Sales Leadership with Jim Pancero

Jim Pancero
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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

  1. 1d ago ·  Video

    Are your delivery drivers effective members of your sales team?

    If we look at the actual time spent in front of customers, there's a good chance your delivery drivers and service people are spending more time with your customers than your sales reps are.  Do you find it surprising that most organizations don't include their drivers in any kind of training or sales meetings, even though they're the ones spending the most time in front of customers? Your delivery and service team members can be a secret weapon to your team’s selling efforts and customer research.  When drivers are making a delivery, most people working there tend to ignore them because they're in uniforms as support people. And because of this “buyer invisibility,” your drivers and support team members get to see things your sales reps might not be shown or allowed to see. Your drivers and support people can help improve your awareness of competitive products being used, to hear about challenges buyers are facing and to notice any kinds of waste or excess surplus lying around because of ineffective ordering. The reality is your drivers can be a strong set of eyes and ears to your customers, especially when they know what you're doing. What can you do to involve your drivers more in your meetings?  Today’s video talks about the important insights and information you can gain when you include your drivers and technical support team members in your sales planning discussions. When you sell as an entire team that includes your drivers, you’ll tend to sell even more!

  2. 3d ago ·  Video

    The three best ways to gain a competitive advantage

    1st way to increase your competitive advantage is to have a stronger response to how your entire team is answering a buyer asking; “Why, based on all the competitive options available to me, do I want to buy from you?”  Are your answers clarifying your uniqueness and the services compared to your competitors’ of how you’ll bring value and benefit to that customer? 2nd way to increase your competitive advantage is to improve the quality and effectiveness of your sales calls by following (and coaching to) the selling best practices. Selling is tougher today. We have less time in front of customers, and customers are harder to reach. We need to maximize that time whenever we do get in front of a customer by becoming more of a “Selling Structuralist,” following the structures and processes of selling so you can still be persuasive, even in a shorter period of time. 3rd way to increase your team’s competitive advantage is by being more proactive as their leader, initiating more future-focused selling process coaching and guidance to help them achieve more than they would have achieved if you just left them alone.  Today’s video discusses these three best ways to help your team increase their competitive advantage. When you can achieve all three, your team tends to sell even more.

  3. 5d ago ·  Video

    Could a cleaner and better organized car help your reps sell more?

    The reality of any outside salesperson is they live in their car. It's their mobile office, rest area, and where they usually eat lunch. And because of that, a lot of reps' cars get rather messy.  What happens if your rep has a customer that needs a brochure and walks out to their car, or they have an opportunity to take them to lunch? Look how embarrassing it could be if they came out and the front seat was full of old food bags and other garbage that had to be cleaned up just for the buyer to get in.  Having ridden with a lot of reps in my research, I’ve also realized that a car that’s messy and cluttered doesn't tend to be a very efficient workspace. Is this a good time to review with your team that they’re representing not just the ideas and products they bring, but the professionalism of how they look and dress, including their car? Think a cleaner, and more organized car could also help increase both their efficiency and effectiveness by presenting a more professional and cleaner image and a better place to work? Today’s video talks about how your rep’s clothing and car are an extension of your brand. Think they could sell even more if they looked more professional, cleaner and better organized in front of their buyers?

  4. Oct 23 ·  Video

    Does your literature and packaging actually explain why I’d want to buy your products?

    We were helping a friend move into her new apartment. As we were helping her get set up, I commented, “You really ought to have a carbon monoxide detector.” She asked, “Why?” I didn’t really know, so I went out to buy one while they continued unpacking. When I returned with the carbon monoxide detector, she asked again, “Why do I need it?” I suggested we look at the box. The box had all of the technical information about how this carbon monoxide detector measured things. The box listed all the rates of when the alarm would go off, telling us how to use it and what it could do, but never explained why we needed it.  How much of your packaging and literature explains why someone would need your products or services and what benefits they can expect? Is this a good time to talk with your reps about focusing their efforts to talk more about why your products or services can help and the benefits they can expect? Today’s video talks about this lack of “Why I want to buy your product?” descriptions in most product literature and packaging. After all…the more your reps talk about why a buyer wants your stuff…the more likely your team can sell even more!

