"Interested in listening to my one-hour podcast interview on sales & sales leadership?"

"Interested in listening to my one-hour podcast interview on sales & sales leadership?"

Last week I was interviewed by two good friends for their “@ Old Bulls” podcast. We talked about how selling and sales leadership have changed and what you and your team need to be doing about it. Hope you have some time to check it out!

Their write-up to our podcast…

On the latest “2 old bulls” Podcast (hosted by Tom Sanders and Paul Bako), we talked with Jim Pancero on how to out-sell the competition, how to be a better sales leader and why most salespeople, even experienced salespeople, are just getting by. It’s clear that the market is ever changing. Jim digs into the processes, the tools needed and much more. Selling is a science, not an art. Most salespeople are winging it not even knowing the steps of their sales process (or even the steps of a sales call).

Jim has a MBA, has been inducted into the National Speakers Association Speaker Hall of Fame, revamped the IBM sales process, started his own sales and sales leadership training company in 1982, and has been reinventing himself ever since. Listen on Apple Podcasts -?https://lnkd.in/gmij-rbv Listen on Spotify -?https://lnkd.in/g_e7AMbt

Call me (Cell 952-913-8998)…I’d love to offer an opinion or answer your sales & sales leadership questions or concerns…to help your team sell even more!

In case you missed it…my most recent posts this last week:

Tuesday 4/30 - “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 fairly strong product knowledge competitive awareness. This is where they’ve received the most training.

The second level is your PRICING & DISCOUNTING competitive awareness. It’s knowing your competitor’s prices as well as when, and how much, they’ll offer last-minute discounts. About 70% of salespeople have strong pricing and discounting competitive awareness.

The third area is where most salespeople are weakest…MESSAGE competitive awareness. How are your competitors explaining their uniqueness and value when talking to prospects or customers? How are they explaining why they’re the better choice?

What can you do as a leader of your team to improve all three levels of competitive awareness??

Today’s video talks about the critical importance of these three levels of competitive awareness. Mastering all three levels is one of the best ways your team can sell even more!

View the Video

Thursday 5/1 - “Do your reps need to be more flexible?”

How persuasive are you selling to someone with a personality and communications style opposite yours??

Most salespeople tend to be persuasive when their buyer’s motivations or interests are like theirs. The real selling challenge is selling to somebody opposite of you.

How do you sell to a detailed person if you're more big picture? How do you make sure you’re able to communicate and deal with their comfort zone, not yours?

This personality stretch factor is a challenge for most salespeople. They’ve grown up selling to people just like them. What happens when buyer’s interests are different than yours??

What are you doing to help your reps understand their strengths and also where their personality and communications skills can be improved? How are you helping them stretch and understand how to be persuasive to all individuals, even those completely different than themselves?

Today’s video talks about why it’s so important to be able to sell to all buyers…not just the ones like you. Because, if we can help a sales rep increase their flexibility and ability to sell to those different than themselves…they sell even more!

View the Video

Saturday 5/4 - “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 process. The first step is to communicate your uniqueness and value to prove you’re a better option, even at a higher price.

The second step is to then show how your price is still “close enough” to your competitors explaining how, even though a higher price, you’re still a lower total cost…and that extra value is worth paying more to achieve.

What can you do to help your team understand how to sell your value, and not your lowest price to win the business?

Today’s video shares how you don’t have to be the lowest quoted price to win business in a competitive marketplace, you just need to communicate and prove your lowest total cost. Focusing on selling lowest total cost (instead of the lowest price) is one of the best ways to help your team sell even more!

View the Video

Interested in video-based learning to help improve the selling skills of your team??– Check out my two video training programs at?www.advancedsalesuniversity.com .

Ready to have a conversation about how I could be of help to you and your sales team? We can conduct on-site training, interactive video account planning, sales or sales leadership coaching and training to help your team increase their competitive edge…especially with the changes in selling today! Ready to talk about how I might help with your team’s challenges?

Jim Pancero

“Helping you and your team become even more effective in sales”

[email protected] ?- (952) 913-8998 - www.pancero.com ?/ Dallas, TX

Free videos on how to sell, and lead in today’s hyper-competitive times?https://youtube.com/jimpancero

Connect with me on LinkedIn - www.dhirubhai.net/in/jimpancero