Sign up to save your podcasts
Or
Share 027 – The Secrets To Simple Selling with Jim Pancero
Share to email
Share to Facebook
Share to X
Share to email
Share to Facebook
Share to X
Or
027 – The Secrets To Simple Selling with Jim Pancero
The science and structure of sales does not always come easy to everyone but when done properly will help you prove greater value and competitive uniqueness to justify your higher prices.
For sales trainers and coaches, you not only need to understand sales, but you must first be able to pinpoint the steps to your own approach and why it is successful. In today’s episode, Jim Pancero breaks down some of his proven concepts on how to strengthen your sales coaching & leadership abilities to gain ultimate success.
Jim has been influencing, guiding and inspiring sales professionals for over 30 years in more than 80 different industries to increase sales, market share and profitability and this episode is packed with valuable tips you can implement immediately.
* – Sales is a science, not an art* – Why learning by doing is important* – Skills + structures lead to success* – The two types of sales environments* – Using assumptive positioning to sell* – How buying has changed dramatically* – The 4 levels of selling skills* – The secret to effective interviews* – Challenges that redefine how selling works* – Defining your competitive advantage* – The natural talent assumption* – How to initiate change in a sales team
Websites
Home
https://www.advancedsalesuniversity.com/
Book Mentioned:
Spin Selling – Neil Rackham https://www.amazon.com/SPIN-Sell
Full Episode Transcription :(Time code does not match final audio/video)
Todd: (10:25)Jim, thank you so much for connecting today. I’m so excited to talk with you.Jim: (11:08)Honored to get to be a part of this. Thanks for asking.Todd: (11:11)Absolutely. Absolutely. So you’ve had many decades in, in your world of sales training and coaching and would love to hear a little bit about you know, obviously what you do and really why, why that has been such a driver for you and, and why you have decided to dedicate your career to this.Jim: (11:34)Well, I appreciate that. I’m, I’m fundamentally a salesperson. My first sales job was actually my first paying sales job was over 15 years ago now this is officially old. And started when I sold all through college and graduate school. When I was in graduate school, I had a mentor that was a sales expert and self esteem expert and I became a, a mentee of him. His name was bill McGrane and talked about how selling was a science and a structure, not an art and what you can do to improve your consistency in the delivery of that. So it looks artful and that really lit a fire for me. And I went and worked for the IBM corporation in their large computer division in the early days of computers and applied his concepts and they really worked.
View all episodes
By ScrimmageThe science and structure of sales does not always come easy to everyone but when done properly will help you prove greater value and competitive uniqueness to justify your higher prices.
For sales trainers and coaches, you not only need to understand sales, but you must first be able to pinpoint the steps to your own approach and why it is successful. In today’s episode, Jim Pancero breaks down some of his proven concepts on how to strengthen your sales coaching & leadership abilities to gain ultimate success.
Jim has been influencing, guiding and inspiring sales professionals for over 30 years in more than 80 different industries to increase sales, market share and profitability and this episode is packed with valuable tips you can implement immediately.
* – Sales is a science, not an art* – Why learning by doing is important* – Skills + structures lead to success* – The two types of sales environments* – Using assumptive positioning to sell* – How buying has changed dramatically* – The 4 levels of selling skills* – The secret to effective interviews* – Challenges that redefine how selling works* – Defining your competitive advantage* – The natural talent assumption* – How to initiate change in a sales team
Websites
Home
https://www.advancedsalesuniversity.com/
Book Mentioned:
Spin Selling – Neil Rackham https://www.amazon.com/SPIN-Sell
Full Episode Transcription :(Time code does not match final audio/video)
Todd: (10:25)Jim, thank you so much for connecting today. I’m so excited to talk with you.Jim: (11:08)Honored to get to be a part of this. Thanks for asking.Todd: (11:11)Absolutely. Absolutely. So you’ve had many decades in, in your world of sales training and coaching and would love to hear a little bit about you know, obviously what you do and really why, why that has been such a driver for you and, and why you have decided to dedicate your career to this.Jim: (11:34)Well, I appreciate that. I’m, I’m fundamentally a salesperson. My first sales job was actually my first paying sales job was over 15 years ago now this is officially old. And started when I sold all through college and graduate school. When I was in graduate school, I had a mentor that was a sales expert and self esteem expert and I became a, a mentee of him. His name was bill McGrane and talked about how selling was a science and a structure, not an art and what you can do to improve your consistency in the delivery of that. So it looks artful and that really lit a fire for me. And I went and worked for the IBM corporation in their large computer division in the early days of computers and applied his concepts and they really worked.