The changing state of sales and selling: Jim Pancero
The changing practice of selling and how you need to adapt your sales methods
Introduction [00:00:00]
The speakers introduce themselves and the podcast, which focuses on effective communication.
Changes in Selling [00:02:00]
The speakers discuss how sales has been changing and adapting to the current environment, including the impact of COVID-19 and the economy.
Lack of Trust in Experts [00:06:10]
The speakers discuss the lack of trust in experts and how it affects the sales process, including the need for salespeople to validate their claims and the importance of understanding where buyers are in their evaluation process.
The Evolution of Selling [00:12:29]
A discussion of how sales techniques have changed over the years, from biased demos in the 1960s to high-pressure selling in the 1970s, to relationship selling in the 1980s.
Shorter Sales Calls [00:09:57]
Sales calls are shorter today, so sales reps need to be more effective in getting the customer's attention and making their pitch.
Proactive Control in Sales [00:09:05]
Over 50% of customers who do their own research online end up under-configuring the equipment they need, so sales reps need to take more proactive control to ensure the customer gets what they actually need.
Evolution of Selling [00:17:57]
The speaker discusses the evolution of selling from the 1980s to the present day, including the shift from relationship selling to negotiated partnerships and the current focus on connectivity and information control.
Importance of Sales Training [00:24:04]
The speakers discuss the importance of sales training in order to achieve a competitive advantage in today's market. They outline three levels of sales training, including attitude and rejection, product training, and gaining a competitive advantage.
Levels of Sales Training [00:25:19]
The speaker explains the three levels of sales training, including attitude and rejection, product training, and gaining a competitive advantage. They discuss the importance of each level and how they build upon each other.
The Evolution of Process [00:26:23]
Jim Pancero discusses the importance of a process in gaining a competitive advantage in sales, using the analogy of teaching someone to play golf.
Balancing Sales Skills [00:27:58]
Jim Pancero explains the three corners of the sales triangle: technical product skills, selling skills, and business and financial skills, and the importance of balancing all three.
Four Skills for Persuasion [00:31:50]
Jim Pancero breaks down the four skills needed for persuasion in sales: attitude and energy, personal skills, tactical skills, and strategic skills. He emphasizes the importance of having a strong message and working on all four skills for success in sales.
Sales Training Process [00:35:36]
The speaker talks about the lack of training for salespeople and how they are only trained on product skills and computer systems. He emphasizes the importance of having a sales training process that includes teaching sales reps how to gain more control and be more persuasive.
Four Levels of Service [00:39:43]
The speaker discusses the four levels of service and how companies need to focus on being proactive initiators rather than reactive responders. He gives examples of how companies can differentiate themselves by doing something impressive or amazing for their customers.
Supply Chain Disruption [00:43:17]
The speaker talks about how COVID-19 has disrupted the supply chain and caused a major disruption to business. He mentions how reliability has become a major issue and how some companies have stopped selling altogether.
Switching from Reactive to Proactive Selling [00:44:08]
Discusses the shift from reactive to proactive selling and the need for salespeople to focus on being customer-focused.
The Impact of Sales Leadership on the Selling Process [00:47:19]
Discusses the importance of sales leadership in the changing landscape of selling and the need for sales managers to be more focused on what the sales team needs.
The Selling Process Coach [00:51:25]
Discusses the shift towards a selling process coach who gets involved earlier in the process and is more focused on being future-focused and predictive rather than transactional.
The Importance of Strong Messaging [00:52:20]
Jim Pancero emphasizes the importance of having a strong intended message in sales, along with best practices and coaching.
Jim Pancero's Online Resources [00:54:31]
Jim shares his online resources, including his YouTube channel and newsletter, as well as his courses on Advanced Sales University.
Advice for Sales Managers [00:56:41]
Jim Pancero gives advice to sales managers, including understanding generational differences and the importance of consistency and structure in sales leadership.
How has selling changed over the past decades?
Introduction [00:00:00]
The speakers introduce themselves and the podcast, which focuses on effective communication.
Changes in Selling [00:02:00]
The speakers discuss how sales has been changing and adapting to the current environment, including the impact of COVID-19 and the economy.
Lack of Trust in Experts [00:06:10]
The speakers discuss the lack of trust in experts and how it affects the sales process, including the need for salespeople to validate their claims and the importance of understanding where buyers are in their evaluation process.
The Evolution of Selling [00:12:29]
A discussion of how sales techniques have changed over the years, from biased demos in the 1960s to high-pressure selling in the 1970s, to relationship selling in the 1980s.
