Do your salespeople have all the selling skills they need for success in selling today? Hi, I'm Jim Pancero, helping you and your team be more effective in selling. And the reality is there are three major skill sets that a salesperson needs to master if they want to have long-term success in selling. We can look at it like three points on a triangle. The first point, the first skill area necessary is they have strong relationship skills. They know how to build relationships with their customers so their customers like them so the customers trust them. The second area is in the industry and product knowledge so they can understand the customer's business and bring them solutions that will save their money, make their life easier or will uh help them increase their competitive edge. The final and third area then is their business and financial skills of financially justifying and showing how even when you're a higher price, you can still be a lower total cost. I watch most sales people embrace one area, tolerate a second, and then completely ignore a third. And for most sales reps today, that third area being ignored is in the business and financial skills. What would happen if your customer gave them a sheet of paper and said, "Okay, you've told me you're 5% higher than anybody else I'm looking at. Show me how I'm going to get my 5% back and even more if I invest in you compared to anybody else." How would your salespeople respond? most would have a problem because in most companies that's never been talked about. They've never been trained on these skills. So, they're at a loss when a customer asks, "What can you do to make sure that your salespeople have all three of these skill sets mastered and that you put training in the areas where they're currently weakest? Because if we can improve any area on this triangle, our team will tend to sell even more.