Jim Pancero

Larger-than-Life Personality Helping You to Increase Your Selling Success

Nancy's Note:

“Jim is one of the premier experts in all things Sales with consistent repeat clients. That’s because he delivers valuable ideas and solutions every single time. . . substantive material that can be put to use immediately. That’s the hallmark of a true professional."

Jim Pancero PROFILE

Jim Pancero

Larger-than-Life Personality Helping You to Increase Your Selling Success

Nancy’s Note
“Jim is one of the premier experts in all things Sales with consistent repeat clients. That’s because he delivers valuable ideas and solutions every single time. . . substantive material that can be put to use immediately. That’s the hallmark of a true professional.”
Jim Pancero PROFILE

Jim Pancero

Larger-than-Life Personality Helping You to Increase Your Selling Success

Nancy’s Note
“Jim is one of the premier experts in all things Sales with consistent repeat clients. That’s because he delivers valuable ideas and solutions every single time. . . substantive material that can be put to use immediately. That’s the hallmark of a true professional.”

Expertise

Sales, Leadership

Travels From

Dallas, Texas

Speaking Style

Highly knowledgeable, In-depth Delivery, Likeable

About Jim...

Jim’s proven uniqueness and success is centered on his ability to translate complex selling and buying processes into simple steps and structures that can be taught, retained and utilized by your team.

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Presentation Topics

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.

Selling to your largest customers has changed dramatically in the last few years. High volume buyers are demanding more from their best suppliers and are looking to your sales team members for ideas on how you can long term “partner” with them to increase their profitability.
These large accounts “Negotiated Partnerships” offer the potential for high growth and high profitability if your team can position themselves and your company properly.

How are you reacting to these growing large customer expectations? This advanced program will provide an update to this exploding business trend.

Topics to be covered can include:

• The Uniqueness of Selling Your Largest Accounts
• How does a “Negotiated Partnership” differ from a traditional high volume purchasing agreement?
• Why have “Negotiated Partnerships” become of such critical interest to your largest customers?
• The problem of most “Negotiated Partnership” being customer driven and demanded instead of being proactively sold by suppliers.
• How to Organize an Effective “Negotiated Partnerships” Program

What are the major components of any “Negotiated Partnership” arrangement?

• How can you tell if any of your customers are ready to progress to a “Negotiated Partnership” with you?
• How To Maximize Your Large Account Selling Skills
• How enhancing your strategic positioning can improve your large account selling efforts.
• How to maximize the steps of the “Large Account” selling process.
• How to begin selling “Negotiated Partnerships” to your best clients.

An extensive program workbook is provided to all attendees.

1. “Will You Be Able to Attract The Best Millennials to Your Sales Team?”

Where are you finding the best people to add to your sales team? How competitive will you and your company look to them so they want to also choose you? The Millennial generation (Age 20 to 35) is likely your greatest opportunity to replace your retiring “Baby Boomers.” Learn the different motivations, interests and opportunities you and your company have as you replace “Boomer’s” with “GenNext’ers.”

Learn how a different leadership philosophy and approach can maximize the performance of your next generation sales team. A detailed workbook and action guide will be provided to all attendees.

Topics that can be covered include:
If you understand the cultural differences you will understand how to motivate
Explanation of the differences between Boomers and Millennials
How to adjust your approach to sales management and coaching
How to create the best motivational environment for both Boomers and Millennials on the same team

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2. “SWAT Team Selling – Leading Your Team to a Competitive Advantage”

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

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3. “You Can Always Sell More When You Increase Your Sales Planning and Selling Process Controls”

How many moves ahead are you thinking and planning as an experienced sales professional? And how are you identifying and then following the best selling process to increase your competitive advantage?

Have you divided your year into pre-defined “Selling Campaigns” to increase your consistency and effectiveness? Selling success today is based on your ability to proactively plan and control your multi-stepped selling process as well as to organize and focus your plans for your selling year.

Learn how you can best apply these advanced selling steps to help you lead your customer to want to buy from you…even at a higher price!

Topics that can be covered include:

How many moves ahead are you thinking and selling?
How to take more proactive control of your customer and their buying process.
Understanding and applying the tactical selling steps and objectives selling to an established customer.
Understanding and applying the tactical selling steps and strategies to win long term business.
How to best use your entire selling team in your tactical selling plans.

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4. “Are You Ready For Your Next Generation of Sales Reps?”

From a one hour executive briefing to intensive two-day training program.

What percent of your current sales team will you be losing over the next five to seven years due to retirement or health issues? 25 to 75% is a common answer. What have you been doing to prepare your organization and management team to best utilize this critical influx of new talent and opportunity?

Would you like to reorganize and refocus your sales force? 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 required little to no management assistance or support. 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.

As the leader of your company you have a unique opportunity to redesign, and strengthen your current sales structure as your senior “baby boomers” retire and your next generation joins your team.

Learn the organizational structures, coaching processes and selling “best practices” that can provide you and your team with a stronger competitive advantage and profitability moving forward. Understand the choices and tradeoffs you have with your sales coaching/leadership structures as well as how to best establish an entry level sales training program and ongoing account planning sessions.

Topics that can be covered include:

How to identify and evaluate your current sales team structure and leadership
The benefits of “SWAT Team Selling’s” structures, processes and leadership
Changes and decisions you will face as the senior leader of your sales team
Processes and structures your front line sales managers will need to implement and follow
Expectations (and changes) for your “Next Generation” sales team
How to improve your sales pay plan/compensation
The five steps to successfully shifting to a “SWAT Team Selling” leadership approach

A detailed program workbook will be provided to all attendees.