
There's a simple coaching technique that you, as a sales leader, can use to help make sure your salespeople continue to stay more future focused in their account discussions and account planning. This simple phrase is… ”And then what?” ...
Are you using videos to deliver your selling messages?
Are you regularly posting videos to deliver your selling messages? A great way to reach customers today is through online postings, taking advantage of the kind of videos like I've been posting now for several years. But too few companies are t...
Are you still a student of selling?
The profession of selling is experiencing some pretty tough times. We have less time in front of customers. Customers don't respect salespeople like they used to. Buyers assume all products are generic and believe there’s very little difference...
Are your reps only seen by your buyers as “Product Pushers?
Too many salespeople today spend so much time selling, pushing their products, and talking about their latest deals that they're not doing much to actually help their customers. A buyer recently shared, “The only time I see my ...
Are you coaching your reps to not give up?
Sales has gotten a lot tougher than what it was ten or even 15 years ago. Customers are harder to reach. They don't return phone calls anymore. When you stop by their office, they're not available. They don't answer the phone when you do call.&...
How are your reps adjusting to the new realities of selling today?
Selling in the last ten to fifteen years has gone through a cultural shift due to the general lack of trust buyers have with sales reps today. The first major challenge today is that customers are overworked. They want shorter sale...
Are your reps losing business because of not following the steps of a sales call?
Most salespeople today are intuitive and have never learned the steps of selling or see the importance in using them. Because of this, most are dealing with three problems…1st problem – A rep with little to no awareness of the steps of a...
Are your reps successfully selling to buyers with opposite personalities?
Most reps are good at selling to someone just like them…with the same likes and dislikes. Are your team members equally skilled at selling to buyers with completely opposite personalities? A goal of sales training today is to help s...
Is the Internet screwing things up for your reps?
How many of your buyers are doing more research and know more about your products than your reps do? Customers are doing their own research today before talking to a salesperson. They’re also delaying when they bring salespeople in...
Are you, as the leader of your sales team, using the latest technologies to extend your reach and impact?
A great way to increase your customer impact as the leader of your sales team is to increase your use of technology by connecting with prospects and customers utilizing Zoom, GoToMeetings, or Microsoft Teams. In the old days, you’d ...
Are your reps asking enough “Why” questions?
One of the best questions a sales rep can ask a buyer at any time in their selling process is “Why?” Too many times we only ask buyers a lot of “What” they want and “How” often they want it questions. If a buyer sh...
Does your team really trust you’re on their side?
The job of a sales leader is to help your people achieve more than they would have achieved if you just left them alone. Do your sales reps really believe that's your goal? It’s your responsibility to make sure everybody is in line ...
Are your reps still just selling their stuff?
How many of your reps have become too self-focused in their selling efforts? All they do is talk about how great their products are, how many other satisfied customers they have, and how they promise they’ll be there to help? And how many do 90...
How are you increasing your sales team’s success?
There are three critical areas, when maximized, that can improve your team’s success. Ignoring any of these three areas, sales (and skills) will tend to remain flat causing much less growth than you could otherwise achieve. The firs...
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...