  5. Oct 21 ·  Video

    How predictable and consistent are your sales team’s selling messages?

    How are your reps responding to a buyer asking “Why, based on all the competitive options available to me, do I want to buy from you?”  A great test to learn what’s being delivered by your team is to individually ask each rep how they’d answer a prospect asking “Why buy from you?” Be prepared to hear a different answer/message from each rep. This is not a weakness in your reps, but in your management. When was the last time you discussed with your team what the best answers are to this question? Most companies assume experienced reps have great messaging answers and don’t need any help. So, receiving no management help, what a surprise each rep then made up their own response. And each response is likely different. How do you strengthen your brand? By strengthening the consistency of your message. Could this be a good time for you, as their coach and leader, to meet with your team to identify the key attributes and uniqueness they need to be communicating? Today’s video discusses this problem of each rep having a different “Why buy from you?” response…and what you, as the team leader, can do about it. When you strengthen your team’s messaging of uniqueness, you tend to sell even more!

  6. Oct 19 ·  Video

    How many of your sales reps are selling on purpose?

    We need salespeople today to be more proactive initiators, not just reactive responders.  How many of your team spend most of their time answering the phone, covering their territory on the same days each month, and calling on the same customers? They define a successful sales call if they can ask their four questions… ”Anything you need?” “Anything coming up?” “Anything I can help with?” “How’s the family?” But today, with all of the competitive pressures we face, this reactive support style of selling just doesn't work as much as it used to. Competitive advantages are gained when your salespeople become more proactive. We need to be initiators, not responders to our customers, going in looking for solutions, bringing them new ideas and solutions. You can’t expect to keep a customer long term if your team is only supporting them.  Think you could gain more buyer loyalty by showing your customers how you can lower their risk, lower their total costs and/or make their life easier? Today’s video talks about what you can do to help your team members identify more ways they can increase their proactive efforts by them bringing more solutions…so they can sell even more!

  7. Oct 16 ·  Video

    Are your reps selling with a “Ready – Fire – Aim” philosophy?

    One of the ways, as a sales leader, that we can increase the effectiveness of our sales team is to make sure they have the best habits of selling, that they’re selling more as a process instead of events. The reality is most sales reps are just too intuitive giving them a tendency to want to immediately decide or take action…a philosophy of ready, fire, aim. You go up to them and you give them a sales lead. What’s the first thing they’ll do? Most will just pick up the phone and call the customer. Because they have a new lead. They won’t do any research online to see anything about the company. They won’t do research on LinkedIn to see what they can learn about the individual’s name they have.  And they won’t even look at their past records to see if this person has ever been a client of your company before taking action and calling. Ready, fire, aim. What we need to do as sales leaders to help increase the effectiveness of our sales team is to make sure that they’re more process complete focused in what they do. That we break this habit of ready, fire, aim, this immediacy that you get a sales lead, the first thing you do is pick up the phone and call them. That we do some research. We understand more about the clients. When we do call them, we’re more effective. We’re more persuasive. And we impress the customer or prospect that we understand their business because we did our homework. What could you do to make sure your team is not following this old philosophy of ready, fire, aim?

  8. Oct 14 ·  Video

    Can you be more of a “Future Focused” sales leader?

    There's a simple coaching technique that you, as a sales leader, can use to help make sure your salespeople continue to stay more future focused in their account discussions and account planning. This simple phrase is… ”And then what?”  Next time you’re talking with a sales team member, ask them about their selling plans for an important account and what they’ve planned for their next sales call. After they tell you their plans for that call, ask “And then what?” This is a great way, as a coach, to help your reps think and plan more moves ahead. And the best way to do that is when they tell you what they’re going to do, just ask… “So what's your next step going to be after that? And then what?” I learned this technique from my good friend (and fellow sales trainer) Jeff Slutsky from Kansas City. Today’s video talks about this great technique to help you, as the sales coach, to help your reps think and plan more moves ahead. By you asking more “And then what?” questions. It’s a great tool to help you and your team to sell even more!

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About

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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