Jim Pancero

How many of your important buyers are under 35 (the oldest of the Millennial generation)? The Millennial’s are now in major buying and decision making positions. How have you adjusted the way your team sells to best connect and win business from this next major generation of buyer?
This management level program will show you how you can blend the best of the “old school” relationship style of selling still working with your Baby Boomer buyers with the Millennial more electronic driven buying model.

A detailed workbook and action guide will be provided to all attendees.

Topics to be covered can include:

• Why the relationship model works with existing (and older customers) but not as effective with the Millennial buyer
• How to interview buyers to find out how they would most like to buy from you
• How the more traditional relationship selling model can be adjusted to still work with Millennial buyers
• How to take an inventory of your current efforts and develop an action timeline to bring your electronic presence and participation up to today’s “Competitive minimum”

Your competitors are effective selling pros with a solid set of existing customers, offering proven products at a very competitive price.

Are you just trying to do things right to increase your competitive edge…or are you really working on the right things that will grow your sales and profitability?

Good is no longer good enough. This program will share with you the four best steps you can take right now to lead your sales team to building, and then maintaining a stronger competitive advantage. A detailed electronic workbook/action guide will be provided to help you take these ideas back to your sales team. Are you and your team ready to get even better?

This is not beginning or entry-level sales training!

We promise you this will be the most advanced sales training experience you have ever experienced. You will leave your training experience with the latest selling tools, processes, and strategies that have been proven to be successful within sales teams.

Who Should Attend: Experienced sales professionals who feel they already know how to sell, and their sales managers. You will receive the most value from this program if you send the sales manager of the sales attendees. Having their sales manager attend with them has proven to generate more seminar table discussions within your team of how they plan to implement and/or improve their selling efforts.

Table discussions of what to do about specific customers are a component of this training. You will also dramatically increase the potential for implementation of these ideas by your attendees if their manager is also in attendance to help encourage change discussions and to insure ongoing follow-up and implementation after the program.

Expected attendee outcomes:

1. Sales professionals utilizing a multiple-stepped thinking, planning, and selling approach.
2. Sales professionals better maintaining and growing their important customers through structured account planning and coaching from their sales manager.
3. All sales team members communicating a consistent and stronger message of competitive uniqueness when any customer asks “Why do I want to buy from you?”
4. All sales team members understanding and following a consistent set of “Selling Best Practices.”
5. All sales team members gaining an understanding of how to sell, as a team, a single solution of customer-focused value through all departments within your organization.
6. All sales team members gaining an appreciation and confidence that they are “good enough to get even better.”

Topics that can be covered include:

1. An Overview Of “You Can Always Sell More – Are You Good Enough To Get Even Better?”
2. Increasing Your Competitive Advantage by Communicating a Stronger Philosophy and/or Positioning Within Your Markets.
3. How to Maintain and Grow Important Existing Customers.
4. Strengthening Your Tactical Selling Skills – By Thinking, Planning, and Selling with a Proactive Multiple-Stepped Plan.
5. So What Now?

An extensive program workbook is provided to all attendees.

How have you, as an experienced salesperson or small business owner, enhanced your selling skills over the last few years? Most salespeople have changed little, just being good as a salesperson is no longer enough. The most critical issue today is “Are You Good Enough To Get Even Better?”

The marketplace has changed. Customers are less loyal, more demanding and are more price sensitive. Your competitors are effective selling professionals with a solid set of existing customers, offering proven products at a very competitive price. Your ability to competitively win in this intensive market will be based on your capability to consistently implement all areas of your selling expertise. Are you consistently maximizing all of the selling skill powers necessary for success in this aggressive, intense selling environment?

This information-intensive sales presentation will help you take a personal inventory of your selling skills and learn new ways to maximize your selling success. You will also learn how you can implement a more competitive style and approach to successfully sell your most important customers.

This is not beginning or entry level sales training! This advanced sales presentation will give you the tools, processes, and strategies to win in today’s new selling environment.

Topics to be covered include:

1. Understanding the Selling “Best Practices” Required in Today’s Hyper-competitive Selling Environment
2. What selling skills do you need to improve?
3. Increasing Your Competitive Advantage by Communicating a Stronger Philosophy/Positioning Within Your Markets
4. Understanding that you are not in a price driven market.
5. How are you answering a customer or prospect asking you “Why, based on all the competitive alternatives available to me do I want to buy from you?”
6. Five tests to strengthen your message of uniqueness.
7. So What Now?
8. Suggestions to evaluate and apply these ideas to help impact your selling success.

We know you’re good – but are you ready to “raise the bar” to this new level of competitive performance being demanded by today’s’ buyers?

An extensive program workbook is provided to all attendees.

How much control and direction do you have over your sales team? Today’s average top producing senior “baby boomer” sales team is difficult to coach and lead, fiercely independent, and is very selective in the companies they sell to and even which of your products they sell. They also tend to reject any attempts to coach or direct their selling efforts. Due to this independence the average sales manager today does little coaching or leadership but instead focuses all of their efforts on merely supporting their sales team with special pricing, expediting, problem solving and customer thank you calls.

But sales teams this reactive in their selling efforts only tend to produce “market average” results, after all you can only coast downhill.

Learn the sales leadership “best practices” that can most impact your market share and profitability. As the leader of your sales team you can implement the coaching processes and selling “best practices” that can provide you and your team with a stronger competitive advantage and profitability moving forward.

Topics that can be covered include:

• The benefits of “SWAT Team Selling’s” structures, processes and leadership
• The five steps to successfully shifting to a “SWAT Team Selling” leadership approach
• How to establish a simple entry level sales training process
• How to establish ongoing sales coaching and account planning
• How to organize your selling year into proactive “selling campaigns”
• How to establish a culture of ongoing learning, growth and team