Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Are your reps holding onto problems too long?
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Are your reps trying to take care of their customer problems themselves, and not asking for help soon enough?
This happened to me when I was new to selling. I was trying to fix a problem one of my customers was experiencing. I was working hard to fix their problem but wasn't being successful.
I brought my manager on a sales call to talk with our customer (without me present in the room). As we were driving back to our office, my manager shared how Charlie (the customer) was very happy with my work except for one major complaint. I was holding onto problems too long.
My manager explained we're a large corporation. Even though we have hundreds of people to support our customers, I was handling everything alone. I wasn’t using our company resources soon enough and, because of that, I was upsetting our customer.
How many of your sales reps are holding onto problems too long? Is this something that needs to be discussed with your team? Today’s video discusses this challenge of reps holding onto problems too long…and what you can do about it so your reps can sell even more!
Are your sales reps holding on to problems too long? Hi, I'm Jim Pancero, helping you and your team be more effective in selling today. This happened to me when I was newer to sales. I had a customer that was unhappy and I was trying to correct their problem and to make sure that we gave them satisfaction, but I wasn't being successful. So, finally, my manager went with me on a sales call and it talked to the customer without me present in the room. As we were driving back to the office, the manager said, "You know, Charlie, the customer was very happy with the job I've been doing, except for he said he's got a major complaint." And his complaint was, "I was holding on to problems too long." My manager said, "Look, we're a large corporation. We have hundreds of people available to support our customer, but you were handling everything alone. You didn't use the resources you had soon enough, and because of that, that was upsetting to the customer." That was a major life lesson for me that really impressed me uh still to today of how I behave and what I do and how salespeople deal with customers. How many of your sales reps are holding on to problems too long? Is this something that needs to be discussed? And talk about when do they call for help and what kind of help do they need? This could help to make things much more persuasive for your salespeople and could help your team even sell more.