Sales Leadership with Jim Pancero
Episodes
171 episodes
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...
Are your customer support efforts frustrating your customers?
There's an old sales term of “under-promise and over-deliver” to help make sure we are impressing our customers and satisfying their concerns. Are you, like too many other businesses today, not following this “under-promise / over-...
When was the last time you researched your competitors?
Most believe they have a fairly strong level of competitive awareness. They know what their competitors are doing, their prices, how they sell, and how they close business.But we're in a very fast-changing environment today. Companies co...
Are you helping your sales managers become stronger coaches and leaders?
The reality over decades of research is that people coached by somebody more skilled tend to have the fastest improvement in those skills. Your job as the coach and leader of your sales team is to help strengthen and improve the skills of all m...
Any of your reps afraid to ask for the order?
Too many salespeople are afraid to ask for the order. They're either afraid they’ll seem too pushy or they don't know the steps to getting a buyer to say yes.The close is not the most critical step in the selling process, especially when...
Are your trusted advisor sales reps selling like slimeballs?
I ask my sales training attendees to identify the slimiest salespeople they’ve ever met. Most identify a specific industry like time shares or used car sales.I next explain, the difference between a trusted advisor to a customer and some...
Could ‘Blitz Days’ increase your team’s prospecting success?
Blitz Days are based on team members blocking their calendars for a specific date agreeing, if at all possible, to not be calling on existing customers. The entire day is devoted to prospecting for new accounts and stopping by to identify new c...
How balanced are you as a coach and leader of your team?
Effective sales leadership is based on mastering four distinct skill sets to increase your team’s success, persuasiveness, and stability.The first skill set, taking the majority of most manager’s time, is solving problems and fighting fi...
Do your buyers really trust your sales reps?
Do you know anyone who doesn’t trust salespeople? They're afraid of being taken advantage of and not being told the truth. Do your buyers trust and believe your reps are committed to their best interests? Three ideas to help build e...
How many of your reps follow a “Ready – Fire – Aim” selling philosophy?
Give one of your rep’s a new sales lead…what will they do first? Sadly, most immediately grab their phones calling the lead to get a conversation, or even better, schedule a face-to-face appointment.But these reactive “R...
Do you see selling as more art…or science?
Successful selling today demands we master both sides. But most salespeople only gravitate to one side, and that side is usually the intuitive art side. It used to be having the “gift for gab” was all that was needed to be ...
Have any unmotivated and underperforming sales reps?
How many of your reps could be selling more…if they just put more energy into their territory? How you motivate your people and get them energized is a critical component of effective sales leadership.There are four simple rules of motiv...
Are your buyers tired of only hearing about your features?
Are your reps only bragging about what they’ve got instead of focusing on the benefits your buyers will get?How many of your reps sell utilizing a self-focused approach. How many were taught a “feature-benefit” presentation styl...
Are your reps still saying the same, old, tired answers explaining your uniqueness and value?
One of the best ways to increase your team’s effectiveness (and sales) is to not respond with the same answers everybody else gives when asked “Why do I want to buy from you?”Ask this question of your reps and you’re likely to hear… ...
How are you strengthening the weakest skills within your sales team?
There are three skill sets a salesperson needs to master to achieve long-term success in selling. We can view this as three points on a triangle.The first skill area, and triangle point, is strong relationship skills so your buyers like ...
How much time are you really spending as a coach and leader of your sales team?
How much time do you spend fighting fires and fixing problems compared to actually coaching…and leading your team? Will you be able to spend more time this year being more of a coach conducting account planning and strategizing with your salesp...
Is this a good time to remind your team of your company values and ethics?
Most businesses assume their employees understand, and are following, their company’s values and ethics. But for most it’s also been a while since management actually talked with their employees to review the values and ethics expected.
Want to add more energy to your sales team?
Are your reps in a “selling rut,” going through the same motions, making the same calls and saying the same things to the same buyers day after day? Have any of your reps lost any of their selling energy? How many don't hav...
Are you training and motivating all members of your sales team?
A great way to increase the effectiveness and impact on your customers is to make sure all members of your team interacting with buyers have all the persuasive and problem-solving skills needed. Whether it be a delivery person, inside salespers...
Can Zig Ziglar help your team “Keep pumping” and not give up?
Are your people giving up too early? How many voicemails will your reps leave before they abandon a sales lead? Zig Ziglar was famous for his motivational talk explaining how an old farm pump and selling have so much in common. The...
Are you still only selling to THE decision maker
Business decisions used to be very hierarchical. The company owner or department head would make the final decision after getting input from their team. Selling in the past focused on getting to that single, top decision maker.Decisions ...
Are your reps utilizing “2nd Step” selling?
Ever hear of the selling concept called “Second Step Selling?” Step one is satisfying your buyer’s needs so, Step two, they’ll satisfy your needs by giving you their business.The only way we can get what we want is by first maki...