Jim Pancero

Jim Pancero: Program Outlines

1. To completely understand your business.

2. What do you want to accomplish with your training?

3. Walk through the planned presentation.

4. Offer ideas on how to follow-up after Jim's gone.

Plus free phone follow-up advise/questions for your attendees for a year after the program.

ADVANCED SALES

You Can Always Sell More - Even In a Tougher Economy
There are only two choices in this new economy…sit around and wait for things to get better or go out and proactively start rebuilding and selling more. Aimed at the experienced sales pro, this special training has been developed to help you sell your way out of this tougher and more competitive market.

Five Questions to Measure Your Selling Skills and Success
How complete and rounded are your personal selling skills? The majority of experienced and otherwise successful sales professionals have never been through any type of formal sales training in their careers. Most sales reps taught themselves how to sell based on a “trial and error” philosophy of skill building. Are your sales reps as good as they could be?

New Business Prospecting for the Experienced Professional - Are You Good Enough to Get Better?
How much new business prospecting have you implemented over the last year? What percentage of last years new business sales were reactively generated by the prospect calling you compared to you proactively finding them? The majority of experienced sales reps, though successful sales professionals, are still not generating enough new business efforts.

The New Rules of Selling - Are You Good Enough to Get Better?
How have you, as an experienced salesperson, enhanced your selling skills over the last few years? Most salespeople have changed little and are still utilizing a 1980's style of selling. Just being good as a salesperson is no longer enough. The most critical issue today is "Are You Good Enough to Get Better?

Keeping Your Best Accounts Loyal to You -
How to Stabilize Your Sales Territory in Today's Volatile Times

• The greatest problems with past sales territory management strategies
• How to become more proactive with your existing customers
• How to become more structured managing your territory with a pre-planned multiple-call process.

Guiding Principles for Sales Negotiations

• The reality of negotiations from the sales person's perspective
• Understanding the fundamental structures of successful negotiations
• How to maximize the advanced steps of the sales negotiations process.

Strategies for Successfully Selling Your Largest Accounts

• The reality of most large account selling efforts
• How to strategically position your large account selling process
• Understanding the structures and steps of the large account selling process.

How to Maximize Your National Account Selling Efforts

• Differences between "national accounts" and "key accounts"
• How a National Account program integrates into a normal selling process
• How to maximize your National Account program
• National Account selling skills.

SALES MANAGEMENT

You Can Always Sell More - How to Improve Any Sales Force
"You Can Always Sell More" presents a comprehensive system to help you improve your leadership skills, retrain your salespeople, and lead your team to a position of market dominance. You'll learn how to implement a simple, yet effective improvement planning process that benefits even your most successful salespeople, because no matter how much you're selling, you can always sell more.

Leading the Team - How to Successfully Lead a Team of Sales Professionals

• How to be a more effective manager of people
• How to successfully manage the selling process.

Seven Questions to Evaluate the Competitive Marketing Health of Your Business

• Question #1: Does everyone know who your best customers are?
• Question #2: How many messages are you taking to your markets?
• Question #3: How many “Hellarewe” birds are on your sales team?
• Question #4: Are you functioning as a family or a bunch of orphans?
• Question #5: Are you a “Swat Team” or a band of “mountain Men Guerillas”?
• Question #6: Are you talking to your markets with one voice or two?
• Question #7: So what do you plan to do about it?

Auditing Your Sales Force - How To Evaluate And Lead Your Team To A Stronger Competitive Advantage

• Evaluating Your Company's Leadership And Sales Tools
• Evaluating Your Salesperson's Operational Skills & Abilities
• Evaluating Your Salesperson's Tactical Selling Focus & Abilities
• Evaluating Your Salesperson's Strategic Positioning Skills
• How To Design & Implement Your Improvement Plan
• How To Establish Your Ongoing Tracking & Coaching System.

FUNDAMENTAL SALES

The Least Resistance Philosophy of Selling
Fundamental Sales Training
This multiple day sales training agenda is only a sample of the kinds of ideas that can be covered. Training length, content, and attendee interaction and role playing time would be designed and selected to fit your unique requirements.

Re-Tuning Your Selling Skills -
An Advanced Review of the Foundations of Selling in the New Millennium

• The reality of selling today
• Learning the five steps of the "Least Resistance" sales call
• Successful time and territory management skills
• How to incorporate prospecting and cold calling into your overall territory plan and territory goals.