Jim Pancero cut his teeth in the late 70’s with IBM rising to one of their top sales reps. An expert on selling Jim defines strategic selling as your ability to communicate your value and competitive uniqueness throughout your entire selling process, “it’s more than an elevator speech.” Can you answer your prospect’s question “Why do I want to buy from you?” Jim explains how and why you need to be able to nail this question. He details the three skills sets you need to be a strategic seller. This podcast is so chalked full of valuable information you’ll play it more than once – guaranteed.
Jim Pancero has been directly involved in "business-to-business" selling for over 35 years. In 1982, Jim founded his advanced sales training and consulting company. Since then, Jim has conducted over 2,500 presentations or consulting days for 500 companies providing a career average of five events per client. Over 90% of Jim's clients utilize his services more than once.
Dr. Drew Stevens has a passion for helping sales professionals. One of the ways he does this is by sharing his methodology for setting goals. In this podcast he provides his Letterman top ten list, the top ten steps required to effectively set goals.
Do you have your internal GPS set up? Are you visualizing your successes? Are you one of the 67% who procrastinate? What are you doing with your post-it notes? Find out why life-work balance can help you achieve your goals. I recommend you listen to the end of this interview or you’ll miss the bonus eleventh step which pulls it all together.
Dr. Drew Stevens is know as the Sales Strategist and what he does is help individuals and companies make more money in less time. He is the author of seven books including Split Second Selling and Split Second Customer Service. The media frequently call upon him for his expertise.
Jonathan Farrington explains why not all business is good business. He suggests a win-win is negotiation strategy is always best, but a loose-loose strategy is not necessarily bad. He is a fan of using the four social styles, or as he calls them - personality types (analytical, driver, expressive and amiable) as effective ways to build rapport in negotiation sessions. His three negotiation tactics are ones you will want to put in your bag of tricks.
Jonathan Farrington is a globally recognized business coach, mentor, author and consultant, who has guided hundreds of companies and thousands of individuals around the world towards optimum levels. He is the Chairman of The Sales Corporation based in London and Paris.
Craig Elias explains what 'trigger events' are and how they can boost your sales. He explains how emotion comes into play, and the three types that exist, bad experiences, change or transition, and an awareness strategy. Craig goes on to talk about three different buying modes and why one of these three is the key to making trigger events work. If you haven't heard of the "window of dissatisfaction" you are missing an important instrument for your sales tool box.
Craig Elias, a leading authority on trigger events and creator of Trigger-Based Selling. Craig has been featured on MSN news, in the New York Times, Sales and Marketing Magazine, The Wall Street Journal, and business 2.0.
Bill Sayers shares words of wisdom on the topic of personal development. He speaks to the many changes and variety of sales resources that exist today, and how the market has changed.
He recognizes that not all salespeople are getting the development opportunities they need to continue to evolve and be successful. Bill shares some ideas on things you can do that won’t cost you an arm and a leg. He’s a strong advocate of Toastmaster, find out why.
Bill is a speaker, coach, and sales consultant, author of “Funnels and Forecasts – The Great Game of Sales.” He is a college professor and on the faculty of the Canadian Professional Sales Association.
Dr. Drew Stevens is know as the Sales Strategist and what he does is help individuals and companies make more money in less time. He is the author of seven books including Split Second Selling and Split Second Customer Service. The media frequently call upon him for his expertise.
Jonathan Farrington is a globally recognized business coach, mentor, author and consultant, who has guided hundreds of companies and thousands of individuals around the world towards optimum levels. He is the Chairman of The Sales Corporation based in London and Paris.
Craig Elias, a leading authority on trigger events and creator of Trigger-Based Selling. Craig has been featured on MSN news, in the New York Times, Sales and Marketing Magazine, The Wall Street Journal, and business 2.0.