Shorter Sales Calls [00:09:57]
Sales calls are shorter today, so sales reps need to be more effective in getting the customer's attention and making their pitch.
Proactive Control in Sales [00:09:05]
Over 50% of customers who do their own research online end up under-configuring the equipment they need, so sales reps need to take more proactive control to ensure the customer gets what they actually need.
Evolution of Selling [00:17:57]
The speaker discusses the evolution of selling from the 1980s to the present day, including the shift from relationship selling to negotiated partnerships and the current focus on connectivity and information control.
Importance of Sales Training [00:24:04]
The speakers discuss the importance of sales training in order to achieve a competitive advantage in today's market. They outline three levels of sales training, including attitude and rejection, product training, and gaining a competitive advantage.
Levels of Sales Training [00:25:19]
The speaker explains the three levels of sales training, including attitude and rejection, product training, and gaining a competitive advantage. They discuss the importance of each level and how they build upon each other.
The Evolution of Process [00:26:23]
Jim Pancero discusses the importance of a process in gaining a competitive advantage in sales, using the analogy of teaching someone to play golf.
Balancing Sales Skills [00:27:58]
Jim Pancero explains the three corners of the sales triangle: technical product skills, selling skills, and business and financial skills, and the importance of balancing all three.
Four Skills for Persuasion [00:31:50]
Jim Pancero breaks down the four skills needed for persuasion in sales: attitude and energy, personal skills, tactical skills, and strategic skills. He emphasizes the importance of having a strong message and working on all four skills for success in sales.
Sales Training Process [00:35:36]
The speaker talks about the lack of training for salespeople and how they are only trained on product skills and computer systems. He emphasizes the importance of having a sales training process that includes teaching sales reps how to gain more control and be more persuasive.
Four Levels of Service [00:39:43]
The speaker discusses the four levels of service and how companies need to focus on being proactive initiators rather than reactive responders. He gives examples of how companies can differentiate themselves by doing something impressive or amazing for their customers.
Supply Chain Disruption [00:43:17]
The speaker talks about how COVID-19 has disrupted the supply chain and caused a major disruption to business. He mentions how reliability has become a major issue and how some companies have stopped selling altogether.
Switching from Reactive to Proactive Selling [00:44:08]
Discusses the shift from reactive to proactive selling and the need for salespeople to focus on being customer-focused.
The Impact of Sales Leadership on the Selling Process [00:47:19]
Discusses the importance of sales leadership in the changing landscape of selling and the need for sales managers to be more focused on what the sales team needs.
The Selling Process Coach [00:51:25]
Discusses the shift towards a selling process coach who gets involved earlier in the process and is more focused on being future-focused and predictive rather than transactional.
The Importance of Strong Messaging [00:52:20]
Jim Pancero emphasizes the importance of having a strong intended message in sales, along with best practices and coaching.
Jim Pancero's Online Resources [00:54:31]
Jim Pancero shares his online resources, including his YouTube channel and newsletter, as well as his courses on Advanced Sales University.
Advice for Sales Managers [00:56:41]
Jim Pancero gives advice to sales managers, including understanding generational differences and the importance of consistency and structure in sales leadership.
The Evolution of Selling: Insights from a Sales Expert
Salespeople have always been an essential part of any business, but with the changing landscape of the economy, the role of salespeople has evolved. In a recent podcast episode, sales and sales leadership expert Jim Pantera discusses the challenges and disruptions in the sales industry and how salespeople and sales managers can adapt to stay competitive.
One of the biggest challenges that salespeople face today is the decreasing attention span of buyers due to the electronic environment. Buyers rely on Google and their friends for information rather than talking to a salesperson, causing sales reps to be brought in later in the buying process. This makes it crucial for sales reps to be more effective in getting the customer's attention and delivering their message in a shorter amount of time.
Additionally, the lack of trust in experts today has been built up due to manipulative selling tactics in the past. Salespeople cannot assume that they are starting with a blank page and must ask buyers where they are in their evaluation process. This shows the importance of adapting to the changing sales landscape and not relying solely on traditional sales techniques.
Jim also emphasizes the need for salespeople to increase their awareness of the differences in generations and how selling has evolved over the years. Relationships were the critical factor for success in selling in the 1980s, while free consulting and expertise became the focus in the 1990s. In the 2010s, speed, simplicity, and ease of use became the standard mantra for buyers, and competitive advantages are now based on connectivity and information control.
To achieve a competitive edge, companies need to train their salespeople in three levels: attitude and rejection, product training, and gaining a competitive advantage and more control of accounts. Jim suggests that salespeople need to work on all three areas to achieve success and to master fundamental skills in sales before focusing on core strategy.