Happening this month

This month I am excited to announce the debut of the second program in my "Audio Sales Accelerator Series" of audio training. The new program is "You Can Always Sell More - by Strengthening Your Strategic Selling Skills." Click Here to learn more about it and order your own copy!

I'm also excited to welcome our guest author this month, Jeff Blackman. Jeff is a speaker, author, success coach, broadcaster, lawyer and a good friend of mine. Read his article "Winning Words and Yummy Green Bug Juice" here.

Also starting this month, we are providing links that will allow you to read the complete articles online or download the articles in PDF format. Enjoy!

Jim

For Sales Pros…

“You Can Always Sell More…By Strengthening Your Strategic
Selling Skills”

Listen

How strong are your strategic selling skills? Strategic selling involves increasing your competitive advantage by strengthening your ability to communicate your uniqueness, value and competitive differential to a customer or prospect.  
How successful have you been explaining your competitive uniqueness and differentiation to your potential buyers? 

What’s Involved With Strategic Selling? 

So what is Strategic selling? Strategic selling involves your ability to communicate your value and competitive uniqueness to a prospect or customer throughout your entire selling process. 

Strategic selling includes starting off each call with a strong strategic uniqueness or philosophy statement about you and your company that takes less than two minutes to present. It also involves you developing a more strategic or “big picture” focus to your selling messaging, selling language and overall philosophy or approach to a customer’s business. 

The toughest single question asked by customers today is “Why, based on all the competitive alternatives available to me do I want to buy from you?” How successful have you been persuasively answering this question from your customers or prospects? ....Read More....

For Sales Managers…

“You Can Always Sell More…By Setting Up Your Own In-House Weekly Sales Training”

Listen

What have you been doing recently to improve the selling skills of your team? With the growth of online sales newsletters, you now have an inexpensive way to conduct weekly sales training and coaching sessions with your team using the skill ideas being offered in these (normally) free newsletters. 

Though sales training tends to work best when conducted on a weekly basis this type of training/coaching process can still be valuable to you and your team on any type of regular schedule that fits your culture and environment. This training can also be done over telephone conferencing if your team is spread out geographically. 

Consider implementing the following four efforts to successfully begin your own regularly scheduled in-house sales training program. 

1^st Gain Buy-in From Your People to Participate In Your Ongoing Sales Training 

The first step to starting your own in-house sales training program is to gain the buy-in and support from your entire sales team. There’s nothing more frustrating than investing the time and energy to try increasing the skills of someone who doesn’t want to be helped. 

You need to personally talk with each member of your sales team sharing with them your goals for this training and coaching, your interest in helping them improve their selling skills and your desire to help them make more money. You next want to ask for their support and commitment to participate in your training sessions and to work to try these new ideas in their territory. ...Read More...

Winning Words and Yummy

Green Bug Juice!

by Jeff Blackman

Learn winning words and profit-phrases to deepen relationships, drive results and maximize revenue. (Plus get an incredible free bonus)

A client recently asked, "Jeff, you always stress the value and significance of words and language. Is it really that big of a deal?"

My response, "If you want long-term business-growth success, you bet! If instead, you want a quick path to extinction, fuh-ged-uh-bout-it!"

Here are some examples:

While at O'Hare Airport, I overheard one businessman say to another, "What should I say? Can you give me magic words?"

This fellow was searching for words of wisdom. He wanted to avoid language losers. Why? Because the words, phrases and questions you use really do matter. Especially, in a marketing, sales, service or persuasive message.

This point was driven home by a bunch of first-graders. When we celebrated our youngest daughter Amanda's 7th birthday in her school classroom, my wife served chocolate cupcakes, while our other daughter Brittany, and I were in charge of "drink distribution."

To the first group of four kids, I asked, "Would you like apple juice or citrus cooler?" Each, with a look of confusion, cautiously responded, "Apple juice."

Brittany said, "Daddy, nobody wants citrus cooler."

Boom! It hit me!

  ...Read More...

In this issue

• Happening this month
• For Sales Pros
• For Sales Managers
  Jeff Blackman's Article
  Contact Us

New Sales Training Program! Order Now!

"You Can Always Sell More - by Strengthening Your Strategic Selling Skills" - Audio CD or MP3 Download. Six 10-minute training modules on one CD. Program includes a workbook.

MEET JEFF...

www.JeffBlackman.com

Jim Pancero's

As an experienced sales manager, how do you improve your team's performance? Which Selling skills developed to their fullest potential, have the greatest impact on revenues and profitability? This book will guide you through a proven step-by-step system for evaluating, training, and coaching your sales force. BUY YOUR COPY NOW!

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