You Can Always Sell More Are You Good Enough to Get Better?

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1 Present You Can Always Sell More Are You Good Enough to Get Better? Questions? You may contact Jim at: Name Copyright 11/2015 Jim Pancero, Inc. Dallas TX

2 ABOUT JIM PANCERO Jim Pancero has the most advanced, leading-edge "business-to-business" sales and sales management training available today. Everything he does is extensively researched and has one bottom line focus...to increase an organization's strategic competitive advantage and market uniqueness. Jim's work focuses on sales organizations with high priced, large and/or competitively complex products and services. His information-intensive keynote speeches, training programs and indepth consulting work detail his innovative selling processes and strategies for the new economy and global marketplace. Even during a sixty-minute keynote, Jim provides the most experienced members of his audience with proven, immediately usable advanced ideas to increase their competitive advantage and enhance their selling processes. His combination of humor and real-world examples evolved from his experience researching and training in over 80 different industries. Jim has been directly involved in "business-to-business" selling for over 40 years. Six of those years were spent successfully selling the largest computer systems for the Data Processing Division of the IBM Corporation. During Jim's prestigious IBM career he earned several awards including the coveted "Golden Circle" designation annually awarded to the top 5% of their international sales force. In 1982, Jim founded his advanced sales training and consulting company. Since then, Jim has conducted over 3,000 presentations or consulting days for 600 companies providing a career average of five events per client. Over 90% of Jim's clients utilize his services more than once. You can learn more about Jim at Pancero.com as well view video clips on YouTube Copyright 11/2015 Jim Pancero, Inc. Page 1 NAWLA - Sales

3 ARE YOU SELLING LIKE AN INDEPENDENT GUNFIGHTER? - WHAT IS YOUR DEFINITION OF A PROFESSIONAL? - My definition A professional is defined by their consistency of performance - WHAT IS THE PHILOSOPHY OF YOU AND YOUR SALES TEAM? - Independent Gunfighters Old school baby boomer style - Like a gunfighter in the old West, treats each customer or selling situation as a unique selling opportunity or challenge - Each customer gets a unique selling message of value to best fit what they said they wanted (no matter what they said they wanted) - Each customer is sold in a different way or approach no consistency of their multiple stepped selling process - Nothing is learned or gained from either a win or loss since the next customer will get their own unique approach anyway - Sees themselves in direct competition against all the other reps on their team. - Manager only learns about a new selling opportunity after a proposal or quote is delivered - Wants as little management attention as possible. Only wants to use their manager for special pricing, expediting, problem solving, or customer visits - Selling SWAT Team More competitive Millennial style - Sales team defines, and then follows a consistent multiple-stepped selling process and message of value and uniqueness - What is learned through the win or loss of an individual sales provides learning, input and value to the entire sales team helping all make the next selling opportunity even more efficient and successful - Encourages an Us against the rest of the world team philosophy so team members encourage and support each other - Manager involved from the beginning of the sales planning efforts so the first positioning efforts are effective and successful - Active involvement with their sales manager to help develop account plans and next best steps to be taking Copyright 11/2015 Jim Pancero, Inc. Page 2 NAWLA - Sales

4 SELLING SKILLS REQUIRED FOR SELLING SUCCESS Strategic Focus and Positioning - Communicating Your Philosophy and Market Position - Answering the Question "Why, based on all of the competitive alternatives available to me, do I want to buy from you?" Tactical Tools and Controls - Understanding and Controlling Your "ID to Close" Selling Process - How to Call "Higher and Wider" Within a Customer's Organization - How to Utilize the Rest of Your Team in Your Selling Process - Time and Territory Management Skills - Effective Negotiation Skills - Steps of a Sales Call Operational Skills and Abilities - Personality Awareness Skills ("Why people buy") - Persuasive Communication Skills - Product and Industry Knowledge Attitude & Energy Copyright 11/2015 Jim Pancero, Inc. Page 3 NAWLA - Sales

5 INCREASING YOUR SALES TEAM S SELLING SKILLS - What to expect from strengthened strategic selling skills - The ability of your sales team to sell at higher margins because they understand you are not in a price driven market - The ability to answer persuasively a customer asking them why, based on all the alternatives available to me do I want to buy from you? - What to expect from strengthened tactical selling skills - Sales professionals planning their daily and weekly activities or travel schedules in advance and in a logical way that is visible to everyone within your sales team. - Sales professionals better able to answer where any customer currently is and what they have planned to maintain or grow their business - Sales professionals being more proactive and initiating competitive protection activities sooner and with a higher degree of effectiveness - More ongoing new business prospecting efforts - What to expect from strengthened operational selling skills - A more consistent and persuasive sales professional able to handle a wider range of customers, their concerns, their needs and expectations. - A sales team who will come across to your customers as more customer focused, more professional and of more value than your competition. - What to expect from strengthened attitude and energy selling skills - A sales team who has earned customer's loyalty due to their proven professionalism, values, and commitment to helping. - A more energized, excited and harder working sales professional. - A "coachable" sales team open to your suggestions and guidance. Copyright 11/2015 Jim Pancero, Inc. Page 4 NAWLA - Sales

6 INCREASING YOUR TACTICAL SELLING EFFECTIVENESS With prospects and new selling efforts. Identify Close With existing customers, you want to maintain and grow. January 1 st December 31 st Within your larger customers. - How do you get Higher, Wider, and Deeper? Copyright 11/2015 Jim Pancero, Inc. Page 5 NAWLA - Sales

