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Returning Guest, Jim Pancero – Sharpening Your Competitive Edge
Episode 317th June 2024 • Becoming Preferred • Michael Vickers
00:00:00 00:39:48

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Episode Overview:

How can businesses communicate more value and uniqueness in today’s price-driven, hyper-competitive markets, or in a market that is saturated with options? In an era dominated by price-driven hyper-competitive markets, businesses must constantly grapple with the challenge of standing out from the crowd and becoming the preferred choice of their customers. 

My guest on today’s episode is here to unravel the complexities of this landscape and share invaluable perspectives and insights on how organizations can authentically differentiate themselves, communicate their unique value proposition, and navigate the competitive fray with confidence. So if you’re ready to gain a deeper understanding of how to effectively communicate value and uniqueness in today’s marketplace, you’re going to enjoy my conversation with returning guest, author, speaker and coach, Jim Pancero.

Guest Bio: 

Jim Pancero is a seasoned professional in sales and sales leadership training and consulting. He is renowned for his expertise in enhancing the effectiveness of sales teams across various industries. With over 40 years of experience in the field, he has built a reputation for his comprehensive understanding of sales processes and his ability to implement innovative strategies that drive success. His approach focuses on helping organizations increase their competitive edge and profitability through proven sales techniques and leadership development.

Jim’s methodology emphasizes the importance of proactive selling and advanced sales leadership. He provides detailed training and coaching aimed at evolving the skills of sales professionals from traditional order-taking to more strategic, value-driven selling. His workshops and seminars are tailored to address the specific challenges faced by his clients, ensuring that they learn practical skills that can be immediately applied to their work. Jim's clients include businesses ranging from small companies to Fortune 500 corporations, all benefiting from his deep insights and actionable solutions.

Beyond training, Jim Pancero actively contributes to the sales community through his YouTube channel, where he shares a wealth of sales training videos and tips. He is also a prolific speaker at industry conferences and events, where he discusses trends in sales strategies and leadership. His commitment to sharing knowledge and empowering sales professionals is evident in his extensive body of work, which includes articles, online resources, and direct consultancy services that have helped countless sales teams achieve their full potential.

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Insight Gold Timestamps:

02:08 We have gone through a major cultural shift and how buyers buy

05:05 Customers are saying, prove yourself

06:21 One of the weakest and most ineffective advertising is….

08:49 Old selling language

09:27 I talk about the importance of getting higher, wider, and deeper

10:38 The toughest single question in selling is…. 

13:37 The messaging they communicate usually tends to have little to do with the customer

17:34 We call it opera singers

18:36 Something I call the X's and O's test

19:48 Price is never the issue, unless it is the issue

21:56 We're not talking solutions until we know that there's a problem

23:28 There are 4 fundamental reasons of why people buy in a competitive environment

26:08 I use ChatGPT under DALL-E

28:02 On LinkedIn, everybody's a seller and there's very few buyers

29:39 With magic, we use a concept called one ahead

33:16 You can't be the Lone Ranger anymore

33:49 What does it take to be successful in sales today?

36:04 Robert's Rules of Order 

38:10 Most critical about salespeople walking away from this process

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Next Episode: Financial Excellence for Small Business with Kyle Smith!




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