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.

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Establishing Credibility at the Outset
written by Roz Bennetts, December 06, 2010

I like the analogy of how the elevator pitch (philospohy) can be used to establish credibility in a sales call. Jim's other analogy of stopping someone on the street and telling them they don't look good without establishing any credibilty first really brings that home.

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