7 THE REALITY OF A COMPETITIVE ADVANTAGE - A buyer will only buy based on price if/when they see no difference in value between vendors - The more choices you have the more price sensitive you will be - The goal of strategic selling is to take away their choices and their price sensitivity - What is your competitive uniqueness and value based on? And how can you start talking about the next higher level? - Connectivity and information control - Speed, simplicity and ease of doing business - Brand - Service - Products - Location/proximity Copyright 11/2015 Jim Pancero, Inc. Page 6 NAWLA - Sales

8 WHY DO I WANT TO BUY FROM YOU? - How are you answering the question, Why based on all of the competitive alternatives available to me, do i want to buy from you? Copyright 11/2015 Jim Pancero, Inc. Page 7 NAWLA - Sales

9 THE FOUR CONSISTENT PROBLEMS WITH A SALES TEAM S MESSAGE OF UNIQUENESS Problem #1 Everyone s Saying the Same Thing - Four most common answers: - Our high quality products or services - Our strong level of support - Our competitive prices - You get me Problem #2 Everyone Has Different Answers (when they aren t saying the four same points). - How many different responses did your team generate? Problem #3 Sales Reps Only Talk About Themselves. - Give your answers the X s and O s test - X out every time you say us, we, our, your name, your company name or your product/service names - O circle every time you say you, your, or mention the customer by name or use their company name - What is your balance of X s to O s? Problem #4 Your Answers Assume You Are Alone in the World. Copyright 11/2015 Jim Pancero, Inc. Page 8 NAWLA - Sales

10 USING THE FOUR CORE VALUES ON A DAILY BASIS TO INCREASE YOUR COMPETITIVE ADVANTAGE - Focus On Core Values, Not Just Product Intangibles. - Why do your customers really buy? - The closer you identify to your customer's core values, the stronger your position of uniqueness. - Positioning Your Product vs. Your Competitors. - How Can You Incorporate The Four Most Critical Core Values Into Your Selling Message? - Lower my risk - Make my life or work easier - Lower my total costs or increase my profitability - Increase my competitive advantage Copyright 11/2015 Jim Pancero, Inc. Page 9 NAWLA - Sales

11 COMMUNICATING YOUR MESSAGE OF UNIQUENESS AND VALUE Level 1 Your umbrella statement of uniqueness. - Less than 2 minutes. - Use core values for points 1 & 2. Core Value 1 2 Core Value - Suggested language We re likely not going to be a lower price, but we can offer you a lower total cost by helping you [core value] and [core value]. Level 2 How/why you can achieve your umbrella statement. - Less than 5 minutes Describe the best things you do for your customers. - Suggested language We can help you achieve these [core values] through our ability to [points 3, 4, and 5]. Level 3 How/why we can deliver on these promises. - Detailed points of how you can fulfill points 3, 4, and 5. Copyright 11/2015 Jim Pancero, Inc. Page 10 NAWLA - Sales

12 The University of Innovative Distribution offers advanced marketing and sales leadership training for your entire experienced distribution leadership team. Each day offers seven different distribution classes being taught by experienced instructor experts each sharing their latest proven concepts they have spent years, and even decades researching and mastering. Your feedback and input as a student are critical to maintaining the highest UID quality content standards. All instructors and classes are evaluated by students at the end of each day to insure continued excellence and relevance of UID programming. Co-sponsored by Purdue University and over forty of the largest distribution trade associations Of the 579 attendees to last year s March, 2015 session: - 22% attended a prior UID session - 53% under age 40-13% International representing Brazil, Australia, New Zealand, Spain, Mexico and Canada Register early UID has sold out each of the last three years Registration opens October Copyright 11/2015 Jim Pancero, Inc. Page 11 NAWLA - Sales

13 VISIT PANCERO.COM TO ENHANCE YOUR SALES AND SALES MANAGEMENT TRAINING - Blog Articles for Sales Pros and Sales Managers to help you with In-House training. Each article has a "Print & PDF" button that will format the article for your printer or create a PDF, your choice. - MP3's - MP3 audio training by Jim that you can listen to while on the go, can be played from your phone or tablet. - Videos - Watch training videos from Jim. Sales and Sales Management topics are covered, including new videos covering SWAT Team Selling and more coming so bookmark the site. TAP INTO THE APP! Have Jim s expertise at your fingertips, Videos, Audios, Articles, Sales Evaluation, available anytime to help sharpen your selling and sales management skills. Available now for iphone, ipad, Android, Tablets. Search for: Jim Pancero Evaluate Your Skills! Free 20 Question Sales and Sales Leadership Tests! The 20-question multiple choice Sales Evaluation for sales reps is a comprehensive analysis tool designed to help you as a sales rep increase awareness of your strongest selling skills, as well as the skills that, if improved, could most help you increase your selling abilities. The goal of the 20-question multiple choice Sales Leadership Evaluation is to help improve your ability to lead a sales team. By answering these evaluation questions, you can learn specific skills that could improve your leadership success. Both tests can be taken multiple times to see how your skills are increasing and all tests results and analysis are instantly available online and ed. Connect with Jim on Linkedin jimpancero Sign up for updates! Copyright 11/2015 Jim Pancero, Inc. Page 12 NAWLA - Sales