Do your sales reps believe in secondstep selling? Hi, I'm Jim Pancero, helping you and your team be more effective in selling today. And one of the ways we can do that is an old concept referred to as secondstep selling. The idea is step one, we satisfy the customer's needs. And if we do that, then step two, they'll satisfy our needs by giving us an order. But the only way we can satisfy what we need getting an order is we have to first make sure that we do something that helps the customer that brings value that lowers their risks makes their life easier increases their profitability or lowers their cost or increases their competitive advantage. The reality is we need to make sure that we're more customer focused in what we do. This has been a common challenge in selling for decades but it's becoming even more critical today. We need to make sure that we're seen as a solution provider, that the customers see that we're more interested in their problems and what they're trying to do than we are in making sure that we get an order, that we apply this concept of secondstep selling, so we come across as much more persuasive. What can you do as a coach to work with your team to make sure that even as they start a conversation, they're talking about the customer, the customer's challenges, and how you can help, not talking about how great your new products are or how and why you're running a sale. This is the opportunity to sell today because if we do that, I bet your team could sell even more.