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Sales Leadership with Jim Pancero

Jim Pancero has been influencing, guiding, and inspiring sales professionals in more than 80 different industries to increase sales, market share and profitability. Jim's combination of humor, larger-than-life personality, outstanding research and real-world examples that hit home, provide even experienced sales pros who think they've heard it all, with strategies and concepts that work! Your sales team will be charged up and ready to go...and your company and customers will reap the rewards. Time with Jim is time well spent. Watch your productivity and profitability soar! https://pancero.com

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Sales Leadership with Jim Pancero

How to sell when your products aren't working

May 29, 2026 • Jim Pancero • Season 5 • Episode 6

0:00 | 1:22

A customer recently asked what to do when their products or services just aren’t working. It might be because of your service levels, scheduling, delivery delay or performance issues compared to your competitors.

How does your company support your reps during these challenges? Too many companies do little to help their reps during these types of challenges except to demand they keep selling.

As the leader of your sales team, you need to be working in advance so you’re prepared and can effectively support your team when challenged so you minimize lost sales.

Consider conducting role playing exercises on how reps can discuss and handle these situations. This is a chance to prepare your team so, if challenged, they still have the best answers possible.

Today’s video discusses what you can do if your team is facing quality, performance or service problems. Only if you help them prepare for these challenges will they be able to sell even more!

So, what do you do when your products don't work or they're underperforming your competitors? Hi, I'm Jim Pancero, helping you and your team be more effective in selling today. And every once in a while a company will face a challenge of their products not working either because of a manufacturing problem or because of supply issues or some other issues or the products just don't perform as effectively as latest competitive products do. This is a challenge for salespeople and a lot of times companies don't do much to support the sales reps when they do have these problems except for telling them just try to sell. We need to work with our sales team to make sure that when there are challenges, when we do have gaps in our quality or in our performance or our competitors are able to outperform anything that we have to offer, we need to make sure that we coach our sales reps. We do roleplaying on how they can discuss and handle these situations to make sure that it does the minimum damage possible through the efforts of the sales reps. What can you do as a manager of your team when you do have any of these challenges to work with your team to make sure that even under these tough situations, they still have the best answers possible? Because only if we coach them on how to deal with these kind of challenges will they be able to sell anymore.